Senior Sales Executive - Taylor Oswald (P&C / Group Benefits)

JOB PURPOSE

Responsible to generate sales opportunities with new clients in a defined market; coordinates personal sales efforts with department team members and other internal staff. Also collaborates with the team to cross-sell products and services; develops and implements a personal sales plan with direct accountability for annual production goals.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Establishes a sales development plan to originate business with new clients; builds and maintains a book of business and incrementally grows the book at plan each year.
• Capitalizes on opportunities to cross-sell multiple lines of coverage to existing clients; collaborates with department peers and service staff managing the company's various practices to maximize the sale of services provided.
• Maintains a high level of sales activity through self-driven initiatives to achieve production goals; markets products and services to the appropriate contact.
• Develops and executes a proactive strategy to source leads, identify and target decision-makers, and make cold calls to obtain opportunities for an appointment and service presentation.
• Performs a detailed analysis of a prospective client's needs by reviewing their existing insurance / risk management program; makes recommendations for appropriate and competitive coverages.
• Customizes insurance programs to suit customer needs covering a variety of risks; explains features, advantages and disadvantages of various policies to promote the sale of services.
• Communicates products and services by developing the appropriate presentation and implementing closing techniques to secure the business.
• Meets with existing clients on a regular basis to maintain close relationships and ensure required services are provided as expected; acts as an adviser and consultant, helping customers analyze risk and apply innovative solutions to resolve complex risk problems.
• Maintains accurate and timely electronic records of all prospecting activities utilizing Microsoft CRM software including the data entry of established contacts, sales calls and presentations performed, closed sales achieved, and other follow-up activities.
• Develops a personal network of contacts for the long-term sourcing of prospects through professional referrals and special-interest groups; participants in community events, non-for-profit boards and other community networking opportunities.
• Attends industry events, seminars and informational workshops to learn about changes in the competitive market and the new products and services provided; receives technical training and enhances skills to improve account development ability.
• Stays up-to-date with legislative changes, industry trends and new product offerings; assists in the implementation of company promotional activities and seminars.
• Mentors junior-level sales team members and shares expertise; offers guidance where needed.
• Attends and participates in all mandatory Business Development Team meetings.

OTHER DUTIES AND RESPONSIBILITIES

Leads others by example through the sharing of knowledge and skills. Participates in proactive team efforts to achieve departmental and company goals. Complies with all safety policies, practices and procedures; reports all unsafe activities to supervisor and the Human Resource Department. Performs other duties as may be assigned.

SUPERVISORY RESPONSIBILITIES

This position does not have supervisory responsibilities.

DEGREE OF SUPERVISioN NEEDED

General Direction: receives general guidance with respect to objectives; in the majority of tasks and projects assigned, determines methods, work sequence, scheduling, and how to achieve assigned objectives; operates within specific policy guidelines.

PLANNING AND ORGANIZATIONAL REQUIREMENTS

Handles multiple tasks simultaneously.

PERSONAL CHARACTERISTICS

The specific personal traits required to accomplish the essential duties of this job successfully include:

• A pro-active, goal-driven and confident attitude
• A service-oriented, collaborative approach
• Effective networking and relationship-building skills
• Exceptional interpersonal abilities
• An outgoing, professional demeanor
• Excellent listening, verbal and written communication skills
• Highly-organized, detail-oriented and results-based
• Insightful, creative and innovative
• Strong analytical and problem solving skills

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

GROUP ONE - INTELLECTUAL

Problem Solving: identifies and resolves problems in a timely manner; gathers and analyzes information skillfully;

develops alternative solutions; works well in group problem solving situations; uses reason even when dealing with emotional topics.

Technical Skills: assesses own strengths and weaknesses; pursues training and development opportunities; strives to build knowledge and skills continuously; shares expertise with others.

GROUP TWO - INTERPERSONAL

Customer Service: manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; responds to requests for service and assistance; meets commitments.

Oral Communication: speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings.

Written Communication: writes clearly and informatively; edits work for spelling and grammar; presents numerical data effectively; able to read and interpret written information.

Teamwork: balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit; puts success of team above own interests; able to build morale and group commitments to goals and objectives; supports everyone's efforts to succeed.

GROUP THREE - LEADERSHIP

Leadership: exhibits confidence in self and others; effectively influences actions and opinions of others; accepts feedback from others; gives appropriate recognition to others.

Quality Management: looks for ways to improve and promote quality; demonstrates accuracy and thoroughness.

GROUP FOUR - ORGANIZATION

Business Acumen: understands business implications of decisions; demonstrates knowledge of market and competition; aligns work with strategic goals.

