- Location
- US WI Mequon, United States of America
- Type
- Full-time
- Department
- Sales
- Seniority
- Lead
- Source
- Workday
Description
WHO WE ARE
Relation Insurance is a leading, innovative company with a strong commitment to excellence and a passion for delivering cutting-edge solutions to our clients. As a key player in the insurance market, we pride ourselves on our dynamic culture, collaborative environment, and continuous drive for success. With a rich history and a bright future ahead, we are looking for exceptional individuals to join our team and contribute to our ongoing growth and success.
WHAT WE’RE LOOKING FOR
The Regional Sales Leader’s primary focus is to oversee the day-to-day prospecting and sales activities of the sales producers assigned to the region. This includes recruiting and managing sales producers, evaluating sales producer performance and taking appropriate action with under-performers, coaching and training producers in all aspects of the sales, risk mitigation, and client retention processes. The Regional Sales Leader will be evaluated on their ability to oversee these day-to-day activities as well as overall organic growth in the region, setting and achieving meaningful sales goals, and overall growth of the region.
KEY RESPONSIBILITIES
Key Responsibilities pertain to tasks where this position assumes a leading or deciding role. This list is not exhaustive, and additional Key Responsibilities may be assigned as necessary.
Sales Performance Management:
- Facilitates timely collaboration with the Vice President, Finance and Sales Operations and Regional HRBP to address underperformance, including PIP documents, and ensures the submission of signed documents for accurate recordkeeping.
- Prepares, presents and files quarterly updates on validation process.
- Documents and discusses scorecard progress including book of business performance, new business sales, and pipeline.
Champions Transformation and Change Management throughout the Region:
- Develops and delivers monthly and quarterly communications defining initiatives that are prioritized through quarterly sales and operation meetings.
- Participation in the sales and operation meetings that includes steps taken to champion transformation.
Sales and Service Collaboration:
- Documents and reviews collaboration including an agenda, progress, timeline, and expectation for completion of items.
Cultivates Regional Culture and Its Effectiveness:
- Visits offices in assigned region at a designated frequency.
- Engages with clients and frontline team members in assigned region to establish a continuous feedback loop.
Closes Large New Business Deals:
- Monthly deals of $50k ($25k for Select) or more closed in the region.
- Consistent pipeline to support monthly replication.
Producer Skills Development:
- Meets with producers monthly to develop sales skills.
Producer Accountability for New Business Development:
- 80% or more of producers achieving or exceeding their assigned sales goal.
- Overall Regional sales goal achieved.
Producer Recruiting:
- Finds, interviews, and evaluates producers that fit the Relation culture and support growth.
- Maintains the producer recruiting log.
- Ensures that recruiting practices meet budget expectations.
- Develops a comprehensive understanding of the recruitment workflow to effectively support and facilitate the hiring process for sales positions.
Regional Human Resources and Coaching Support:
- Facilitates timely collaboration with the regional HRBP to address underperformance and ensures the submission of signed documents for accurate record keeping.
- Self and team participation in scheduled training modules.
Builds Niche Practices:
- Thoughtful strategy on niche markets that include methods to reduce cost and generate revenue, which may include, but are not limited to, hiring practices that provide diversity in the market, acquisitions that provide additional coverages, and/or carrier segmentation.
Generated Sales Ideas and Client Solutions:
- Identifies and presents ideas and solutions to challenges during monthly sales and operation calls.
Drives Cross-sell Initiatives:
- Regular communicates and celebrates cross-selling.
- Ensures cross-sell goals are achieved.
Producer Tools Training:
- Ensures awareness of and knowledge to use available tool and resources.
Pipeline Development:
- Ensures that pipelines are at or above 2.5x of sales goal.
- Coaches and follows-up with producers that struggle to maintain and/or document pipeline expectations.
- Regular evaluation of producer pipeline to ensure opportunities are reliable and closing as expected.
Promotes New Business via Periodic Sale Incentives, Contests, and/or Competitions:
- Identifies special incentives that assist with achieving stretch goals, hiring targets, and improved margins while remaining in budget.
- Works closely with broking and compensation team and leverage national resources when possible.
COLLABORATIVE RESPONSIBILITIES
Collaborative Responsibilities pertain to tasks where this position assumes a leading or deciding role. This list is not exhaustive, and additional Collaborative Responsibilities may be assigned as necessary.
Drives Consistent, Timely Execution of Strategy across Region:
- Communicates, leads, and evaluates enterprise and targeted initiatives.
Sets Regional Production Goals:
- Works with Regional President to provide FP&A production goals that are in-line with historical performance and enterprise growth targets.
Regional Revenue and Expense Management:
- Achieves budgeted revenue and expense targets at a business unit and overall regional level.
Develops and Improves Enterprise Forecasting Capabilities.
Ongoing Carrier and Market Relationships:
- Coordinates with the Broking team to ensure the implementation of sales strategies that will maximize carrier commissions and contingencies.
Service Performance Management:
- Works with operation leaders to achieve a positive service satisfaction score.
Promotes and Protects the Brand:
- Actively participates in industry events and organizations, promoting Relation in a professional manner.
Deploys Client Service Platforms.
Securing New Products and Services to Enhance Competitiveness:
- Engages with industry experts and maintains an understanding of new and upcoming products and services that give Relation a competitive advantage.
Communications and Transparency throughout Organization:
- Remains highly visible and available throughout the organization, presenting a strong and proud leadership perspective.
Budget Decisions Related to Appetite to Invest in Sales:
- Works closely with Regional President, CFO and other executive leadership during the budget process to make decisions on areas to invest and areas to decrease spending with the intent to maximize performance.
Creates and Administers Enterprise Sales Compensation/Incentive Plans:
- Works with broking and compensation teams to provide perspective on incentives that will reward and motivate producers to achieve goals.
WHAT SUCCESS LOOKS LIKE IN THIS ROLE
- 5+ years managing sales producers in a $20mm+ revenue agency or brokerage.
- 10+ years of P&C and/or EB Insurance industry experience.
- Ability to travel as needed up to 50% of the time.
- Property and Casualty License required.
- Life & Health License preferred.
WHY CHOOSE RELATION?
- Competitive pay.
- A safe and healthy work environment provided by our robust benefit program including family health and wellness programs, 401K, employee assistance programs, paid time off, paid holidays and more.
- Career advancement and development opportunities.
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Note: The above is not all encompassing of the full position description.
Relation Insurance Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Relation, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is presented within this posting.
You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.
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