Sr Sales Representative (Sacramento)

Mercury Insurance Services, LLC•, CA

13d•$83,670 - $161,815

About The Position

The Sr Sales Representative manages and develops a territory of independent insurance agencies with more complex profiles. The role focuses on building agency relationships, increasing the growth potential of assigned agencies, prospecting and appointing new agencies, and meeting or exceeding year-over-year objectives. The representative uses Mercury sales tools, develops competitor intelligence, and works with colleagues on product, pricing, and agency management decisions. The position develops profitable agency business and Mercury market share through strategic planning, regular agency contact, data-driven coaching, and a needs-based sales process. It also involves training and mentoring agency staff and less experienced sales representatives, providing feedback to management, and supporting interviews or training for new employees as needed. Travel is required for agency visits and company meetings or events. The role may require attending group conventions or trade shows. For California, the typical hiring range is $110,468.25 to $135,016.75. The posting also lists broader state-specific salary ranges and states that base pay varies by relevant experience, skills, and location. An in-person interview may be required during the hiring process.

Requirements

Bachelor's degree or equivalent industry experience.
At least 5 years of sales experience, including at least 3 years of Property & Casualty insurance industry experience.
Valid driver's license and an acceptable driving record as determined by company policy.
Strong professional written, telephone, and virtual communication skills for collaborating and building relationships with agency staff and team members.
Comfort participating in video conference calls as needed.
Ability to interact professionally with agencies and colleagues to accomplish territory goals.
Ability to communicate company policies on complex issues, provide technical guidance, and facilitate training sessions.
Ability to understand and interpret data.
Business agility and ability to pivot and adjust quickly.
Creative and resourceful approach.
Ability to work independently with minimal supervision and train agencies virtually and in person during onsite visits.
Ability to travel by airline 10% of the time for company meetings or events and by automobile 90% of the time for agency visits.
Strong organizational and time-management skills.
Ability to motivate, monitor, and develop assigned agencies to maintain a knowledgeable and well-trained agency force.
Negotiation and mediation skills to achieve resolutions and explain company policies.
Ability to analyze complex reports and manage multiple assigned projects.
Proficiency with Microsoft Office products.
Working knowledge of CRM systems.

Responsibilities

Plan weekly in-person or virtual sales calls for assigned agencies based on results and territory needs.
Provide management with timely feedback and recommendations about market conditions, service levels, and company programs.
Respond to telephone and written correspondence, comments, questions, and concerns from agents and customers.
Identify and evaluate potential agency prospects, selecting agencies where mutually beneficial relationships can produce profitable business.
Assist management with special assignments outside established responsibilities.
Complete seminars and courses to expand knowledge and skills and strengthen contributions to the team.
Assist with interviews and train newly hired employees or team members as needed.
Develop assigned agencies profitably and influence agents to quote and sell Mercury products.
Execute the strategy for growing Mercury market share in the assigned territory and adjust sales tactics to company goals and industry conditions.
Coordinate with team members and departments to optimize company sales goals.
Mentor and train less experienced sales representatives.
Maintain a well-developed pipeline of agency prospects.
Use a needs-based sales process to identify solutions that meet agency needs and benefit both parties.
Understand the differences and complexity of assigned agencies and create strategic plans that identify opportunities and potential challenges.
Resolve complex issues with minimal supervision.
Maintain thorough knowledge of Mercury systems and its point-of-sale platform, and assist agencies when needed.
Ensure agency teams are fully trained.
Understand Mercury's business focus and appetites and pursue appropriate opportunities to sell its products.
Communicate the company's position and seek business with agencies that support company objectives.
Drive results through regular agency contact, effective communication, data, and metrics; establish mutually agreed plans and hold agency owners accountable to agreed goals.
Explain difficult situations and obtain buy-in.
Follow up consistently with agency partners and Mercury team members.
Use data analytics tools to coach agents on territory performance.
Gather competitor intelligence.
Attend group conventions or trade shows as required.
Perform other duties as assigned.

Benefits

Competitive compensation
Paid time off, including vacation time, sick time, 9 paid company holidays, and volunteer hours
Incentive bonus programs, potentially including holiday, referral, and performance-based bonuses
Medical, dental, vision, life, and pet insurance
401(k) retirement savings plan with company match
Education assistance
Professional and personal development opportunities
Company recognition program
Health and wellbeing resources, including free mental wellbeing therapy or coaching sessions and child and eldercare resources
Promotional opportunities
Flexibility to work from anywhere in the United States for most positions