General Summary:The Florida Managing Director leads the overall strategic direction, growth, and performance of the Florida market, ensuring the successful development of the local franchise and the achievement of key business objectives. This role carries full accountability for profitable block growth, quality sales execution, and an elevated client experience. Working in close partnership with the Director, Sales & Client Management and the Director, Market Development, the Managing Director provides strong office leadership that aligns teams, strengthens market presence, and drives consistent operational excellence.
Principal Duties and Responsibilities - Overall strategic office leadership and development of local market franchise
- Act as a senior representative of Unum in the local marketplace, exemplifying a positive, professional and uniform image
- Operates with an external view - understands markets, competitors, customers, legislation, etc. and leverages that knowledge to identify revenue opportunities and drive growth
- Responsible for overall office leadership, as well as broad leadership throughout the organization
- Broad responsibility for sales and client management
- Positions the office for long term success through efforts focused on customer, broker and office investments
- Delivers strategic messaging to entire office and ensures consistency in messaging to all employees
- Prioritizes and maximizes limited resources
- Responsible for client management - in partnership with Client Services for ongoing service and retention
- Expense management of overall office budget
- Owns, supports and drives the adoption and consistent utilization of key strategic, operational and technology related initiatives (i.e. Salesforce.com) across all roles and resources in their respective office (in offices with no Director, Sales & Client Management role)
- Overall accountability and ownership for profitable block growth and sales
- Responsible for profitable block growth and results in all assigned lines of business
- Sales goal attainment for premium and coverages
- Territory management - Broker and customer relationships (key accounts)
- Territory alignment between core market teams and related goal assignments
- Delivering office specific business plans that balance sales and profit
- Overall responsibility for broker relationships, sales projections, renewals and persistency, quote/close activity
- Accountable for driving key Client Manager activities (e.g. Client visits, Opportunity development and management) and assessing the quality of those activities with the objective of enhancing performance through effective coaching
- Operational accountabilities such as pool management and renewal program management (in offices with no Director, Sales & Client Management role)
- Office leadership and partnership with Director, Sales & Client Management and Director, Market Development
- Visibility in the marketplace - involved in key broker/customer relationships (enabler to closing sales)
- Ability to inspire the entire office and maintain an office work environment that is aligned with Unum's vision and values resulting in the retention of high performing talent
- Partner effectively with all Home Office partners to ensure Unum's overall business objectives are focused in a collaborative way
- Actively engages in regional and national efforts to improve the company's performance beyond their own office results
- Attraction, development, retention and performance management of individuals in Sales and Client Management
- Effectively manages the Director, Sales & Client Management and Director, Market Development (where applicable)- as well as an integrated team of Sales Reps and Client Managers (Core Market Team)
- Ensures staffing levels are in line with business/office goals and objectives; owns overall staffing effectiveness and execution of staffing plan
- Overall responsibility for recruiting and hiring key roles in the office in partnership with the Director, Sales & Client Management and Director, Market Development (where applicable)
- Addresses performance management issues with team members in a constructive and timely manner
- May perform other duties as assigned
Job Specifications - Bachelor's degree required with substantial experience in sales
- In-depth experience and understanding of the benefits industry, in particular in the distribution aspects
- Superior understanding of Unum's products and services as well as underwriting and risk concepts
- Licensed to solicit insurance in the states within assigned territory
- Strategic thinker and able to quickly pivot to tactical execution through others
- Proven success in a complex business role
- Strong, demonstrated management experience
- Excellent interpersonal and collaboration skills
- Strong ability to influence and persuade
- Strong oral and written communication skills as well as problem solving skills
- Ability to travel
#LI-MF1
~IN1
Unum and Colonial Life are part of Unum Group, a Fortune 500 company and leading provider of employee benefits to companies worldwide. Headquartered in Chattanooga, TN, with international offices in Ireland, Poland and the UK, Unum also has significant operations in Portland, ME, and Baton Rouge, LA - plus over 35 US field offices. Colonial Life is headquartered in Columbia, SC, with over 40 field offices nationwide.
Fully and partially leveraged roles are paid pursuant to a uniformly applied sales compensation plan. For partially leveraged roles, a starting salary or salary range will be listed in the above job description. If salary information is not listed in the job description above, compensation is based solely on commissions.
Additionally, Unum offers a portfolio of benefits and rewards that are competitive and comprehensive including healthcare benefits (health, vision, dental), insurance benefits (short & long-term disability), paid time off, and a 401(k) retirement plan with an employer match up to 5% and an additional 4.5% contribution whether you contribute to the plan or not. All benefits are subject to the terms and conditions of individual Plans.
Company:
Unum
