Drive the systems, insights, and operations behind profitable sales growth.Hastings Insurance is seeking a Sales Operations Manager to support and strengthen our Property & Casualty sales organization. This role leads the operational and analytical infrastructure behind our distribution strategy, providing the reporting, tools, and processes that enable informed decision-making and sustained growth. You will partner closely with Sales Leadership, Finance, IT, and agency partners to ensure our sales operations are efficient, data-driven, and positioned for the future.
Schedule & LocationThis is a full-time position working Monday through Friday, 8:00 a.m. to 4:30 p.m. The role is hybrid, requiring regular in-office presence at our Hastings, Michigan headquarters, with flexibility based on business needs. Occasional work outside of standard hours may be required.
What You'll Do:- Lead sales performance reporting, including weekly, monthly, quarterly, and annual production summaries, with clear insights into trends, pipeline activity, retention, hit ratios, and profitability.
- Develop and deliver executive-level dashboards and reporting packages to support data-driven decision-making.
- Ensure consistency in metric definitions and maintain strong data integrity across all sales reporting tools and systems.
- Monitor and analyze the sales department budget, including tracking variances and forecasting outcomes in partnership with Finance.
- Provide leadership with variance explanations and actionable recommendations to support business performance.
- Serve as the primary business owner of the CRM platform, overseeing configuration, optimization, workflow development, and user adoption.
- Lead agency data management efforts, including data entry oversight, cleansing, normalization, and long-term data strategy development.
- Prepare sales and agency data for future analytics, automation, and predictive modeling initiatives.
- Supervise and develop administrative team members, providing coaching, direction, and performance management.
- Oversee day-to-day operational workflows including agency data updates, documentation, and contract processing.
- Promote a culture of accuracy, efficiency, and continuous improvement within the team.
- Draft, manage, and maintain agency contracts, including licensing records, appointments, compensation structures, and agreements.
- Serve as the primary contact for contract-related inquiries and ensure compliance with corporate and regulatory standards.
- Maintain accurate and complete documentation of all agency relationships and contractual obligations.
- Conduct competitive market research on commissions, incentives, and agency support models to evaluate positioning.
- Identify market trends impacting agent relationships, retention, and sales performance.
- Provide strategic recommendations to leadership based on research findings and internal data insights.
- Plan and coordinate sales events, agency meetings, and advisory councils, including logistics, materials, communications, and execution.
- Partner with internal stakeholders and vendors to ensure successful event delivery and follow-up.
- Collaborate with Training, IT, Data, and Sales Leadership to align systems, reporting, and development initiatives.
- Support training coordination to ensure materials and programs remain relevant and effective.
- Participate in ongoing professional development and support continuous improvement initiatives across sales operations.
Additional Role Highlights:- Lead and develop a small team of administrative professionals supporting sales operations.
- Play a central role in shaping data strategy and future analytics capabilities.
- High visibility with Sales Leadership and cross-functional partners.
- Opportunity to influence agency strategy, compensation models, and operational efficiency.
- Blend of analytical, operational, and leadership responsibilities.
What You'll Bring:- Bachelor's degree in Business, Marketing, Finance, Data Analytics, or a related field.
- Five or more years of experience in Property & Casualty insurance, sales operations, or distribution management.
- Experience managing CRM platforms such as Salesforce, Microsoft Dynamics, or similar systems.
- Demonstrated experience leading or supervising administrative or operational teams.
- Experience managing contracts, compensation structures, or agency relationships.
- Strong analytical skills with experience in reporting, dashboards, and performance metrics.
- Advanced Excel skills; experience with Power BI, Tableau, or similar tools preferred.
- Strong understanding of insurance distribution models and sales performance metrics.
- Excellent communication skills with the ability to work across teams and with leadership.
- Strong organizational and project management skills with attention to detail.
- Ability to translate data into actionable insights and recommendations.
- Adaptability and the ability to manage changing priorities and business needs.
