Encova Insurance · 6 days ago
Director, Sales Excellence - Commercial Lines
Columbus, OH
Full-time
Hybrid
Mid Level
$109K/yr - $174K/yr
4+ years expEncova Insurance is seeking a Director of Sales Excellence for their Commercial Lines division. This role is responsible for building and leading the inside sales team and driving profitable growth across various commercial agents, while also overseeing sales training for agency managers.
Commercial InsuranceHealth InsuranceInsurance
No H1B
Hiring Manager
Melinda Fisher, PHR, SHRM-CP
Responsibilities
Lead, develop, and scale the Commercial Lines Inside Sales team supporting agents without an assigned agency manager
Define and execute inside sales strategies aligned with company’s growth, appetite, and profitability goals
Establish sales targets, KPIs, and production benchmarks for the inside sales team across account sizes and product lines
Drive consistent sales execution, accountability, and pipeline discipline
Partner with agency managers (production underwriters and territory managers) and leaders to support agent growth, engagement, and penetration
Collaborate with agency operations and marketing on new agency onboarding, growth planning, and territory strategies using inside sales resources
Own the design and delivery of sales training programs for all commercial lines underwriters and territory managers
Train teams on consultative selling, coverage positioning, value-based conversations, and objection handling
Develop sales playbooks, talking points, and tools aligned with commercial lines underwriting appetite and growth strategy
Ensure business teams are equipped to effectively influence and support agent sales outcomes
Work closely with underwriting leadership to align sales execution with risk selection and pricing strategy
Partner with product, operations, and marketing teams to support launches, campaigns, and market initiatives
Serve as a key liaison between sales, underwriting, and distribution leadership
Analyze sales performance, submission-to-bind ratios, and pipeline trends for assigned agencies
Leverage CRM and sales analytics to improve forecasting, activity management, and productivity
Identify opportunities to improve speed to quote, close ratios, and agent experience for assigned agencies
Champion sales process improvements, automation, and enablement tools
Travel to visit agencies, conduct ride-alongs with agency managers, and train remote associates as needed
Qualification
Required
4+ years of sales leadership or sales enablement experience required
Background in sales enablement, training, or learning & development required
Experience in developing and delivering sales training required
Preferred
Bachelor's degree or equivalent experience preferred
Experience leading national or multi-regional sales teams strongly preferred
Strong CRM and sales analytics experience desired
CPCU, CIC, ARM, or similar professional designation preferred
Experience supporting independent agency and broker distribution models preferred
Cross-functional influence (sales, underwriting, distribution)
Data-driven decision making
Change leadership and scalability mindset
Strong presentation and facilitation skills
Benefits
Health, Dental & Vision Insurance
Company-provided life and income protection plans
Eligibility to participate in a company incentive bonus program
401(k) Retirement Plan - 100% company match up to 7% on annual salary
Paid Time Off, Paid Holidays, and Floating Holidays
Flexible Work Arrangements - Hybrid and remote depending on the role
Company
Encova Insurance
Encova Insurance offers insurance products including commercial, life and personal insurance.
1001-5000 employees
Funding
Current Stage
Late StageTotal Funding
unknown2023-05-22Acquired
Leadership Team
Grady Campbell
Executive Vice President, Senior Advisor to President & CEO
Thomas J. “TJ” Obrokta, Jr.
President and CEO
Recent News
2025-09-17
2025-09-12
Company data provided by crunchbase