Independent Agent Development Specialist

AAA-The Auto Club Group • Lansing, MI

2d • $96,345 - $142,355 • Hybrid

About The Position

It’s a great time to join AAA The Auto Club Group! JOIN THE TEAM COMMITTED TO DRIVING YOUR CAREER FORWARD Job Type: Full time Exempt/Non Exempt: Salary Job Description: A DAY IN THE LIFE of an IA Development Specialist The Auto Club Group is seeking prospective IA Development Specialist who can serve as a business consultant and partner by providing tactical and strategic support to Independent Agents (IA) in the assigned geography Operate as a subject matter expert by becoming well versed on all components of the Connected Member Vision and product/sales knowledge. Assist assigned IAs in the development and implementation of agency business goals. Own and be accountable for agency success/retention and agent productivity and growth goals. Support the acquisition of profitable new business, influencing and motivating agents, driving growth, providing business insight and recommendations, ensuring agent and business retention, compliance, and reporting. Build trust and maintain strong relationships with assigned IAs and internal and external business partners. Source and refer local IA candidates to centralized recruiting. Participate in the interview and selection processes. Successfully complete installation and on-boarding processes when opening and establishing new agencies. Assist new agencies with critical business development activities post launch. Collaborate with centralized training and IA support teams to ensure that agents are trained and aware of all operations, systems and marketing processes and requirements. Participate in training assessment and the development and disbursement of product/marketing/service information. Evaluate effectiveness of training programs. Validate awareness and deep understanding of the full array of ACG product offerings. Provide additional training and consulting as necessary. Communicate potential sales incentive programs, compensation outcomes, as well as contractual bonus opportunities. Monitor agency business activities and prepare reports to summarize data. Conduct site visits, cash flow analysis and needs assessments/diagnostics to track progress, recognize best-in-class point-of-sale behavior, understand current IA segment and identify issues and opportunities for improvements. Research and analyze sales markets. Work with IA to create cultivation plans and means to address issues. Consult with IA making strategic/tactical recommendations as appropriate. Ensure adherence to corporate policies, practice and state regulations by auditing agent activity. Advise leadership on agent progress and report on non-compliant activity. When necessary, recommend and activate probationary processes or recommendations for termination. Complete accurate written call notes for all calls completed. Support various product and membership promotional campaigns to ensure meeting sales goals. Initiate, develop, execute and monitor projects. Provide updates to management. Collaborate with peers to guarantee the utilization of uniform, highly efficient processes across the corporate footprint What it’s like to work for The Auto Club Group: Serve our members by making their satisfaction our highest priority Do what’s right by sustaining an open, honest and ethical work environment Lead in everything we do by offering best-in-class products, benefits and services ACG values our employees by seeking the best talent, rewarding high performance and holding ourselves accountable HOW WE REWARD OUR EMPLOYEES A competitive annual salary between $96,345 – $142,355 ACG offers excellent and comprehensive benefits packages: Medical, dental and vision benefits 401k Match Paid parental leave and adoption assistance Paid Time Off (PTO), company paid holidays, CEO days, and floating holidays Paid volunteer day annually Tuition assistance program, professional certification reimbursement program and other professional development opportunities AAA Membership Discounts, perks, and rewards and much more WE ARE LOOKING FOR CANDIDATES WHO Required Qualifications: Possession of a valid State Driver’s License Currently hold or able to attain and maintain appropriate State Property & Casualty licenses within timeframe designated by ACG leadership May be required to attain appropriate State Life Sales licenses within timeframe designated by ACG leadership Education High School diploma or equivalent Work experience Two years of experience in insurance sales leadership and/or agent development to include coaching, mentoring, challenging and enabling others to successfully meet goals Experience to include some or all the following: Motivating growth or rehabilitation of existing agency Developing plans to increase growth Building business relationships within a sales environment Demonstrating strong organizational, planning, time management and administrative skills Gathering, researching and analyzing data and making recommendations Conducting needs assessments and process improvement reviews Writing business