Agency Development Manager

General Purpose of Position: The Agency Development Manager is responsible for development and productivity of agency force within assigned territory.  This is done by effectively collaborating with the State Field Sales Director and/or Field Sales AVP.  Activities include planning, reporting, quota setting and management, sales process optimization and agency training. In addition, ADM is responsible for identifying the need for adding to or decreasing agency footprint within assigned territory.                                                               

Essential Functions and Responsibilities: The following are the usual, basic and essential functions of the position. These functions are not to be construed as an exhaustive list of all responsibilities, and skills required.

• Develop and execute a sales plan that results in attainment of agreed upon corporate goals at territory and agency levels.
• Monitor agency production against planned projections; be alert to emerging trends, investigate, and explain variations, and adjust projections accordingly.
  • Weekly monitoring of agency results and communicate results with agent
• Responsible for auditing assigned agents by implementing monthly reviews on a predetermined number of agents / files each month.  Audit encompasses review of new business and renewal business supporting documents and signatures.
• Develop agent training schedules for newly appointed agents, existing agent staff and new hires.    
• Partners with state Field Sales Director to identify opportunities for sales process improvement.  Facilitates successful implementation of new sales initiatives through the agency / territory assignment by ensuring a well- defined, efficient agency training process is in place. Fosters continuous process improvement.
• Purposefully plan and prioritize so that time and energies are applied in areas and agencies with increased likelihood of success. Seek out opportunities for improved relations and training opportunities for agencies that will lead to production.  
• Recommend corrective but sensible agency actions including closures to maintain healthy and productive territory; always maintain professional and positive relations with agency personnel regardless of status. 
• Continuously mine territory for new opportunities; make use of demographics and local business activities in prospecting endeavors. 
• Maintain adequate contact travel per agency assignment and as indicated per planning objectives.
• Investigate the specifics of market intelligence; and to the extent possible assess and describe potential impact or relevance of new information.  Maintain a comprehensive understanding of the competitors in assigned territory including product knowledge, marketing techniques, compensation strategies, etc. 
• Maintains up to date detailed documentation of all agency interaction in corporate CRM system.
• Works closely with the state Field Sales Director to understand firm sales and technology strategy.

General: 

• Promote a culture of personal responsibility, open communications and continuous improvement
• Ensure fair and ethical policies and practices in all relationships and operations
• Exhibits leadership experience and skills
• Exceptional problem-solving ability

Qualifications: 

To perform this job successfully, an individual must be able to perform each essential function and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions.

Requirements:

• Agency experience preferred with intermediate level understanding of insurance company and / or agency operations.
• Must have effective comprehension, listening, negotiation, presentation, interpersonal, verbal and written communication skills.
• At least 3 years demonstrated success pattern with agency management.
• Exercise initiative, exhibit adaptability, service motivation and respect toward differences of others, accepts personal responsibility; ability to learn and teach insurance rating software to individuals and small groups; demonstrated ability to build an agency network (or similar) successfully due to their own efforts.  Must be able to organize competitor data, collaborate with multiple sources of information, and prepare reports relevant to management for decision making. 
• Prefer college graduate or equivalent industry experience.

Certificates or Licenses: 

As required by regulatory entities. Relevant professional designations or skill certifications are desirable.

Physical Demands and Work Environment: While performing the duties of this Job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is regularly required to stand; walk; reach with hands and arms and stoop, kneel, or crouch. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision and ability to adjust focus. The noise level in the work environment is usually quiet. The employee may be required to use any or all of the following on a daily basis:  PC, telephone, cell phone, scanner, fax, printer and other office equipment.