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Company

EMPLOYERS · 6 hours ago

Director, Sales | California

Fresno, CA

Full-time

Remote

Lead/Staff, Director/Executive

$100K/yr - $160K/yr

10+ years exp

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FinanceFinancial Services

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Responsibilities

Responsible for establishing and achieving new business production goals of their workers' compensation sales team.

Responsible for creating annual revenue planning and budget targets for their workers' compensation sales team with influence of national targets and strategies.

Direct and lead team in support of the unique distribution strategies for their respective workers' compensation sales teams.

Oversee territory productivity and staffing levels, and make recommendations as needed.

Determine staffing levels within scope of authority in order to ensure adequate staffing with appropriate capabilities to meet Company needs and ensure productivity metrics are achieved.

Develop, mentor, and define performance expectations, address developmental issues, provide real time feedback, and establish operational and behavioral goals with and for the team.

Develop and monitor goals related to growth, profitability, retention and new business production in line with overall business objectives.

Manage team members and their portfolio of distribution partners.

Lead and engage in organizational projects as needed.

Understand business drivers and think strategically

Successfully convey and execute company and departmental goals and philosophy

Lead and/or coach team to:

Grow and retain a profitable book of business

Maintain strong product line and industry expertise and while gathering and sharing competitive information along with changes and trends in the local and national markets.

Collaborate with UW Leaders to develop and maintain strong agency relationships with shared accountability in meeting territory goals.

Keep leadership, peers and UW Leaders informed of all issues and meaningful activities.

Contribute to tactical and strategic business planning with UW and distribution partners.

Provide professional, timely and courteous communication and service to internal and external customers to resolve issues.

Work with state level insurance industry trade organizations to ensure EMPLOYERS is appropriately active as a visible and respected brand.

Research and understand assigned states’ workers’ compensation legislation and regulations and disseminate your knowledge thereof to the sales and underwriting organizations in order to support informed pursuit of regional objectives.

Work with corporate marketing to create informative material and tools to facilitate effective knowledge sharing and sales enabling tactics.

Other duties as assigned.

Qualification

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Workers' Compensation InsuranceSales LeadershipBusiness DevelopmentBusiness ModelingSolution SellingClient Relationship ManagementFinancial Services ExperienceRevenue Growth StrategiesTeam DevelopmentStrategic Thinking

Required

Bachelor’s degree or equivalent, preferably in business and/or marketing; or equivalent professional experience.

10+ years business experience in financial services or insurance industry (preferably workers' compensation) with a minimum of 5 years in Sales leadership.

Proven success in targeting, developing, and launching business to business agreements and partnerships; practical experience in building business to business relationships.

Track record of creating opportunities to provide revenue growth.

Experience working with external entities to achieve quality agreements, while managing expectations of internal dependencies.

Strong negotiation skills, with ability to create win-win agreements.

Understanding of costs and proposals to ensure profitable outcomes of projects.

Strong capabilities in business modeling and analysis.

Experience in selling and closing business through a solution selling strategy, preferably of an intangible or service.

Easily approachable with ability to build rapport in a variety of client settings.

Ability to develop deep and trusting relationships at all levels of a client organization.

Self-motivated and self-confident; ability to work independently.

High energy level with strong work ethic.

Passion for quality and customer service.

Perform in rapidly changing and ambiguous/uncertain environments.