ENTERPRISE SERVICES
Job Description:
The Enterprise Agency Sales Executive is responsible for sales business development efforts for the Enterprise Services Division for ORNTIC. Responsible for contributing to the growth of Enterprise Agency Services (EAS) Division, specifically working to improve our market position with key new strategic and existing national Accounts.
Coordinates the sales and marketing of services necessary to grow and support large multi-state agency relationships. Prepares annual sales forecasts for accounts under management and assists in the identification of product and service opportunities and creation of new products and services designed to serve this segment. Assists with competitive state challenges and assists in formulating responses to competitor driven challenges. Negotiates contract pricing and facilitates the drafting of contracts and agreements with national agents. Promotes and supports enterprise agency solutions for state and key account title agents as requested by ORT agency representatives. Coordinates research on market conduct, customs and practices and legal and regulatory issues affecting national agents. Communicates with other ESD/ ORNTIC business units as appropriate to create support, measure and monitor agency activities and business opportunities.
Essential Duties and Responsibilities:
Business Development
- Research and build relationships with prospective and existing Accounts with the intent to grow volume, market share, and profit for the Business Unit
- Using a consultative sales approach, analyze existing and anticipated customer requirements as well as create customized solutions via the company's products and services to meet expected revenue goals as established by Senior Management
- Identify and convert qualified prospects to new customers to augment client base
- Using knowledge of the market and competitors, identify and develop the Business Units unique selling propositions and differentiators
- Plan approaches and sales pitches. Develop proposals that speak to the customer's needs, concerns, and objectives
- Set-up meetings with prospective and existing Accounts to gather information, determine needs and present solutions
- Meet with existing Accounts either monthly, quarterly, semi-annually, or annually, depending on their size and business volume
- Coordinate and implement targeted marketing campaigns and client appreciation events
- Provide training for agents on new Old Republic resources as they become available
- Represent EAS by attending industry functions, such as association events and conferences, to develop and grow the business network, and provide other leadership with feedback and information on market and creative trends
- Provide input and assist in the development and implementation of new products and new production methods to compete for business on a national and multi-state level
- Direct efforts and develop account coverage plans with Enterprise Client Success Manager and Account Manager to support agency client relationships
- Attend sales meetings and calls as required.
- Work with internal marketing partners to create customized client proposals and presentations utilizing a company-approved format.
- Track and record all customer sales activity in Salesforce on a weekly basis
Business Planning & Operations
- Develop, maintain, and update a quarterly sales business plan that includes an Account list of prospective and existing clients and a forecast of revenue targets. Conduct regular data analysis on existing clients to make informed business decisions and influence strategic plans.
- Assist in the negotiating of agency contracts, amendments to contracts and addendum to contracts and other agreements essential to multi-state nature of the enterprise agency business
- Assist in the determination of commission splits for national agent clients and prospects, review split formulations and other pricing matters, as appropriate, with Chief Revenue Officer and Business Operations to devise appropriate pricing strategies
- Help communicate and collaborate with Divisional, Regional, State Mangers on plans for and activity with existing clients and prospects that have possible alignment with their business unit
- Have a thorough understanding of the company's product offerings including but not limited to service levels, common objections, obstacles, workflow, pricing, states of service, and restrictions.
- Have a thorough understanding of the various customary systems used in the industry, as well as the proprietary system(s) of Old Republic.
- Work in conjunction with internal and external colleagues to meet client expectations.
Administration and Management
- Accountable for ensuring on-time completion of Request for Information and Request for Proposals received by assigned leads, prospects, and clients.
- Complete all required reports and assignments within established format and deadline 6 including but not limited to sales reporting, client setup, forecasts, expense reports, etc...
- Represent the Company by attending social and business functions including conventions, meetings, sponsored gathers, etc... and through personal involvement in service groups and business organizations.
- Determine and report competitor activities and market conditions.
- Review audits of Accounts under management and monitors revenue performance against Divisional standards for Agents
- Monitor the follow up and resolution of audit findings in conjunction with Enterprise Agency Services Operations Manager
- Comply with Company policies, procedures, regulatory requirements and completes mandatory company compliance training by assigned deadlines.
- At a minimum, the ability to work during scheduled or core business hours, Monday through Friday.
- Dependable, reliable and punctual attendance is required, which may include in-office attendance or attendance at company, industry or other events that occur outside regular business hours.
- Ability to accept supervision and direction, as well as constructive feedback.
- Demonstrates courtesy, flexibility, professionalism and is proactive and responsive to supervisor/manager, co-workers and customer needs and expectations.
- Other duties that may be assigned.
Knowledge and Skills Required:
- A minimum 10-year background in title insurance industry with roles in sales, underwriting operations, or escrow and settlement practices with experience in title agency management and client relationships.
- Basic computer skills including proficiency in ADB, Microsoft Office Suite, Outlook, Teams, CoPilot or AI platforms, PowerBI, and Salesforce
- Ability to work in fast paced environment while successfully performing under extreme time constraints and meets prescribed deadlines.
- Strong attention to detail with excellent organizational and business analysis skills with ability to prioritize and handle multiple tasks and projects.
- Ability to act independently with sound judgment and take initiative.
- Written and verbal communications are clear, grammatically correct and business appropriate.
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Benefits may include:
Comprehensive medical, prescriptions, dental and vision plans
401(k) plan with a discretionary company match
Shareholder Purchase and Reinvestment Plan
Basic life and accidental death and dismemberment insurance premium paid by the company
Voluntary supplemental life insurance for employees, spouses and dependent children
Fertility and Family Building Benefits
Paid Disability benefits
Paid time off programs
11 Company paid holidays per year
Flexible spending account
Health savings account (available to High Deductible Health Plan participants only)
Employee Assistance Program
Educational Assistance Program
Voluntary benefits, such as Critical Illness, Hospital Indemnity, Pet Insurance and Accident Insurance
Title insurance policies and certain escrow services for the employees primary personal residence at no charge
Transportation benefit plan for mass transit, parking and vanpool, in several markets
Note: If you currently are employed by Old Republic Title (or one of its wholly owned affiliated companies) please get in touch with your human resources representative regarding the application process.
