12 days old

Manager, Sales

Baltimore, MD 21201
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Location: Open - East Region
Job_Code: 5065
# of Openings: 1

As a dynamic, fast-growing provider of workers' compensation insurance and services, we are seeking a goal-oriented individual willing to put their ideas to work!

We offer a positive, challenging work environment, combined with an opportunity to build your career as you help us grow our business, in innovative and imaginative ways that are uniquely EMPLOYERS!

Headquartered in Reno, Nevada, EMPLOYERS attributes its long-standing success to its most valuable resource, our employees across the United States. EMPLOYERS is known for the quality service and expertise we provide to our clients, and the exemplary work environment we provide for our employees.

We live and breathe our core values: Integrity, Customer Focus, Collaboration, Initiative, Accountability, Innovation, and Personal Fulfillment. These are the pillars that support how we do business with our clients as well as how we treat each other!

At EMPLOYERS, you'll discover an energetic environment that inspires top achievement. As "America's small business insurance specialist", we have the resources, a solid reputation and an expanding nationwide identity to enrich your work/life and enhance your career.

The Manager of Sales assumes a leadership role managing all producer and sales processes within a given area. This position works in cooperation with the EMPLOYERS' Sales Plan and the Underwriting Plan to support, assist and provide guidance to focus our sales effort on business opportunities that are consistent with our underwriting and financial objectives, as well as our mission and vision statements.

The Manager of Sales is responsible for providing leadership, management oversight and direction to a team of Sales Executives (Territory Business Managers).

  1. Provide leadership, direction and management oversight of designated sales staff.
  2. Provide training, including development of sales techniques and knowledge to sales staff, ensuring compliance with established policies and procedures.
  3. Determine staffing levels within scope of authority in order to ensure adequate staff with appropriate capabilities to meet Company needs. Provide recommendations on hires and terminations. Complete performance appraisals and recommendations on salary actions for sales staff. Conduct periodic assessment of productivity and implements corrective actions as needed (Qtly Business Reviews).
  4. Lead assigned region in meeting or exceeding premium goals in a focused, efficient and profitable manner consistent with our financial goals.
  5. Guide Sales Executives to create and execute a producer management plan that results in the achievement of our premium goal and those of our agency partners while maintaining the highest level of client satisfaction i.e. Agency Planning Guide.
  6. Monitor and evaluate our external market for new product and partnership opportunities.
  7. Guide Sales Executives with the development and delivery of education and training programs for our customers, our underwriters, our loss control consultants and our claims examiners in order to improve efficiency, sales and financial results.
  8. Operate in cooperation with our internal organization in developing new automated efficiencies, on-line products and improved customer communication. Maximizes usage of all current online systems, products and services.
  9. Perform necessary and regular agency calls with Sales Executives in order to maximize production and to keep the producers/principals up to date on company products and services. Assists Sales Executives in the development of the producer/underwriter relationship.
  10. Provide Sales Executives with direction to assign quality new appointments and terminate those agencies that do not meet the needs of the company as agreed.
  11. Act as a facilitator, trainer and problem solver in working with agencies. Follows-up on outstanding EACCESS issues to make sure critical concerns are properly resolved.
  12. Oversee and provide guidance to Sales Executives for agency audits on a scheduled basis. Recommend appropriate action based on audit results.
  13. Produce a monthly KPI report identifying key trends in competition and individual producer information verifying the producer management process.
  14. The Manager of Sales acts in conjunction with:
    The corporate business appetite and underwriting to provide and monitor the amount and quality of new opportunities from Sales Executives territories.
    Loss Control, Underwriting, Claims to coordinate the attainment of our production plan.
  15. Other duties as assigned or as situation dictates.

This job operates in a professional office environment; this role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines
National and Regional travel on a regular basis via air and car for extended periods of time.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

Bachelor's degree or equivalent or five years of insurance and/or payroll industry experience.
The Manager of Sales is a territorial manager that is capable of working with limited direction.
A technical problem solver with enough workers' compensation rating bureau knowledge to discuss and solve audit, collection and some underwriting problems.
Possesses excellent verbal and written communication skills
Valid state driver's license and good driving record
Strong organizational skills
This focused and goal-oriented position requires someone who possesses sales skills and who can influence others through negotiation techniques.
Ability to interact effectively with all levels of personnel and represent the Company professionally, both internally and externally.
Working knowledge of Microsoft word, Excel, and PowerPoint.

Proven relationship management and/or sales skills in the workers' comp/insurance industry


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Posted: 2020-11-18 Expires: 2020-12-20

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Manager, Sales

Baltimore, MD 21201

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