Overview

The Sales Manager drives profitable growth and distribution excellence within an assigned territory by influencing agency behavior, developing strategic agency partnerships, and executing Grinnell Mutual's sales and growth initiatives. The role serves as a trusted business consultant to agency leaders, utilizing data, performance metrics, and market insights to identify growth opportunities, improve agency engagement, and increase adoption of Grinnell Mutual products and programs.

 

Through disciplined territory management, agency segmentation, sales planning, and collaboration with underwriting and internal business partners, the Sales Manager is accountable for expanding profitable market share, strengthening agency performance, and delivering measurable business results aligned with company objectives.

 

The preferred location for this position is the Twin Cities, with responsibility for a territory spanning Minnesota and Wisconsin. Please note that candidates must be eligible to work in the U.S. without Grinnell Mutual sponsorship. 

 

Responsibilities

• Develops and executes territory growth strategies that align agency opportunities with Grinnell Mutual's production, profitability, and distribution objectives.

 

• Builds strategic relationships with agency principals, producers, and key decision-makers to drive growth, improve engagement, and increase market penetration.

 

• Utilizes agency performance metrics, production data, and market intelligence to identify opportunities, establish growth plans, and influence agency behaviors that improve business outcomes.

 

• Conducts regular agency business reviews and develops action plans focused on new business production, profitability, preferred agency development, and long-term growth.

 

• Drives adoption of company sales initiatives, incentive programs, underwriting strategies, and growth campaigns designed to improve agency performance.

 

• Collaborates closely with underwriting, claims, and other business partners to align growth opportunities with risk appetite and profitability objectives.

 

• Coaches agencies on sales processes, market opportunities, prospecting strategies, and best practices that increase agency effectiveness and strengthen Grinnell Mutual's position within the agency.

 

• Delivers effective sales presentations, business planning sessions, and training programs to agency leaders, producers, and staff.

 

• Expands and optimizes distribution by identifying appointment opportunities, evaluating agency potential, and ensuring appropriate market coverage throughout the territory.

 

• Maintains a disciplined territory management approach through regular agency visitation, virtual engagement, pipeline management, and performance tracking.

 

• Monitors competitor activity, market trends, and agency developments to provide actionable insights and recommendations to leadership.

 

• Serves as an advocate for agency needs while balancing company growth, profitability, and strategic objectives.

 

• Accurately documents activities, strategic plans, business results, and market intelligence through required reporting processes.

 

• Performs other duties as assigned.

Qualifications

• Bachelor's degree (B.A) from a four-year accredited college or university and three to five years of sales, or insurance-related experience; or equivalent combination of education and experience.

 

• Insurance designations such as agent licenses, CPCU, CIC, ARE, or completion of IIA Principles of Insurance preferred.

 

• Knowledge of business, industry, and market information with the ability to apply knowledge to job responsibilities.

 

• Ability to communicate persuasively in person, virtually, and in writing by effectively assessing the customer’s needs and recommending appropriate Grinnell Mutual product and service options.

 

• Demonstrates effective writing skills to develop a variety of status reports to communicate information to agents, mutuals, and home office personnel.

 

• Ability to provide a high level of customer service using advanced interpersonal and communication skills to resolve difficult situations or problems.

 

• Ability to think creatively to suggest innovative ideas and solutions.

 

• Ability to use personal judgment, experience, known facts, and figures to make decisions and resolve problems.

 

• Ability to manage multiple priorities and projects as required by business needs.

 

• Ability to use general office equipment including a telephone, and personal computer and demonstrate basic knowledge of Microsoft Office suite products as well as general computer applications.

 

• Overnight travel is required, up to 50% of the time depending on territory size.

 

• Must be able to maintain confidentiality of proprietary information.

 

• Demonstrated ability to adhere to all Grinnell Mutual policies.

 

• Demonstrated ability to incorporate Grinnell Mutual's core values in all areas of work.

 

Compensation

The salary range for the position is $67,000 - $117,000. For a list of benefits, click here.

Working conditions and physical efforts

To perform this job successfully, an individual must be able to perform each job duty and responsibility satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform job duties and responsibilities.

 

• The position is physically located in the employee’s home office within an assigned territory.

 

• The position requires an individual to sit for long periods of time at a computer or on video/telephone calls. Requires visual acuity and repetitive motion. Must be able to drive on a regular basis, including during inclement weather.

 

• Maintains frequent contact with external customers, mutual managers, and agents either through in-person contact or telephone calls. Also works frequently with agency and county mutual personnel.

 

• Frequently works with all levels of employees in the home office including management, underwriting, reinsurance, in-house counsel, finance, and support units.