The Business Development and Sales Manager drives sales growth within an assigned territory through broker development, prospecting, relationship management, and strategic sales execution. This role partners with brokers to expand business opportunities while providing leadership, coaching, and performance oversight to a team of Business Developers. Responsible for territory production, pipeline growth, and sales execution, the Business Development and Sales Manager plays a key role in meeting company revenue and achieving growth objectives.
ESSENTIAL FUNCTIONS:
Territory Development & Sales Execution
- Develop and maintain relationships with brokers, consultants, enrollment firms, and distribution partners.
- Generate new business opportunities and increase quote and proposal activity.
- Conduct producer meetings, agency visits, presentations, and educational workshops.
- Meet assigned sales, activity, and production goals.
- Support retention and growth of existing broker relationships.
- Identify new market opportunities and verticals within the assigned territory.
Business Developer Leadership & Management
- Directly manage and coach Business Developers.
- Conduct regular one-on-one meetings focused on activity, pipeline, and professional development.
- Monitor prospecting activity including calls, emails, appointments, and lead generation efforts.
- Train team members on products, sales processes, CRM utilization, and best practices.
- Assist with onboarding and development of new Business Developers.
- Establish performance expectations and hold team members accountable for results.
- Support recruiting and interviewing efforts as needed.
Pipeline & Performance Management
- Maintain accurate sales opportunities and forecasting within CRM.
- Review Business Developer activity reports and pipeline metrics.
- Partner with underwriting, implementation, and service teams to advance opportunities.
- Develop territory business plans and growth strategies.
- Provide regular sales, prospecting, and production reports to leadership.
- Ensure CRM compliance and data accuracy across the team.
Strategic Planning & Market Development
- Execute regional sales and marketing initiatives.
- Identify market trends, competitive intelligence, and emerging opportunities.
- Collaborate with Marketing to support campaigns, events, and broker outreach.
- Assist in developing sales strategies for new products and target markets.
Administrative & Other Duties
- Attend company meetings, training programs, and industry conferences.
- Maintain required licensing and continuing education.
- Complete company reporting and compliance requirements.
- Perform other duties as assigned.
KEY REQUIREMENTS:
- High School Diploma or equivalent is required; Bachelor's degree preferred.
- A minimum of 5 years of insurance, employee benefits, sales, or related business experience.
- Resident State Life & Health License is required.
- 3 years’ experience leading, mentoring, or managing sales personnel is highly preferred.
KEY SUCCESS FACTORS:
- Demonstrated success in achieving sales and production goals.
- Strong leadership and coaching skills.
- Excellent communication and presentation abilities.
- Ability to develop and execute territory sales strategies.
- Experience with CRM systems and sales reporting.
- Strong organizational, problem-solving, and time-management skills.
- Ability to influence and motivate team members.
- Valid driver's license and ability to travel extensively, approximately 50-75% within assigned territory.
Pan-American Life Insurance Group Offers:
- Comprehensive Compensation Packages (includes base pay, annual employee bonus program and eligible for quarterly bonuses)
- Comprehensive Benefits Package: Medical, Dental, 401K, Paid Time Off, and Tuition Reimbursement (etc.) are some examples. New hires are eligible for medical and dental coverage on the first of the month following 30 days of service.
