Business Insurance Sales Manager

Job Summary

• Develops territory to full sales potential as described in the production plan. Achieves top and bottom-line results for assigned territory through effective Agency and District Performance Management.
• Works in conjunction with the Sales Director, and members of the product and underwriting team to develop an effective business plan that incorporates sufficient marketing, sales, retention and pricing initiatives to accomplish the assigned territory’s financial plan. 
• Engages with specific segments of agents to meet sales goals, which may include using one- on-one appointments, sales builder meetings, and effective training.
• Coordinate with District Managers, Sales Director, Territory Office and agents to set goals, define marketing/sales objectives, achieve profitability, influence business processes, and follow through to defined goals.
• Work with assigned agents to influence sales and marketing behaviors and drive top-line business results.

Essential Job Functions

• Achievement of top line and bottom-line sales results within assigned territory. Accomplishes rotating territory field travel schedule as outlined in the plan for meeting one-on-one with agents or in groups to present methods, ideas and support for the specific purpose of increasing sales in the assigned territory. Develop business plans for defined territory, districts and agents to focus activity on achieving all sales goals, including specific marketing and sales activities, as well as presentations and sales training that will be used within the assigned territory to drive sales results to the specified goals.
• Reviews territory performance and prepares estimated run rates and reports of operations that include corrective actions where necessary. Assist agencies in the identification of prospective customers through recommendations of effective lead developing methods. Follows through on identified quotes with underwriting to assure achievement of desired hit ratios, evaluating results monthly, recommending actions to either correct deficiencies or to exploit a developing market opportunity.
• Establish methods to gain knowledge and understanding of market conditions, product innovations and competitor’s products, prices and sales, as well as new regulatory and statutory requirements that may affect marketplace and distribution system. Performs other duties as assigned.

Physical Actions

• Job is performed in-person at a Farmers office or virtually at an approved alternative work location. Job may include work performed at field locations. The physical work environment is indoors and climate-controlled with adequate lighting and ventilation. Normal and customary distractions include background noise produced by office equipment and chatter among people, as well as interruptions. Field work performed outdoors may include exposure to weather elements. Frequently sits or stands for prolonged periods of time, up to a full shift. Occasionally moves about the workplace including navigating stairs, ramps, and level or uneven surfaces. Occasionally moves, pushes, pulls, lifts, carries, and places objects or materials weighing up to 50 pounds without assistance. Frequently uses shoulders, arms, hands, and fingers to manipulate equipment, tools, and objects necessary to perform job duties. Frequently performs fine motor tasks such as typing, mousing, or writing, up to a full shift. Occasionally performs movements such as bending, stooping, crouching, kneeling, twisting, and reaching overhead or below the knees. Possesses clear vision, with or without correction, to visually read and verify information. Relies on depth perception and peripheral vision to navigate the work environment visually by identifying barriers, changes in terrain and locating objects. Possesses adequate hearing, with or without correction, to communicate with co-workers, respond promptly to auditory signals or alarms, and discern sounds essential for maintaining safety and productivity in the workplace. Jobs in this category may require regular travel between Farmers offices, alternative work locations, and/or field locations.

Education Requirements

• High School Diploma or equivalent required.
• Bachelors degree and attainment of, or actively pursuing, CPCU or CIC designations preferred.

Experience Requirements

• Three to Five years property & casualty insurance marketing or sales experience or five years commercial underwriting experience.

Additional Qualification

• Knowledge of Farmers commercial products and appetite, as well as demonstrated general property & casualty and workers compensation insurance knowledge.
• Strong selling skills and creative sales approach.
• Strong ability to analyze and interpret information. Strong organizational skills.
• Demonstrate above average oral and written communication skills. Able to share information in a clear, concise, and well-organized manner. Proficient with computer using Word, Excel, Power Point.