Regional Sales Leader

About the role

Relation Insurance is a leading, innovative company with a strong commitment to excellence and a passion for delivering cutting-edge solutions to our clients. As a key player in the insurance market, we pride ourselves on our dynamic culture, collaborative environment, and continuous drive for success. With a rich history and a bright future ahead, we are looking for exceptional individuals to join our team and contribute to our ongoing growth and success.

Responsibilities

• Key Responsibilities pertain to tasks where this position assumes a leading or deciding role. This list is not exhaustive, and additional Key Responsibilities may be assigned as necessary.
• Sales Performance Management:
• Facilitates timely collaboration with the Vice President, Finance and Sales Operations and Regional HRBP to address underperformance, including PIP documents, and ensures the submission of signed documents for accurate recordkeeping.
• Prepares, presents and files quarterly updates on validation process.
• Documents and discusses scorecard progress including book of business performance, new business sales, and pipeline.
• Champions Transformation and Change Management throughout the Region:
• Develops and delivers monthly and quarterly communications defining initiatives that are prioritized through quarterly sales and operation meetings.
• Participation in the sales and operation meetings that includes steps taken to champion transformation.
• Sales and Service Collaboration:
• Documents and reviews collaboration including an agenda, progress, timeline, and expectation for completion of items.
• Cultivates Regional Culture and Its Effectiveness:
• Visits offices in assigned region at a designated frequency.
• Engages with clients and frontline team members in assigned region to establish a continuous feedback loop.
• Fully adopts innovative technology, including proprietary AI solutions, into the service process to deliver a best-in-class client service experience
• Closes Large New Business Deals:
• Monthly deals of $50k ($25k for Select) or more closed in the region.
• Consistent pipeline to support monthly replication.
• Producer Skills Development:
• Meets with producers monthly to develop sales skills.
• Producer Accountability for New Business Development:
• 80% or more of producers achieving or exceeding their assigned sales goal.
• Overall Regional sales goal achieved.
• Producer Recruiting:
• Finds, interviews, and evaluates producers that fit the Relation culture and support growth.
• Maintains the producer recruiting log.
• Ensures that recruiting practices meet budget expectations.
• Develops a comprehensive understanding of the recruitment workflow to effectively support and facilitate the hiring process for sales positions.
• Regional Human Resources and Coaching Support:
• Facilitates timely collaboration with the regional HRBP to address underperformance and ensures the submission of signed documents for accurate record keeping.
• Self and team participation in scheduled training modules.
• Builds Niche Practices:
• Thoughtful strategy on niche markets that include methods to reduce cost and generate revenue, which may include, but are not limited to, hiring practices that provide diversity in the market, acquisitions that provide additional coverages, and/or carrier segmentation.
• Generated Sales Ideas and Client Solutions:
• Identifies and presents ideas and solutions to challenges during monthly sales and operation calls.
• Drives Cross-sell Initiatives:
• Regular communicates and celebrates cross-selling.
• Ensures cross-sell goals are achieved.
• Producer Tools Training:
• Ensures awareness of and knowledge to use available tool and resources.
• Pipeline Development:
• Ensures that pipelines are at or above 2.5x of sales goal.
• Coaches and follows-up with producers that struggle to maintain and/or document pipeline expectations.
• Regular evaluation of producer pipeline to ensure opportunities are reliable and closing as expected.
• Promotes New Business via Periodic Sale Incentives, Contests, and/or Competitions:
• Identifies special incentives that assist with achieving stretch goals, hiring targets, and improved margins while remaining in budget.
• Works closely with broking and compensation team and leverage national resources when possible.

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