Regional Sales Manager

YOUR PURPOSE AND FUNCTION IN OUR COMPANY:

The Regional Sales Manager provides direct management, leadership and direction to the Field Sales team which includes Field Agency Managers and Field Agency Specialists who distribute Preferred Mutual’s Personal and Commercial insurance products in NY, MA, NJ and NH. They serve as the bridge between strategic (eg. Vice President Sales & Distribution and the tactical (Field Agency Managers and Field Sales Specialists) supporting the achievement of the strategic plan while ensuring the success of new and existing agency development. They are responsible for agency planning and the field sales process. This includes mentoring and counseling the team in developing and implementing strategies to achieve their territory’s sales and profitability objectives. They are responsible for generating profitable growth, maximizing profitability and increasing the company’s market share. They are also responsible for leading the execution of the New Agency Appointment strategy including, working with the Vice President Sales & Distribution and the Analytics area to identify opportunities for placement of additional agencies. Additional responsibilities also include ensuring that new agencies receive the proper support to achieve successful business results and develop into larger more successful agencies. Other responsibilities include developing and implementing effective agency communication initiatives in congruence with the agency communication strategy.

KEY CAPABILITIES FOR SUCCESS:

• Prioritizes coaching, mentoring and performance management for the field agency staff to assist them in achieving SBU goals for growth and profitability.
• Facilitates annual agency planning process of FAMs and FASs, and assists field staff with maintaining these plans to ensure proper alignment with overall business goals and achievement of plans.
• Coordinate the involvement of the FAMs and FASs, including customer support, service, and management resources, so that team performance objectives and customer expectations are met.
• Proactively reviews sales activity (i.e. Call Reports, Monthly Production Results, etc.) for the sales team, ensuring that quality and quantity of sales efforts meet expectations.
• Conducts in-field coaching of FAMs and FASs in sales skill and process.
• Accountable for executing planned changes and/or modifications to the current distribution system to enable continuous improvement and profitability.
• Overall responsible for agency performance management, including affecting segmentation changes.
• Positively impacts the performance of the sales team by implementing and managing field support tools, including training programs, productivity initiatives, territory planning methodology, and customer communication tools. 
• Partners with the Vice President of Sales & Distribution to develop and execute agency compensation, including contingency & commission plans, and various incentive programs.
• Strong analytical skills with the ability to utilize and analyze data to maximize and drive business performance.
• Strong competitor knowledge; strong external agency relationships.
• Knowledge of the use of comparative raters and agency management systems.
• Industry benchmarking knowledge and experience leveraging this information to deliver results and meet the company’s strategic goals and objectives.
• Expertise with effective Book Roll and re-quote management processes that achieve production and profitability expectations.
• Builds strong cross functional internal relationships that foster the alignment needed to achieve the company’s sales and service objectives through a coordinated approach inclusive of our Product Management, Business Services, Claims, Corporate Communications and Finance philosophies.
• Encourages new and innovative methods to achieve results; leads changes in processes, people and structure.

QUALIFICATIONS:

• Bachelor’s degree required and 8 years progressive agency management field experience.
• CPCU or CIC designation required.
• 3+ years’ experience leading a sales team
• Commercial Lines experience with small commercial expertise required
• Past experience working within the NY, MA, and NJ marketplace interfacing with property casualty independent agencies preferred
• Small Commercial underwriting experience preferred
• Knowledge of Personal Lines and Small Commercial products, pricing and underwriting philosophies.
• Ability to travel extensively in the field – including overnights - approximately 60% of time.
• Sound knowledge of marketing landscape, business and industry.
• Excellent communication skills, both verbal and written.
• Knowledge of Preferred Mutual’s products, pricing, technology capabilities and underwriting desirable.
• Possess a valid driver’s license and good driving record.
• Working knowledge and proficiency of technology resources (i.e. automated systems, Business Objects, Access, Excel, PowerPoint, Word, and Internet).