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CRM - Sales Coordinator

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General Description:  The basic function of this role is to be a strong resource for all producers and practice leaders.  The job has 3 main points of focus. Data management, report generation and communication.  All three aspects of the job support sales and marketing efforts. CRM or Customer Relationship Management system, a Microsoft Dynamics product, requires basic data management skills and works heavily in Excel.  Report generation is the second job requirement.  Managing the output from CRM is critical for leaderships’ monthly communication. The final component of the job is the communication piece.  This is critical to our success.  Following USI’s Best Practices, timely response to CRM requests, regular compliance and wellness updates, coordinate marketing projects, work product coaching and other forms of meeting support are required to help facilitate retention of clients and organic growth.   




CRM Champion

  • Ensures data integrity.  Data actions include; basic data entry, searches, qualifications, sharing rights, switching opportunity ownership, merging duplicate records, disqualifications, investigating data entry history, SIC code and vertical sorting, OMNI PEAK requirement verification, updating risk assessments, view/query creation, accurately marking wins and losses and other various data management requests.

  • Pipeline management.  Build new producer pipelines of 150-200 open opportunities. Work with producers to help clean their CRM list with the goal of having scrubbed targeted prospects (STP).  Help obtain accurate phone numbers, emails, effective dates, number of lives & continue to supplement leads from previous job or any other resource provided.

  • Work closely with practice leaders and HR to coordinate and complete training for newly hired producers.

  • Onboarding producers. Work with producers on understanding and implementing USI’s Best Practices.  Identify the work products necessary for success.  Train on CRM navigation.  Demo the OMNI. Train on traditional and social selling techniques.  Support utilization of LinkedIn and LI Sales Navigator for referrals, connections and company/contact research.

  • Generate various sales and management reports, including but not limited to business unit pipelines, triage, quality prospect report, OMNI reports, 1st appointment activity, new/lost business, risk assessments, producer funding, cross selling, top clients, SIC codes searches, referrals, PEAK and stewardship accounts.

  • Ensure accurate activity reporting. Verify sales opportunity stages and effective dates regularly to improve accuracy of pipeline report.  Communicate 1st appointment activity every week to leaders and producers.  Communicate to leaders, HR and finance monthly totals for funding hurdles and producer bonuses.  Verify appointment date, time, Prep OMNI and ride along requirements.  Ensure activities related to Get, Prep, Close, Keep, Blue Wheel, Ramp and Referral are accurate by coaching producers to enter data for their activities timely and accurately.

  • Work with Finance to resolve any data errors in CRM.  Verify all wins have a Sagitta Client Code and Sagitta Client ID and provide tracking of all initiatives within CRM.

  • Meeting support for practice leaders during Engagement day, Pipeline updates, Huddles, Producer 1 on 1’s, monthly regional new business calls (ensure stages/forecast are accurate), triage calls (ensure risk assessments are complete), peer review and leader calls if required.

  • Assist with the coordination of marketing opportunities, technical training/work product education, prospecting techniques, capabilities presentation support and role playing sessions.

  • Ensure producer (owner) approval process to all Stewardship Accounts requesting a cross sell opportunity.

  • Analyze trends and success rates for cross sell efforts.  Report findings and recommendation to sales leaders. Ensure that there is a communication process with all cross selling opportunities; CL, EB, CG and PR.

  • Generate data mining options for Lead Generation.

  • Responsible for maintaining an open line of communication with producers regarding procedural changes, advancement, developing work flows, and lead management with CRM.

  • Support Mobile CRM use.

  • Distribute communication of compliance updates and wellness information thru CLICK-Dimensions (CRM).



Sales and Marketing Responsibilities

  • Ensure compliance with USI Graphic Standards.

  • Conduct research and provide information to Employee Benefits (EB) and Property & Casualty (PC) practice leaders & producers on existing and prospective clients.

  • Assist producers & practice leaders with the development of new sales relationships, management of client databases, including CRM and assisting with the integrity of the data, including social media.

  • Help each producer meet their marketing / branding goals.

  • Prepare presentations and its supporting sales materials. Maintain continuity of USI collateral materials to maintain an effective and unified marketing message.

  • Execute office marketing strategies to create value for customers and prospects around USI services to further enhance and generate sales, including:

  • Seminars including pre-event and post event strategies

  • Lunch & Learns

  • Drip Marketing

  • Coordination of industry white papers

  • Center of Influence & Networking Event leadership

  • Create marketing calendar of events for Benefits and P&C

  • Develop mailings or email campaigns for educating existing clients on important benefits, legal, and compliance information.



Knowledge, Skills and Abilities:

  • Bachelor’s degree (Marketing or Communications preferred)

  • At least 3-5 years experience providing sales and or marketing support at the executive level; administrative and insurance experience preferred.

  • Must have technical skills to use Microsoft Dynamics CRM software program. Strong skills in Microsoft Excel, PowerPoint & Brainshark application.

  • Proven ability to manage projects and drive adherence to procedures.

  • Organizational skills and ability to prioritize tasks so that deadlines are met and schedules are maintained smoothly.

  • Ability to work independently and under pressure and balance multiple priorities with acute attention to detail. Flexibility and proven ability to diagnose and resolve issues.

  • Self-disciplined to start projects, budget time, and meet deadlines and production schedules.

  • Must be able to adapt to immediate needs of producers and management.

  • Must have strong initiative and be properly assertive in presenting new ideas to management and producers.


Physical Demands:

Work is performed in a climate controlled office environment with minimal noise and limited to no exposure to chemicals or toxins.  Employees operate office equipment including; telephone - headset, Computer, computer monitors, keyboard, mouse, copier, scanner and mail machine.  Physical tasks of job include; walking, sitting, standing and bending.


Analysis of Physical Demands:

  • Constantly (over 66% of time) work performed requires employees to use repetitive hand motions such as typing, using a keyboard, and sitting at a desk.

  • Frequently (34%-66% of time) work performed requires employees to handle and grasp things, walk on normal surfaces, stand and bend.

  • Occasionally (1%-33% of time) work performed requires employees walk on uneven or slippery surfaces to and from work and occasionally reach outward to grab things and bend.

  • Rarely  (< than 1 hour per week) work performed  requires Lifting/Carrying  items that range from 10-50lbs, pushing/pulling  items that range from 10-50lbs,  twisting/ turning including reaching over shoulder or above head , kneeling or squatting.

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