The primary objective of the Field EB Sales Representative (FSR) is to generate profitable growth and increased market share within an assigned group of agencies for Business Insurance. The CSR executes tactics and processes to achieve the market business plan. The FSR will work with Exclusive Agencies (EAs) and Independent Agencies (IAs) to achieve Company business objectives.
The primary accountabilities of the FSR include:
? Achieve growth and profit targets for the assigned market
? Business Planning ? collaboratively lead the development and implementation of a thorough centralized business plan with each assigned agency
? Agency Management ? serve as the key Business Insurance point of contact with each assigned agency and assure the agency has the tools and capabilities to execute business plan and achieve objectives
? Territory Management ? direct the short and long-term growth potential of Business Insurance in the assigned geographic territory
Business Planning
? Lead process to collaboratively develop business plan with agencies that will enable achievement of agency and company goals
? Perform detailed assessment of each agency to develop deep level of knowledge including personnel, capabilities, training needs, procedures and processes, automation, prospecting methods, business priorities, etc.
? Conducts consultative business plan discussions with assigned agencies, designed to help them identify issues and opportunities, and recommends possible actions that may be taken to correct problems and improve agency operations and sales production
? Collaboratively develops business plan with each agency that identifies annual financial objectives, critical initiatives (marketing, training, agency procedures, etc.) that will lead to achievement of these objectives, the impact of these initiatives, and the agency revenue/profit implications; plan documents will reflect consultative nature of work performed by FSR
? Regularly interact with agency to ensure effective and timely implementation of all business plan initiatives and adjust business plan as needed to adapt to changing market conditions to achieve the growth targets
? Helps agencies to align sales processes with Business Insurance objectives
? Generates profitable growth and revenue improvement in agencies through professional consultative and selling skills and the use of available consulting tools
? Develops an annual market plan to maximize profitable premium growth in both new and renewal property/casualty business for the territory and specifically for agencies
Agency Management
? Deploy consultative sales approach to lead management of Business Insurance activities with assigned agencies
? Closely work with other members of agency management team (Market Sales Leader, underwriter, etc.) to manage day-to-day relationships with assigned agencies
? Serve as primary point of contact with assigned agencies for Business Insurance, including, but not limited to, the following:
? Deliver messages about positive and negative changes to offering (product, rates, underwriting, etc.) in territory
? Drive marketing messages through agency
? Manage segmentation evaluation for agency and communicate what that means to agency
? Hold agency accountable for its commitments
? Manage messages to agency regarding any growth/profit issues in its book and subsequent action to be taken
? Ensure that management relationships are in place as appropriate
? Access other parts of Allstate organization as appropriate to resolve issues or leverage opportunities
? Deliver messages from agency to appropriate internal personnel (e.g., underwriting turnaround too slow)
? Understand competitive situation and deliver that information to appropriate internal personnel
? Provides and/or coordinates appropriate education for newly appointed agencies and existing agencies in Business Insurance product knowledge, marketing skills and tools, technology, administrative procedures and processes, as needed
? Answers questions and assists with problem resolution and if necessary involve
? Perform regular sales visits to assigned agencies based on production anticipated from efforts; focus of sales calls will be to deliver consultative value to agencies; sales calls should include:
? Pre-call planning ? evaluation of financial performance, assessment of business plan status, development of sales call objectives and agenda
? Sales visit ? utilizing structured consultative sales process, meet with agency staff involved with Business Insurance to ensure agency is maximizing growth and profit; all available tools should be considered during these calls, which include the following:
? Target market information
? Various lead programs
? Book mining applications
? Agency training programs
? Agency compensation and incentive programs
? Documentation ? appropriately documents agreements and key outcomes from sales calls to ensure information can be retained and shared with necessary individuals within the company
? Adjust business plan as necessary to support achievement of agency and market growth targets
? Identifies agency best practices and communicates them as appropriate to other agents
? Utilizes available technology to maximize agency diagnostic efforts, analyze results, and improve agency operations, growth, and profitability
? Generates profitable growth and revenue improvements in agencies through professional consultative and selling skills and use of available consulting tools
? Participates directly in sales activities, as requested (i.e., seminars, sales calls, prospecting, etc.)
