Career Search Associates

Sales Director

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$90,000 - $96,000
Job Type
Direct Hire
Bachelor, Equivalent Experience
Dec 30, 2016
Job ID
Seeking a results driven Sales Director who is located in the Southeastern region of the US; ideally North Carolina, Virginia or the Greater DC Area.
Responsible for the comprehensive management of the sales activities for independent agents.  Areas of responsibility can be within a state or group of states including the following: accountability for territory annual budget; management of sales organization and process; direction of all agent recruiting, training and supervision; and communication/coordination with Home Office personnel regarding human resource and service delivery. Demonstrates expertise with a variety of sales and insurance concepts, practices, and procedures. Relies on extensive experience and judgment to plan and accomplish job responsibilities and goals. Performs a variety of tasks. Leads and directs the work of others.   A wide degree of creativity and latitude is expected.  Extensive travel is required. 
Manage independent agency and agent relationships.
  • Work to position company as the lead carrier for business that fits target market and underwriting appetite, with a primary focus on Commercial Lines - Church, College, School, Non-Profit and future niches we enter.
  • Conduct regular business and sales planning with assigned agencies. 
  • Directs the development, measurement and maintenance of sales, production, service and quality standards for the agent force. 
  • Takes ownership, is accountable and sets an example for the sales team by acting with integrity, communicating honestly, being a team player and working with energy and enthusiasm.
Lead the recruiting, selection and appointment of new independent agencies.
  • Identify high-potential agencies (mainly Commercial Lines).
  • Develop relationships with prospective agencies and seek opportunities to proactively demonstrate the value of affiliating with company. Recruits, manages and motivates independent agencies within a territory. 
  • Trains and develops a dynamic, proactive sales organization comprised of agents that actively sell and cross-sell the entire array or designated company products available in the territory.
  • In conjunction with Home Office, provides appropriate sales tools, training, and a consistent evaluation process to establish clear expectations and assure profitable sales success. Effectively works towards meeting and exceeding annual sales goals.
  • Work with Agency department to facilitate appointment of new agencies.
Provide leadership and management of sales process.
  • Conduct joint sales calls with independent agents, providing expertise to write new and renewal business.
  • Support new business and renewal processes by actively monitoring the pipeline and proactively managing the sales process.
  • Assist in development & understanding of competitor markets.
  • Works closely with various Home Office departments to communicate competitor knowledge. Keep informed of the changing marketplace within the territory and proactively communicate information pertinent to our business in a timely manner.
  • Prepares, presents, monitors and adheres to the territory budget, to include income and expenses, aimed at reflecting appropriate territory profitability targets. This includes coordination with Home Office regarding rate setting, and expense allocation and underwriting protocol.
  • Manages to meet or exceed the annual premium and profitability plan, recruiting plan, specific action plans for reaching goals and marketing approach to be utilized within territory.
Onboard new independent agents / producers.
  • Identify training needs and partner with Sales Development to deliver training sessions.
  • Promotes the highest possible level of service to policyholders and agents, while acting as liaison with Home Office personnel to assure service delivery exceeds customer expectations.
  • Assumes additional duties as required.

Education and Experience:
  • Bachelor’s Degree or equivalent experience in Business or related field.
  • 3 years of previous sales and/or marketing experience preferred.
  • 3 years of insurance experience preferred.
  • Insurance sales experience and agency management, preferred.
  • Professional designations (CIC, CPCU, CLU, AMIC) desired.
  • MBA preferred.
Other Credentials and Job Requirements:
  • Demonstrates the ability to use common and complex concepts, practices and procedures within the Sales and P&C Insurance fields.
  • Must meet or exceed the ability to demonstrate company's leadership core  competencies:  Communication, Making Sound Business Decisions, Developing Others, Achievement Orientation, Adaptability and Leadership Maturity.
  • Convey clear, concise information to others, using verbal or other appropriate communication techniques.
  • Compose written correspondence and factual reports, which are well organized and concise, utilizing proper English, grammar, punctuation and spelling.
  • Demonstrates leadership experience and presentation skills.
  • In-depth knowledge of niche oriented commercial insurance marketing – preferably in the church insurance, senior living insurance and/or non-profit segments.
  • Proven experience with Microsoft Office tools including Outlook, Excel, Word and PowerPoint. Formulate and prepare complex reports, spreadsheets and budgets using these tools. Design effective PowerPoint presentations.
  • Comfortable utilizing video conferencing tools and various mobile devices/tablets to accomplish job duties.
  • Demonstrated ability to accept change and lead within a change-oriented environment.
  • Established record of meeting sales goals within a disciplined budget process.
  • Perform advanced mathematical calculations/problems (formulas, percentages, spreadsheets, etc.)
  • Compare data to formulate and prepare budgets, long range goals and reports.
  • Complete formal training plan and assignments as required.
  • Treat others in a nondiscriminatory, lawful and ethical manner, respecting the differences among people, and the value they bring to GuideOne.
  • Follow safe practices in all work activities to avoid injuries and accidents.
  • Frequent overnight travel required.
Rich Benefits Package:
  • 401K includes up to 3% match and 4% discretionary for a total of up to 7% at 100%
  • Generous Time Off Program including, vacation, illness and holiday
  • Flexible  work schedules
  • Business casual everyday with jeans on Friday
  • Wellness incentives of up to $900 a year
  • Free Basic Life & AD&D
  • Free short –term and long-term disability