plans/proposals Preparing reports and presentations and recommendations to all levels of management Modeling and monitoring financial projections for region Operating PC software applications (Word, Excel, Access, PowerPoint, etc.) In-depth Knowledge of: Best-in-class techniques used to: Influence and persuade others Develop and coach others Motivate and reward a successful sales team Insurance products, services & regulations Sales techniques and delivery systems Independent contractor distribution channels Techniques used to coordinate and control major projects Comparative raters and management systems Business drivers, marketing concepts, managing P&L, operational processes (i.e., in-bound/out-bound call strategy) and compensation plan design Ability to: Influence, persuade and motivate non-employee agents Identify agent strengths, weaknesses and model skills needed to facilitate agency rehabilitation in various areas including product knowledge, prospecting, professionalism, closing techniques, etc. Create and interpret sales models, results and return on investment reporting Demonstrate creativity and innovation in developing business, marketing and sales plans to meet the unique needs of assigned locations Demonstrate effective leadership/coaching skills to include motivating and influencing captive and/or non-captive agents and staff Possess written communication skills including the preparation of proposals, reports and technical writing Willingness and ability to extensively travel Willingness to relocate Work Environment This is a hybrid work arrangement (time spent in office and remote). Depending on the employee's role and leadership's assessment, some employees will come into an ACG facility on a weekly basis, a monthly basis, or on an "as needed" basis for key meetings and collaborative activities. Most employees will be required to come into the office, at a minimum, for important departmental meetings or team-building events. #LI-TT2 Who We Are Become a part of something bigger. The Auto Club Group (ACG) provides membership, travel, insurance, and financial service offerings to approximately 14+ million members and customers across 14 states and 2 U.S. territories through AAA, Meemic, and Fremont brands. ACG belongs to the national AAA federation and is the second largest AAA club in North America. By continuing to invest in more advanced technology, pursuing innovative products, and hiring a highly skilled workforce, AAA continues to build upon its heritage of providing quality service and helping our members enjoy life’s journey through insurance, travel, financial services, and roadside assistance. And when you join our team, one of the first things you’ll notice is that same, whole-hearted, enthusiastic advocacy for each other. We have positions available for every walk of life! AAA prides itself on creating an inclusive and welcoming environment of diverse backgrounds, experiences, and viewpoints, realizing our differences make us stronger. To learn more about AAA The Auto Club Group visit www.aaa.com Important Note: ACG’s Compensation philosophy is to provide a market-competitive structure of fair, equitable and performance-based pay to attract and retain excellent talent that will enable ACG to meet its short and long-term goals. ACG utilizes a geographic pay differential as part of the base salary compensation program. Pay ranges outlined in this posting are based on the various ranges within the geographic areas which ACG operates. Salary at time of offer is determined based on these and other factors as associated with the job and job level. The above statements describe the principal and essential functions, but not all functions that may be inherent in the job. This job requires the ability to perform duties contained in the job description for this position, including, but not limited to, the above requirements. Reasonable accommodations will be made for otherwise qualified applicants, as needed, to enable them to fulfill these requirements. The Auto Club Group, and all its affiliated companies, is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability or protected veteran status. Regular and reliable attendance is essential for the function of this job. AAA The Auto Club Group is committed to providing a safe workplace. Every applicant offered employment within The Auto Club Group will be required to consent to a background and drug screen based on the requirements of the position. The Auto Club Group (ACG) provides membership, travel, insurance and financial services offerings to approximately 13+ million members and customers across 14 states and 2 U.S. territories through the AAA, Meemic and Fremont brands. ACG belongs to the national AAA federation and is the second largest AAA club in North America. If you have a disability and require an accommodation to help you complete our employment application process, please send an email to [email protected] indicating the accommodation / assistance needed and a member of the Talent Acquisition Team will follow up to assist you within 2 business days.

