CL Sales & Distribution Director

UFG Insurance•Cedar Rapids, IA

10d

About The Position

As the Commercial Lines Sales & Distribution Director, for our UFG Regional Territory, you will be working at an awarded Top Workplace and will be responsible for cultivating UFG’s presence in the market and creating business opportunities with new agents. It is expected that the successful candidate will bring significant experience and have established relationships in the Property & Casualty Insurance North American markets. This position is responsible for helping UFG build a new distribution channel that leverages our strong foundation of existing independent agents while seeking out and creating new agency partnerships. The CL Sales & Distribution Director helps to develop and execute distribution channel strategies, builds strategic selling techniques, ensures effective processes are in place and identifies tactics to deliver profitable growth and expand market share. This role works closely in a supportive atmosphere with corporate marketing, underwriters, branch managers, and risk control to drive our sales and distribution strategy.

Requirements

Bachelor’s degree in sales, marketing, business, insurance, or related field.
7+ years of sales/marketing experience.
Demonstrated experience planning & building a territory from scratch including prospecting & cold calling.
Demonstrated experience with account management and a strong record of building/nurturing effective relationships.
Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
A strategically minded thought-leader able to create a consultative and solution-minded sales environment.
Ability to effectively work with technology beyond the basics.
Strong verbal and written communication skills necessary to interact with all levels of internal and external contacts.
Exceptional group and individual presentation skills.
Dedicated to achieving business results.
Strong & effective negotiation skills.
Astute at identifying and qualifying leads and able to develop strong relationships at potential agent organizations.
Effectively and proactively manage agent expectations, build deep agency partnerships, and develop an executive presence within the target organization.
Knowledge of agency operations, sales program implementation and training concepts involving products, rules, and rating plans.
Good understanding of business concepts including financial pro forma, operating plans, goal setting, sales and marketing techniques.
The ability to use data/analytics plus creativity to turn challenging insurance needs into business opportunities.

Nice To Haves

Designations such as CPCU and/or CIC designation preferred.
Employees are expected to participate in insurance classes and or in-house training programs throughout their careers.
Prior property casualty or financial services experience preferred.
Experience using a CRM system to manage sales force productivity preferred.
A “quick study” and “self-starter” that leads by challenging the status quo. A forward thinker focused on shaping the organization to meet and anticipate both near and long-term business solutions.

Responsibilities

Execute go-to market plans via targeted campaigns and other sales channels including advisors, influencers, conference attendance, industry events, etc.
Continuously gather critical local market information to help create a competitive advantage.
Utilize producer input, internal and external data sources to understand local market and industry trends including; competitor products, rates, distribution channels, regulatory and demographic environments in order to understand competitors and business opportunities.
Review and assess agency strengths, capabilities and growth opportunities. Assess market and identify potential agency development opportunities.
Recommend appointment of agencies. Make recommendations to terminate agencies based on results as appropriate depending on contract. Determine administrative practices and appropriate level of adherence.
Responsible for attainment of production and profit goals within assigned states/territories.
Develop agency growth plans in partnership with producers that develop growing, profitable, agencies by assisting with business plans and sales strategies to meet production goals.
Consult with agencies regarding strategic and tactical planning, measurement & monitoring of objectives, course correction, program management and resource utilization. Consult with internal resources to share market information and business results and acquire additional relevant information.
Build relationships with agents, reviewing sales practices and providing feedback, reinforcing sales strategies and plans and developing positive energy within assigned territories through awards & recognition and contests.
Regularly travel with underwriters to work with new and key accounts to drive business for UFG and ensure the brand message is delivered in a consistent manner.
Motivate agents and drive performance to attain premium growth, profit, new business and retention goals in the business plan.
Influence agency business plans and practices necessary to achieve results.
Maintain an active and visible presence to network and leverages relationships with agencies and centers of influence.
Assess agency training needs, recommend, source and coordinate training. Ensure that agents are aware and informed of UFG policies and procedures and that they have processes in place to operate within these guidelines. Sets expectations for and focus development on growth of sales and executive presence.
Communicate company practice and policy decisions with agencies as well as results regarding activity, production, and market opportunity within assigned states. Advise agents regarding customer service expectations and help resolve customer issues. Ensure that necessary support is provided internally and may help coordinate resolution of service needs.
Lead efforts for prospecting, signing and developing agency relationships.
Communicate and ensure adherence to operational processes, practice and compliance directives.
Communicate observations and opportunities to sales leadership regarding products and/or pricing improvements.
Communicate with internal partners regarding products, claims issues, underwriting risk selection, rates and customer retention.
In partnership with his/her counterparts, establish sales strategy and provide the team with the sales processes and techniques needed to meet/exceed the company growth targets.
Facilitate the development of sales plans in concert with marketing from the ground up, actively track progress against targets and develop strategies for filling any gaps that arise.