Grinnell Mutual Reinsurance Company SALES DIRECTOR in Des Moines, Iowa
Develops and leads a group of field sales representatives that proactively promote Grinnell Mutual products and services to Grinnell Mutual’s affiliated agents and prospective new mutual members and agents. Direct and monitor daily operational activities for direct sales department. Assists with planning, developing, designing, and implementing strategic sales plans and customer service standards for the direct sales department. Responsible for hiring and directing the day-to-day activities of sales staff.
This position can be performed in our Grinnell; or in a remote, home office based in one of the following states: Arizona, Alabama, Illinois, Indiana, Iowa, Florida, Minnesota, Missouri, Montana, Nebraska, North Carolina, North Dakota, South Dakota, Ohio, Oklahoma, Pennsylvania, Texas and Wisconsin. Please note that candidates must be eligible to work in the U.S. without Grinnell Mutual sponsorship.
Manages daily activity performed by the direct sales staff to ensure compliance with company guidelines to attract and retain a professional agency force supporting Grinnell Mutual's business goals and sales strategy.
Monitors sales staff activity for productivity and quality assurance by reviewing field trip reports, loss review data, and sales representative performance by comparing findings to company sales standards and practices. Ensures follow-up actions such as follow-up with customer, agent, sales manager, research and development, or others as needed, are completed. Prepare a monthly summary report of key trends identified through the review of field trip reports and submit to AVP-Direct Sales.
Acts as a liaison between direct sales and underwriting management relaying agent feedback and information related to underwriting practices and guidelines ensuring follow-up and resolution of shared questions and concerns.
Ensures the execution of agency sales plans, book rolls, new appointments, and incentive campaigns through leading an assigned group of sales managers.
Serves as a moderator for our annual agent advisory council meetings. Ensures productive meetings with high levels of agency feedback and participation.
Conducts semi-annual ride-alongs with each direct report as they make a variety of sales calls to provide coaching and mentoring as well as staying current with the needs of our independent agents.
Trains new sales staff and provides on-going training for current staff. Works with peers to plan sales seminars for staff on a semi-annual basis. Observes staff to review performance and provide feedback and training. Communicates relevant and important information with staff. Coaches and/or mentors sales managers on company guidelines, policies and procedures.
Reviews agency applications to accept or decline agency appointments according to company acceptance, modification, or rejection guidelines. Recommends appropriate course of action to AVP-Direct Sales.
Coordinates the annual agency review process with sales staff by establishing and communicating company acceptability guidelines to determine acceptance, modification, or rejection of agent contracts. Reports results of agency reviews to management.
Researches, analyzes, summarizes, and designs product and/or training topical presentations and delivers presentations occasionally to varied groups/audiences. Develops sales plans for new product offerings and coverages in collaboration with marketing, underwriting, and actuarial services staff.
Monitors company financial status, including departmental budget, production, and profitability results to evaluate sales impact on underwriting results and make adjustments as necessary to meet company financial goals.
Attends internal and external meetings, including committee assignments and contributes to meetings by asking questions or presenting information verbally or in written form.
Attends annual agent advisory council meetings that include participating and/or presenting.
Conducts regular formal discussions with each direct report to discuss progress toward goals and review performance.
Performs other duties as assigned.
- Supervises field sales staff. Carries out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; develop and set goals with team; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Responsibility & decision making authority
Develops and recommends goals and action plans for approval by senior management.
Reviews and approves or declines recommendations for agency appointments and cancellations based on current company guidelines. Reviews agency performance evaluations including agent corrective action procedures and advises marketing staff.
Selects qualified staff and develops training plans of direct reports.
Bachelor's degree (B.A) from a four-year accredited college or university and five years insurance marketing or sales experience or insurance related experience; or equivalent combination of education and experience.
Technical insurance designations such as CPCU, AU, CIC, or completion of IIA Principles of Insurance preferred.
Advanced knowledge of business, industry, and market information with ability to apply knowledge to job responsibilities. Must have advanced knowledge of ISO property and casualty rules and regulations. Knowledge of insurance policy language and insurance policy forms is required.
Prior supervisory experience preferred.
Knowledge and application of basic math, including calculating percentages and ratios.
Demonstrated ability to develop professional relationships with agents, customers, and other business related contacts.
Demonstrates leadership ability. Serves as a role model to sales staff and other employees of the company. Ability to use appropriate words and actions to help others envision and move toward higher levels of performance.
Ability to make timely decisions; takes action to pursue an opportunity, address an issue, or prevent a problem. Ability to involve others in the decision-making process as needed to obtain information, generate alternatives, make the best decision, and ensure buy-in; builds consensus when appropriate. Ability to use personal judgment, experience, and known facts and figures to make decisions and resolve problems.
Ability to communicate effectively in person and/or telephone. Demonstrate effective writing skills to develop a variety of status reports to communicate information to agents, mutuals, and home office personnel.
Ability to professionally present marketing and product information to a variety of groups and forums and present on other topics as requested.
Ability to think creatively to recommend innovative ideas and solutions to grow the business while supporting the organization’s mission and goals.
Ability to communicate persuasively, both orally and in writing top professionally present product information to a variety of groups and forums and present on topics as requested.
Ability to provide a high level of customer service using advanced interpersonal and communication skills to resolve difficult situations or problems
Ability to maintain confidentiality of agent information, underwriting information, and proprietary company information.
Ability to manage multiple priorities and projects as required by business need.
Ability to use general office equipment including PCs, telephone, fax, copier/scanner, calculator, and demonstrate basic knowledge of Microsoft Office suite products including MS Word and Outlook.
Ability to maintain a valid driver’s license and travel from the home office to off-site meetings, seminars or GMRC customer office as needed with limited notice. Limited travel with some overnight travel is required approximately 10-20% of time depending on business need.
Ability to maintain regular and predictable work schedule to meet the needs of our customers and provide adequate coverage during our core business hours.
Working conditions and physical efforts
To perform this job successfully, an individual must be able to perform each job duty and responsibility satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform job duties and responsibilities.
Interacts with many types of people, including challenging agents, which can be stimulating, yet demanding and stressful.
Frequently works under externally imposed deadlines with unexpected and frequent interruptions to the workflow making it challenging to anticipate the nature and volume of work to perform and meet established deadlines.
The position operates within a typical office setting and is physically located in the home office in an office. The noise level in the work environment is usually moderate. The position requires an individual to sit for long periods of time and to drive a vehicle on an occasional basis, including during inclement weather.
The position requires the individual to frequently talk on the telephone
Ability to exert up to 20 pounds of force and to lift up to 10 pounds.
Requires regular and predictable attendance to meet customer service demands.
This job description is not intended to describe, in detail, the multitude of tasks that may be assigned, but rather to give the employee a general sense of the responsibilities and expectations of his/her position. As the nature of the business demands change, so too may the job duties and responsibilities.
External Company Name: Grinnell Mutual Reinsurance
External Company URL: https://grinnellmutual.com