Requirements

• Possession of a valid State Driver’s License
• Currently hold or able to attain and maintain appropriate State Property & Casualty licenses within timeframe designated by ACG leadership
• May be required to attain appropriate State Life Sales licenses within timeframe designated by ACG leadership
• High School diploma or equivalent
• Two years of experience in insurance sales leadership and/or agent development to include coaching, mentoring, challenging and enabling others to successfully meet goals
• Experience to include some or all the following:
• Motivating growth or rehabilitation of existing agency
• Developing plans to increase growth
• Building business relationships within a sales environment
• Demonstrating strong organizational, planning, time management and administrative skills
• Gathering, researching and analyzing data and making recommendations
• Conducting needs assessments and process improvement reviews
• Writing business plans/proposals
• Preparing reports and presentations and recommendations to all levels of management
• Modeling and monitoring financial projections for region
• Operating PC software applications (Word, Excel, Access, PowerPoint, etc.)
• In-depth Knowledge of:
• Best-in-class techniques used to:
• Influence and persuade others
• Develop and coach others
• Motivate and reward a successful sales team
• Insurance products, services & regulations
• Sales techniques and delivery systems
• Independent contractor distribution channels
• Techniques used to coordinate and control major projects
• Comparative raters and management systems
• Business drivers, marketing concepts, managing P&L, operational processes (i.e., in-bound/out-bound call strategy) and compensation plan design
• Ability to:
• Influence, persuade and motivate non-employee agents
• Identify agent strengths, weaknesses and model skills needed to facilitate agency rehabilitation in various areas including product knowledge, prospecting, professionalism, closing techniques, etc.
• Create and interpret sales models, results and return on investment reporting
• Demonstrate creativity and innovation in developing business, marketing and sales plans to meet the unique needs of assigned locations
• Demonstrate effective leadership/coaching skills to include motivating and influencing captive and/or non-captive agents and staff
• Possess written communication skills including the preparation of proposals, reports and technical writing
• Willingness and ability to extensively travel
• Willingness to relocate

Responsibilities

• Serve as a business consultant and partner by providing tactical and strategic support to Independent Agents (IA) in the assigned geography
• Operate as a subject matter expert by becoming well versed on all components of the Connected Member Vision and product/sales knowledge.
• Assist assigned IAs in the development and implementation of agency business goals.
• Own and be accountable for agency success/retention and agent productivity and growth goals.
• Support the acquisition of profitable new business, influencing and motivating agents, driving growth, providing business insight and recommendations, ensuring agent and business retention, compliance, and reporting.
• Build trust and maintain strong relationships with assigned IAs and internal and external business partners.
• Source and refer local IA candidates to centralized recruiting.
• Participate in the interview and selection processes.
• Successfully complete installation and on-boarding processes when opening and establishing new agencies.
• Assist new agencies with critical business development activities post launch.
• Collaborate with centralized training and IA support teams to ensure that agents are trained and aware of all operations, systems and marketing processes and requirements.
• Participate in training assessment and the development and disbursement of product/marketing/service information.
• Evaluate effectiveness of training programs.
• Validate awareness and deep understanding of the full array of ACG product offerings.
• Provide additional training and consulting as necessary.
• Communicate potential sales incentive programs, compensation outcomes, as well as contractual bonus opportunities.
• Monitor agency business activities and prepare reports to summarize data.
• Conduct site visits, cash flow analysis and needs assessments/diagnostics to track progress, recognize best-in-class point-of-sale behavior, understand current IA segment and identify issues and opportunities for improvements.
• Research and analyze sales markets.
• Work with IA to create cultivation plans and means to address issues.
• Consult with IA making strategic/tactical recommendations as appropriate.
• Ensure adherence to corporate policies, practice and state regulations by auditing agent activity.
• Advise leadership on agent progress and report on non-compliant activity.
• When necessary, recommend and activate probationary processes or recommendations for termination.
• Complete accurate written call notes for all calls completed.
• Support various product and membership promotional campaigns to ensure meeting sales goals.
• Initiate, develop, execute and monitor projects.
• Provide updates to management.
• Collaborate with peers to guarantee the utilization of uniform, highly efficient processes across the corporate footprint

Benefits

• Medical, dental and vision benefits
• 401k Match
• Paid parental leave and adoption assistance
• Paid Time Off (PTO), company paid holidays, CEO days, and floating holidays
• Paid volunteer day annually
• Tuition assistance program, professional certification reimbursement program and other professional development opportunities
• AAA Membership Discounts, perks, and rewards

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED