Regional Sales Leader

Relation Insurance Services•Belmont, MA

6d•Hybrid

About The Position

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.

Requirements

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.

Responsibilities

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.
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.
Documents and reviews collaboration including an agenda, progress, timeline, and expectation for completion of items.
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.
Fully adopts innovative technology, including proprietary AI solutions, into the service process to deliver a best-in-class client service experience.
Monthly deals of $50k ($25k for Select) or more closed in the region.
Consistent pipeline to support monthly replication.
Meets with producers monthly to develop sales skills.
80% or more of producers achieving or exceeding their assigned sales goal.
Overall Regional sales goal achieved.
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.
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.
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.
Identifies and presents ideas and solutions to challenges during monthly sales and operation calls.
Regular communicates and celebrates cross-selling.
Ensures cross-sell goals are achieved.
Ensures awareness of and knowledge to use available tool and resources.
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.
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.
Communicates, leads, and evaluates enterprise and targeted initiatives.
Works with Regional President to provide FP&A production goals that are in-line with historical performance and enterprise growth targets.
Achieves budgeted revenue and expense targets at a business unit and overall regional level.
Develops and Improves Enterprise Forecasting Capabilities.
Coordinates with the Broking team to ensure the implementation of sales strategies that will maximize carrier commissions and contingencies.
Works with operation leaders to achieve a positive service satisfaction score.
Actively participates in industry events and organizations, promoting Relation in a professional manner.
Deploys Client Service Platforms.
Engages with industry experts and maintains an understanding of new and upcoming products and services that give Relation a competitive advantage.
Remains highly visible and available throughout the organization, presenting a strong and proud leadership perspective.
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.
Works with broking and compensation teams to provide perspective on incentives that will reward and motivate producers to achieve goals.