IA Distribution, Zone Director

Job Summary

• This position is responsible for developing and executing distribution strategies for the independent agency channel in assigned states with Regional Field Executive alignment.
• The role collaborates cross-functionally across teams to create and implement state-level strategies that meet short- and long-term financial goals.
• Key responsibilities include aligning and driving strategic business plans, recruiting, coaching and developing field sales staff, managing budgets, and ensuring the profitable growth of all product lines.
• Performs work independently while applying knowledge of key business factors to maximize team and department performance.

Essential Job Functions

• Collaborates in the development and execution of strategic business plans for Foremost and Bristol West products in the independent agency channel for assigned states. Drives the execution of state distribution strategies, ensuring alignment with product and underwriting partners. Directs the overall state team strategy to achieve proftiable growth across product lines.
• Leads the recruitment, development, training, and coaching of field sales staff. Develops and implements short-, mid-, and long-term objectives, strategies, and action plans. Supports the development of Territory Managers and agency growth plans. Manages performance of direct reports. Creates and recommends training programs, policies, and practices to ensure a well-equipped sales force.
• Plans, directs, and coordinates all sales-related activities to achieve revenue goals. Formulates and oversees sales/marketing plans and promotions to stimulate profitable sales growth. Identifies target markets and directs efforts in training, sales, marketing support, and research. Acts as an advocate by recommending new products, services, and field initiatives.
• Ensures regular, clear, and consistent cross-functional communication with product management, underwriting, executive management, and agency partners. Serves as a communication bridge between Foremost and other internal and external groups. Collaborates with marketing and training teams to develop educational materials and strategies. Responsible for the initiation, positioning, and distribution of products and product enhancements. Implements rate and product changes while ensuring successful communication and training. Assesses industry trends to identify new opportunities and implement them effectively.
• Use quantitative knowledge to influence future products and rate changes. Coordinates field-facing activities, programs, and promotions to align with business objectives. Performs other duties as assigned while contributing to the overall success of the zone and organization. Reviews quarterly updates on regional objectives and makes necessary revisions to achieve goals. Evaluates and develops field sales force objectives and plans to ensure the achievement of sales goals.
• Tracks and reports progress of sales programs and contests to business unit management. Stays informed of competitive, legislative, and regulatory activity within assigned states. Ensures understanding and implementation of technology in the sales process to maximize effectiveness.

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

• Bachelors degree required. Masters degree or MBA preferred.

Experience Requirements

• Minimum seven years of experience in the insurance industry, preferably in sales, marketing, or distribution. Experience leading and managing sales teams preferred.

Additional Qualification

• Effective leadership skills. Proven leadership, critical thinking, decision-making, problem-solving, change management, and organizational skills.
• Builds and manages effective teams. Proven ability to coach and mentor others while fostering a high-performance culture among team.
• Demonstrated analytical skills. Proven ability to plan strategically and tactically.
• Proven ability to develop and execute business plans and achieve successful results. Strong verbal communication and listening skills.
• Demonstrated written communication skills. Demonstrated time management and priority setting skills. Ability to analyze and interpret financial data. Able to analyze financial results and market trends to manage performance and changes with products and pricing.
• Possesses strong technical aptitude. Proficient in the use of current technology including Microsoft Office suite, agency management systems, and comparative raters.