Commercial Insurance Program Advisor / Team Lead

General Description: 

Outside sales position responsible for personally driving new business sales as well as the growth of existing client revenue. In addition, coach, mentor and be resource to assigned team members in responding to questions; and providing product knowledge.

Responsibilities:

• Achieve annual new business sales goals of $60k in our target market of companies/ firms.

• Demonstrate technical knowledge necessary to communicate our solutions effectively to a noninsurance buyer.

• Required to meet with external centers of influence to prospect and engage. Serve as a value-added service that is provided to the clients of the center of influence.

• Facilitate networking sessions with law firms and other respective associations to build COIs. Identify prospects and address industry risks, concerns and unique insurance market needs/ requirements. Provide expertise and advice of tailored insurance solutions to meeting customer/ prospect needs.

• Maintain prospect pipeline of known policy expiration dates (X-dates). Develop new prospects through face to face to meetings and phone prospecting.

• Plan for and participate in meetings focused on earning first appointments, preparing for first appointments, and closing business.

• Maintain a high degree of accuracy in agency management systems.

• Champion client cross-selling initiatives and develop customer accounts.

• Complete and submit sales and production reports to management as requested.

• Attend weekly sales meetings, engagement day and customer/association events as required.

• Develop and deploy sales and marketing strategies. along with periodic communications to optimize USI’s position in the marketplace.

• Positively and proactively represent USI in meetings, seminars, trade shows and networking events.

• Ability to identify and overcome sales obstacles on a prospect-specific basis.

• Become a subject matter expert in identified business solutions.

• Demonstrate proficiency in the discovery process (sales due diligence) and promoting USI’s competitive differentiation.

• Create positive synergies and build strong working relationships and win confidence of the local Select, PRS, Commercial Lines and Employee Benefits production staff.

• Ability to travel more than 50% of the time to meet with identified COIs, networks, associations, prospects and clients.

Team Lead Responsibilities

• Coach, mentor and be resource to assigned team members in responding to questions; providing product knowledge; value propositions; closing techniques; sales messaging; overcoming barriers; new business prospecting, cross selling new prospects and existing clients; underwriting new business; and policy delivery to help achieve their successful growth and sales.

• Assist in training of assigned team to continually build upon sales team knowledge of competitors, assist in keeping sales staff informed of changes in insurance law affecting the client base and overall industry and market.

• Assist in developing and executing weekly trainings and continued motivation of producers to ensure they are achieving their full potential.

• Communicate with sales managers to escalate personnel-related issues.

• Attend Conferences and Risk Management Seminars/training (as needed)

• Work in conjunction with the Sales Manager and on the on boarding process for new hires

Knowledge, Skills and Abilities:

• Experience in insurance brokerage, carrier, or related business to business sales setting is required as well as a successful track record of sales success.

• Must have strong Lawyer’s Professional Liability knowledge and experience.

• Property/Casualty license is required.

• Proven ability to perform in a sales-focused, results- oriented environment working with a strong team is preferred.

• Excellent communication, negotiation, and presentation skills.

• Must be personable, highly motivated, goal oriented and organized individual that is driven to achieve sales goals.

• Excellent organizational and follow-up skills.

• A consultative, positive, and resourceful approach to dealing with prospect, clients, and associates.

• Excellent listening skills with strong customer focus.

• Ability to deal with senior level management and have a top-level executive presence.