CL Small Business Sales Representative
About The Position
The Small Business Sales Representative serves as a liaison and relationship manager between NJM’s sales and underwriting departments and its agency partners in New Jersey. The role assesses agency strengths and weaknesses and helps agents achieve mutual small business growth goals in volume and policy count. It ensures agents understand and use NJM’s ProQuote platform, products, policies, procedures, and services, and provides agency training as needed. The representative drives small business submissions, new business conversion, and written premium growth through disciplined agency engagement. The role improves agent and customer service representative understanding of NJM’s appetite and workflows, strengthens connections between agencies and underwriting, and helps resolve stalled opportunities. It manages the assigned New Jersey territory, monitors agency results and pipelines, and shares market and competitor insights with sales and underwriting leadership. Regular, predictable onsite attendance is an essential function, and the representative conducts both in-person and virtual agency engagement.
Requirements
- High school diploma or GED.
- At least 3 years of experience in commercial insurance distribution, agency management, or sales roles.
- Demonstrated success driving agency producer and CSR adoption and improving conversion outcomes.
- Domicile in New Jersey and willingness to travel throughout NJM’s geographic footprint.
- Results-oriented, with a track record of establishing, prioritizing, and achieving business goals.
- Proficient communication, negotiation, and presentation skills.
- Good organizational skills, self-motivation, and ability to work independently from a remote location.
- Ability to use technology to maximize productivity.
- Ability to drive small business submission flow, placement behavior, and conversion through disciplined local sales execution.
- Strong agency management capability, including prioritization and small business pipeline management.
- Understanding of small business agency operations and ability to influence producer and CSR behavior through clarity and enablement.
- Working knowledge of small business underwriting appetite, products, and submission quality standards.
- Ability to build strong underwriting–agency connections and facilitate account-level collaboration.
- Valid driver’s license in good standing and personal vehicle for transportation.
Nice To Haves
- College degree.
- Small Business experience.
Responsibilities
- Promote ease of doing business with NJM’s Small Business platform.
- Demonstrate NJM’s ProQuote platform to Premier Agents and provide regular small business training for agents and their staff.
- Monitor agency small business results and follow up with agents on growth.
- Build professional working relationships with agents, sales teams, and underwriting teams.
- Conduct sales and information technology training for agents and their staff.
- Maintain open communication between agents and NJM and encourage use of NJM ProQuote systems.
- Share industry information, new ideas, products, and changes in other carriers’ philosophies that could affect NJM Small Business.
- Meet regularly with sales and underwriting teams to discuss agency results and opportunities for growth and profitability.
- Drive new small business submissions and manage local pipelines for New Jersey agent-submitted business.
- Conduct in-person and virtual engagement with producers and CSRs, including training, appetite refreshers, workflow enablement, and quoting guidance.
- Create demand for NJM Small Business products by reinforcing appetite fit, speed-to-quote, and ease-of-doing-business advantages.
- Build credibility as a trusted advisor through product knowledge, underwriting appetite clarity, and workflow guidance.
- Monitor local market dynamics, competitor activity, and agent feedback, and share insights with sales and underwriting leadership.
- Maintain disciplined agency visits, training delivery, pipeline movement, and conversion actions.
- Manage the assigned New Jersey territory and take accountability for production results, pipeline improvement, and execution.
- Adjust focus across agencies and segments based on performance, opportunity, and strategic importance.
Benefits
- 401(k) with employer match up to 8% and additional service-based contributions.
- Health insurance.
- Dental insurance.
- Vision insurance.
- Life and disability coverage.
- Generous paid time off.
- Paid sick leave.
- Paid parental leave in addition to state-mandated leave.
- Employees may be eligible for discretionary bonuses.
- Business mileage and tolls are fully reimbursable.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
High school or GED
