Sales Operations Manager

Hybrid or Onsite • Hastings, MI

1d • Hybrid

About The Position

Drive the systems, insights, and operations behind profitable sales growth. Hastings Insurance is seeking a Sales Operations Manager to support and strengthen our Property & Casualty sales organization. This role leads the operational and analytical infrastructure behind our distribution strategy, providing the reporting, tools, and processes that enable informed decision-making and sustained growth. You will partner closely with Sales Leadership, Finance, IT, and agency partners to ensure our sales operations are efficient, data-driven, and positioned for the future. Schedule & Location This is a full-time position working Monday through Friday, 8:00 a.m. to 4:30 p.m. The role is hybrid, requiring regular in-office presence at our Hastings, Michigan headquarters, with flexibility based on business needs. Occasional work outside of standard hours may be required. Additional Role Highlights: Lead and develop a small team of administrative professionals supporting sales operations. Play a central role in shaping data strategy and future analytics capabilities. High visibility with Sales Leadership and cross-functional partners. Opportunity to influence agency strategy, compensation models, and operational efficiency. Blend of analytical, operational, and leadership responsibilities.

Requirements

• Bachelor’s degree in Business, Marketing, Finance, Data Analytics, or a related field.
• Five or more years of experience in Property & Casualty insurance, sales operations, or distribution management.
• Experience managing CRM platforms such as Salesforce, Microsoft Dynamics, or similar systems.
• Demonstrated experience leading or supervising administrative or operational teams.
• Experience managing contracts, compensation structures, or agency relationships.
• Strong analytical skills with experience in reporting, dashboards, and performance metrics.
• Advanced Excel skills; experience with Power BI, Tableau, or similar tools preferred.
• Strong understanding of insurance distribution models and sales performance metrics.
• Excellent communication skills with the ability to work across teams and with leadership.
• Strong organizational and project management skills with attention to detail.
• Ability to translate data into actionable insights and recommendations.
• Adaptability and the ability to manage changing priorities and business needs.

Responsibilities

• Lead sales performance reporting, including weekly, monthly, quarterly, and annual production summaries, with clear insights into trends, pipeline activity, retention, hit ratios, and profitability.
• Develop and deliver executive-level dashboards and reporting packages to support data-driven decision-making.
• Ensure consistency in metric definitions and maintain strong data integrity across all sales reporting tools and systems.
• Monitor and analyze the sales department budget, including tracking variances and forecasting outcomes in partnership with Finance.
• Provide leadership with variance explanations and actionable recommendations to support business performance.
• Serve as the primary business owner of the CRM platform, overseeing configuration, optimization, workflow development, and user adoption.
• Lead agency data management efforts, including data entry oversight, cleansing, normalization, and long-term data strategy development.
• Prepare sales and agency data for future analytics, automation, and predictive modeling initiatives.
• Supervise and develop administrative team members, providing coaching, direction, and performance management.
• Oversee day-to-day operational workflows including agency data updates, documentation, and contract processing.
• Promote a culture of accuracy, efficiency, and continuous improvement within the team.
• Draft, manage, and maintain agency contracts, including licensing records, appointments, compensation structures, and agreements.
• Serve as the primary contact for contract-related inquiries and ensure compliance with corporate and regulatory standards.
• Maintain accurate and complete documentation of all agency relationships and contractual obligations.
• Conduct competitive market research on commissions, incentives, and agency support models to evaluate positioning.
• Identify market trends impacting agent relationships, retention, and sales performance.
• Provide strategic recommendations to leadership based on research findings and internal data insights.
• Plan and coordinate sales events, agency meetings, and advisory councils, including logistics, materials, communications, and execution.
• Partner with internal stakeholders and vendors to ensure successful event delivery and follow-up.
• Collaborate with Training, IT, Data, and Sales Leadership to align systems, reporting, and development initiatives.
• Support training coordination to ensure materials and programs remain relevant and effective.
• Participate in ongoing professional development and support continuous improvement initiatives across sales operations.

Benefits

• competitive benefits package that includes a 401(k) with company matching contributions
• generous vacation and sick leave
• fully paid tuition and professional development reimbursement
• incentive compensation bonus opportunities

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level