? As requested, helps agencies understand and implement processes that may improve agency operations and enhance the economic interest at the time of agency sale or termination
? Continuously evaluates the benefits of maintaining an active agency relationship based on agency engagement and results
Territory Management
? Coordinates messages and activities related to commercial business with other resources within Allstate
? Builds and maintains a collaborative working relationship with the Region?s Sales Management and proactively shares information to ensure a common vision and partnership in support of agency growth and profit
? Communicates and works closely with other distribution leaders and regional employees to support assigned agencies and coordinate the services provided
? Prescribes and coordinates Allstate specialists as desired by agency to provide solutions
? Maintains thorough and up-to-date understanding of competitor and marketplace intelligence, including new product introductions, rate changes, economic activity, agency activity, etc.; effectively communicates relevant competitor and marketplace information to appropriate individuals within Allstate for subsequent action
? Attends and participates in regional/territorial/market meetings
? Manages dissemination of key messages and implementation of important priorities throughout territory
? Determines capacity of existing agency plant (EA and IA) to grow business in line with multi-year targets; if additional production is necessary, considers new appointments in IA plant
? Prospects for qualified candidates using a variety of sources, including but not limited to, industry organizations, industry contacts, Internet leads, referrals, cold calls, direct mail, etc. to attract high caliber agents for the market
? Communicates and coordinates with recruitment resource staff and Centralized Recruiting Team
? Interviews candidates, reviews qualifications, and evaluates candidates? skills and competencies
? Assists with the selection and pre-appointment process by explaining the program, revenue opportunity, and projected cash flow for the first few years
? Evaluates candidates? qualification and makes recommendations on appointments
Agency Deployment
Development
? Obtains education on significant business issues (products, pricing, revenue, contract, customer satisfaction, policy and procedure, business standards, etc.) to possess adequate knowledge to provide consultative value to agencies
? Utilizes diverse educations approaches to maximize the assimilation of relevant knowledge (i.e., facilitated sessions, web conferences, teleconferences, one-on-one sessions, written material, role play, case studies, etc.)
? Utilizes and consults with education specialists on product, technology, agency operation, and business educational opportunities
? Takes personal responsibility for ongoing personal growth and professional development by identifying and acting on appropriate training and development opportunities
? Leverages opportunities to apply knowledge learned on the job and to share such knowledge/best practices among peers
Performance Measures May Include:
? Market business plan attainment ? achievement of company business objectives
? Market producer appointment plan and employee staffing plan attainment
? Market profitable growth objectives attained
? Customer satisfaction results
? Relationship management results
? Relationship with field sales leaders and consultation results
? Relationship with senior leadership staff
Experience and Knowledge
? 3 years experience in sales or relationship management position or commensurate experience in independent/exclusive agency
? 4 year college degree
? Proven track record for obtaining business results through the development of effective internal relationships within the sales organization and across other business functions.
? Working knowledge of all commercial products and processes, for both EA and IA channels
Analytical and Technical Skills
? Understanding of pricing, claims, local market planning, sales trend analysis and marketing data
? Ability to assess market conditions, trends and indicators.
? Adept with desktop automation tools
? Familiarity with Business Insurance industry, including competitors and trends and products is a plus
? Process development and implementation skills
? Proficiency with business consulting tools
? Business consulting and sales skills
? Commercial insurance designations (CPCU, CIC, etc.) desired, but not required
? Participates in industry organizations such as state PIA and IIABA chapters
Non-technical Skills
? Strong communication skills ? includes presentation, business writing, negotiation, motivation, and relationship management
? Superior interpersonal skills ? can quickly develop relationships and inspire trust
? Problem solving ? uses judgment by applying broad knowledge and experience when addressing complex issues
? Team Building ? blends people into teams when needed; creates strong morale and spirit, defines success in terms of the whole team; creates a feeling of belonging the team; etc.
? Talent management ? fosters an environment that provides learning opportunities and support
? Executive presence ? portrays a credible and senior presence to other business leaders
? Influencing ? ability to effectively influence individuals at different levels of internal and external organizations
? Critical thinking ? ability to draw insightful conclusions from information gleaned from multiple sources
? Broad business acumen ? ability to engage in wide variety of business discussions and quickly learn new and/or complex concepts
? Leadership ? ability to drive initiatives forward through organization
? Planning and organizational skills ? effectively work outside an office with limited daily supervision; can engage resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently
Other
? Strong business knowledge
? Ability to develop effective internal relationships across business functions
? Overnight travel
? Maintain industry relationships (e.g., PIA, IIABA, etc.)
Required Licenses (including certifications)
? P&C licensed in state of residence
Industry certifications preferred
Requisition #: ALL03112
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