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FM · 2 days ago

Regional Sales Manager - West Coast

Los Angeles, CA

Full-time

Onsite

Senior Level, Lead/Staff

$164K/yr - $236K/yr

10+ years exp

FM is a leading property insurer of the world's largest businesses, providing engineering-based risk management and property insurance solutions. The Regional Sales Manager will lead new business development activities in their region, coaching and mentoring their team to achieve sales objectives and build strong client relationships.

FinanceFinancial ServicesInsuranceRisk Management

Responsibilities

Lead their region’s new business development activities

Ensure their BDEs are frequently coached, developed and mentored in the field

Lead the effort in writing profitable new business

Guide and direct the collaboration effort with Ops

Supervise management of their team’s Sales Funnels

Ensure that our prospecting efforts produce well-aligned clients

Open doors, create new opportunities and maintain a full funnel at all times

Engage and collaborate with DMs, Operations mgmt and BDSs to meet both individual and regional goals

Develop the necessary skills and talent to sell risk improvement, close direct business and win with brokers

Establish New Business Objectives At a Region, Division, Operation And Individual Level

Achieve New Business Objectives For The Region

Work jointly with divisional and operations management to support the sales process

Work with the Sales Enablement Manager to expedite prospect qualification, research, lead development and nurturing

Develop, coordinate and implement both an annual and 3-year strategic sales plan for the region

Quarterly meetings with BDEs to check the status of “best few” and “in funnel” prospects

Engage and integrate BDEs in operations

Evaluate BDE performance in conjunction with Operations management

Collaborate with operations management to develop strategies to maximize our relationships with brokers and consultants

Lead the Client Service Process

Develop Client Service Plans in conjunction with Prospects

Develop Proposals that affirm the value, confirm the details, sell the “people, process and plan”

Create and maintain sales territories of equal opportunity

Ensure that BDEs continue filling their funnel at all times

Train and coach BDEs to collaborate with BDS’

Utilize available tools to ensure that call activity is properly planned

Coach and mentor to meet minimum call quality criteria

Establish and monitor an annual call planning process

Establish monthly objectives for direct and face to face calls on strategic players

Qualification

Sales ManagementBusiness DevelopmentInsurance Industry ExperienceLeadership AbilityStrategic PlanningCRM ProficiencyBachelor's DegreeCoachingMentoringCollaboration SkillsCommunication Skills