Ethics: treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.

Strategic Thinking: develops strategies to achieve organizational goals; understands organization's strengths and weaknesses; analyzes market and competition; identifies external threats and opportunities; adapts strategy to changing conditions.

GROUP FIVE - SELF MANAGEMENT

Judgment: displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process; makes timely decisions.

Motivation: sets and achieves challenging goals; demonstrates persistence and overcomes obstacles; measures self against standard of excellence.

Planning/Organizing: prioritizes and plans work activities; uses time efficiently; sets goals and objectives; develops realistic action plans.

Professionalism: approaches others in a tactful manner; reacts well under pressure; treats others with respect regardless of their status or position; accepts responsibility for own actions; follows through on commitments.

Quantity: meets productivity standards; strives to increase productivity.

Dependability: follows instructions, responds to management direction; takes responsibility for own actions; keeps commitments; commits to long hours of work when necessary to reach goals; completes tasks on time or notifies appropriate person with an alternate plan.

Initiative: undertakes self-development activities; looks for and takes advantage of opportunities; asks for and offers help when needed.

INDUSTRY KNOWLEDGE

At least 5 to 10 or more years of industry knowledge is required.

The specific business lines / products that apply and the related level of knowledge include:

PROPERTY & CASUALTY

Intermediate

GROUP BENEFITS

Intermediate

RISK MANAGEMENT / CONSULTING

Entry

PERSONAL CLIENT MANAGEMENT

Intermediate

RETIREMENT PLAN SERVICES

Intermediate

EDUCATION AND PREVIOUS EXPERIENCE

Bachelor degree in Business, Finance, or Risk Management (Master's preferred) from a four-year college or university and five to ten years or more experience or the equivalent combination of education and experience.

Prior Experience Specifically Required

• Demonstrated sales achievement in the Insurance Brokerage field is required with an established book of business; achieved validation.
• Proven experience in the retention of active clients while continuously contributing to the annual growth of the established book of business is required.
• Property & Casualty, Life & Health, Personal Lines, or Retirement Planning experience is required.

CERTIFICATES, LICENSES, REGISTRATIONS, PROFESSIONAL DESIGNATIONS

Related license required; a product-related designation required.

COMPUTER SKILLS

Intermediate personal computer skills including electronic mail, scheduling, word processing, spreadsheet, presentation, routine database activity.

The specific software programs that apply and the related level of ability required include:

MS Office Suite 2010

Outlook

Basic

Word

Intermediate

Excel

Intermediate

PowerPoint

Intermediate

MS Windows

Basic

MS CRM Dynamics 2011

Intermediate

Internet / WebEx / Intranet Skills

Basic

COMMUNICATION SKILLS

Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to present information effectively and to respond to questions from groups of employees, managers, customers and the public.

MATHEMATICAL SKILLS

Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio and percent and to draw and interpret graphs.

REASONING / THINKING ABILITY

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Physical Activity: sedentary physical activity, non-strenuous daily activities of an administrative nature. Physical Requirements: while performing the duties of this job, the employee is regularly required talk or hear; frequently required to stand, walk, and use hands to finger, handle or feel; occasionally required to sit and reach with hands and arms. Weight: the employee must occasionally lift and/or move up to 10 pounds. Manual Dexterity: manual dexterity sufficient to reach/handle items and work with the fingers. Vision Requirements: specific vision abilities required by this job include: close vision (clear vision at 20 inches or less); distance vision (clear vision at 20 feet or more); color vision (ability to identify and distinguish colors); peripheral vision (ability to observe an area that can be seen up and down or to the left and right while eyes are fixed on a given point); depth perception (three-dimensional vision, ability to judge distances and spatial relationships); ability to adjust focus (ability to adjust the eye to bring an object into sharp focus).

ENVIRONMENTAL DEMANDS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work Environment: well-lighted, heated and/or air-conditioned indoor office setting with adequate ventilation. Work Conditions: while performing the duties of this job, the employee is not exposed to any critical risk factors. Work Noise: the noise level in the work environment is usually moderate (examples: business office with computers and printers, light traffic; frequent phone ringing).

WORK SCHEDULE / HOURS

Full-time hours: core business hours of Monday through Friday from 8:00am to 5:00pm and/or occasional weekend hours totaling 40 or more hours per week; no overtime payable. (FLSA Status: Exempt)

(Note: job responsibilities and travel expectations at this level will often require the performance of job duties beyond the normal workweek schedule.)

TRAVEL REQUIREMENTS

Moderate local and/or overnight travel each week (up to 35%) by land and/or air.

RELOCATION REQUIREMENTS

Relocation is not required.