Job Description

VP of Commercial Lines Insurance Sales

About the job :

We are seeking a VP of Commercial Lines Insurance Sales to administer the selling of our Commercial Lines offerings. It includes the planning, implementation, and control of sales and risk management programs, as well as recruiting, training, motivating, and evaluating members of the commercial lines sales team. The fundamental role is to develop and administer a selling strategy and unique value proposition that effectively contributes to our growth goals and customer-centric approach. This person will have important input as to the decision making as to how many salespeople to employ, how best to select and train them, what sort of compensation and incentives to use to motivate them, what type of presentation they should make, and how the sales function should be structured for maximum contact and success with customers and prospects.

The VP of Commercial Lines Insurance Sales will also be a "player-coach" in this role. Meaning, this person will lead the Client sales team and also be responsible for direct sales for and managing a book of business. This approach will foster enthusiasm, teamwork and alignment as the VP of Commercial Lines Insurance Sales will lead by example and be a meaningful resource for up-and-coming Producers.

Responsibilities :

The primary role of the VP of Commercial Lines Insurance Sales is to be responsible for the development and performance of all sales activities in commercial insurance. Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and core values. Establishes plans and strategies to expand the customer base in the assigned area and contributes to the development of training and educational programs for clients and the sales team. The main duties are summarized as follows:

Sales Leadership:

• Responsible for obtaining growth and profitable results through the sales team by developing the team via motivation, counselling, skills development and product knowledge development and true sales leadership.
• Responsible for managing the sales team, developing a business plan covering sales, revenue, and expense controls, meeting agreed targets and sales metrics, and promoting DFG's presence
• Lead and schedule weekly commercial sales team meetings with team and leadership.
• Embody company culture and core values.
• Successfully maintain and grow a book of commercial lines business.
• Ensure correct usage of CRM and other sales tools/programs.
• Train and ensure adherence to the Client risk management & sales process.
• Continually evolve the unique value proposition and sales process to solve the problems faced by clients and prospects.
• Ensure adherence to our sales process and how DFG wins business.

Personnel:

• Plan and implement a specific appraisal system that describes the responsibilities and performance standards for each member of the sales team, set individual sales and revenue targets.
• Personally, observe the performance of the Client Sales Reps in the field on a regular basis.
• Responsible for the planning, recruitment, direction, organization, and control of the Producers to accomplish specific objectives.
• Provide high standards of ongoing training for the Producers so that they possess sufficient technical knowledge to present information on the company's products in an accurate and balanced manner.
• Train new sales team members to ensure success.
• Coach and develop direct reports.

Administration:

• Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.
• Responsible for monitoring the performance of the sales team by establishing a system of sales metrics, reports and communications involving sales reports and cyclical sales meetings.
• Track sales team metrics and report data to leadership on a regular basis.
• Implement performance plans according to company procedure.

Planning:

• Assist in the development of the annual sales plan, specifically advising on realistic forecasts for each product and territory (based on historical data, market trends, competitive activity, promotional strategy, and sales effort), realistic costs of operating the sales force and sales promotion program plans.
• Assist in developing an annual business plan for each sales professional.

Qualifications :

• Bachelor's Degree in Business, Finance, or related field required; MBA is preferred
• Minimum of 5 years of sales management experience within the insurance industry required
• Active Pennsylvania Property & Casualty License
• Extensive knowledge of commercial insurance products
• Proven ability to coach/mentor a team of sales professionals
• Excellent sales, presentation, negotiation, and communication skills
• Ability to build and maintain strong relationships with clients, carriers, and industry partners
• Proficiency with Microsoft Office (Outlook, Excel, and Word), CRM software (HubSpot), and insurance data management system (Applied Epic)
• Ability to pass a criminal background check

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