Solid reputation, passionate people and endless opportunities. That's Travelers. Our superior financial strength and consistent record of strong operating returns mean security for our customers - and opportunities for our employees. You will find Travelers to be full of energy and a workplace in which you truly can make a difference.
Under general supervision, the Regional Sales Director (RSD) assists the 2VP, Inside Sales in strategic management of the agency plant and has primary responsibility for sales strategy and business development driving profitable growth for the assigned territory. This position manages others. Responsible for hiring, coaching and mentoring Sales Executives and Sr. Sales Executives to achieve Regional goals. Manager Defined as: Responsible for setting work objectives and goals for employees and managing their performance. Typically involved in compensation decisions. Employees have a formal reporting relationship to this job.
Primary Job Duties & Responsibilities
Sales Leadership: In partnership with Regional Vice President, identifies potential candidates for employment, interviews, and selects top talent for organization, focusing on building enterprise-wide bench strength. Facilitates new hire training by ensuring employees know about and are enrolled in all applicable instruction to position them for success in the job. Regularly reviews Sales Executive call reports, BAMM, and Agent follow-up activity and communicates feedback on a timely basis to employees on strengths and opportunities. Enforces the ethical and legal standards of The Travelers with agents and employees. Holds regular business meetings with staff to communicate information and solicit input. Offers employees opportunities to develop leadership and presentation skills by encouraging them to take an active role in content and delivery. Travels with Sales Executives to observe performance behavior, model appropriate approach and sales skills, communicate feedback and listen/respond to employee questions and concerns. Coordinates sales planning and quarterly performance reviews with Sales Executives, identifying gaps and devising action plans with Sales Executives to drive goal achievement. Holds employees accountable for behavior and performance. Generally manages up to 10 dedicated Sales Executives. Marketing Strategy: Analyzes regional market, distribution channel and product offerings, identifies gaps and strategic opportunities, and works with business partners (Product Management, Finance, Business Center, Agency Automation) on plan to increase market share and drive profitable growth for Personal Lines. Manages distribution channel by creating and monitoring agency plans and results. Represents regional agency council meetings. Coordinates communication to agents and brokers to provide consistent and timely information, as well as to Regional Vice President, Regional Finance Officer, and Product Management regarding issues and opportunities within the distribution system. Acts as prime resource for competitive intelligence and distribution channel information for the region. Business Development: Facilitates identification of prospects, negotiating, appointing and closing of agencies with Sales Executives. Identifies business development and cross-selling opportunities involving cross/multiple business units, states, or regions to maximize market penetration. Meets with agents to discuss business opportunities with Travelers. Administration: Facilitates with Sales Executives changes to agency contracts and coordination of agency profit sharing activities. Remains knowledgeable of agency financial stability and facilitates appropriate action to be taken with agencies. Serves as liaison on contracts, licensing, agency databases, profit sharing, data reporting, web-site management, and e-commerce strategy by sharing information and guiding people to appropriate resources. Leadership: Leverage Differences. Manage in participative manner. Develop employees. Manage change effectively. Participates on Field and Home Office teams, groups, and committees to represent Field Sales and/or Regional Sales Director perspective.
A minimum of 5 years experience in a Sales Executive role or 7 years in Property/Casualty sales. A minimum of 3 years of management experience.
Education, Work Experience & Knowledge
BA/BS degree in Sales/marketing preferred.
Job Specific & Technical Skills & Competencies
Ability to: Lead & Motivate others. Coach & developing others. Drive for results. Influence & persuade. Think strategically. Focus on distribution. Plan & organize. Use decisive judgment. Act with integrity.
Operates standard office equipment (Frequently). Sitting (can stand at will) (Frequently). Standing (Frequently).
Licensing or Certificates
Equal Employment Opportunity Statement
Travelers is an equal opportunity employer.
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