Inside Sales Director Select

Richardson, Texas

Company Information
Solid reputation, passionate people and endless opportunities. That's Travelers. Our superior financial strength and consistent record of strong operating returns mean security for our customers - and opportunities for our employees. You will find Travelers to be full of energy and a workplace in which you truly can make a difference.

Job Summary
Responsible for the deployment, management, mentoring and development of an industry leading sales force. In cooperation with other Select leaders, creates and articulates a sales strategy that consistently provides a competitive edge in the marketplace. Builds organization capability in sales through effective tactical leadership of Select Accounts Inside Sales resources and executing state of the art disciplines and skills in a virtual environment. Consistently delivers on Select Accounts flow and revenue goals. Demonstrates a vision for sales success within our framework of corporate values. The Inside Sales Director is accountable for financial results and works in collaboration with internal partners to develop and implement territory specific initiatives. The Inside Sales Director builds a diverse and dynamic team, fosters a collaborative environment and instills a disciplined sales process through ongoing coaching. The Inside Sales Director develops and manages key agency relationships. This job is a Manager: Responsible for setting work objectives and goals for employees and managing their performance. Typically involved in compensation decisions. Employees have a formal reporting relationship to this job. This job works under General Direction: Establishes procedures for attaining specific goals and objectives in a broad area of work. Generally final results are reviewed. (Typically applies to a manager or expert/top level professional.)

Primary Job Duties & Responsibilities
Select, train, and develop effective Sales Executives (Inside) capable of articulating our Vision and operating within our Values and managing distributor relationships in a virtual environment. Through Sales Executives (Inside), influence and drive effective Select-specific sales strategies leading to business success. Continual in-person coaching and mentoring of Sales Executives maintaining cutting edge sales techniques. Accountable for proactive management measures of flow development, sales plan effectiveness, and customer satisfaction. Executes the Select business development process that delivers high quality flow and prospects to segment underwriters aligned with ISEs. Work with Sales Executives (Inside), in collaboration with the Regional Sales Director, to develop annual and three year Sales plans with defined goals and objectives that support segment-specific strategies. Demonstrates the ability to build partnerships with other business groups to identify and initiate multiple product solutions at the account level. Maintains an understanding of all Travelers products, services and solutions and initiates discussions with other businesses units as appropriate. Shares field intelligence about trends and competitive practices with peers, RPs, RDs, and RVPs to promote organization learning and opportunities. Exhibit superior knowledge of competitor products and capabilities along with general market trends. Functional knowledge of Commercial Lines products and services with broad-spectrum knowledge of corporate enterprise wide capabilities. Actively participate in management of key producer relationships within the Region, ensuring distribution channel alignment with business needs, coupled with effective administration of compensation programs. Sales Management: Implements and leads the Small Commercial Sales processes through a team of Inside Sales Executives to create ongoing improvement in sales execution. Through team, achieves sales metrics and KPIs. Conducts virtual joint sales calls and provides direct coaching both verbally and in writing Create an environment that fosters high performance, collaboration, learning and continuous improvement Territory Management: Creates and Implements Select specific sales strategies and initiatives to achieve annual financial plan for the territory including New Business, Submissions, Retention and profitability Leads Agency Planning and Segmentation Process Manages Pipeline Quality and Quantity with Sales Executives and partners with Underwriting Director to achieve objectives Builds partnerships, both internally and externally, to achieve business objectives Understands Travelers products, services and solutions and assists team in differentiating us in the marketplace Talent and Performance Management: Builds an industry leading sales team that is dynamic and diverse Develops and manages a robust pipeline of internal and external talent Effectively manages individual performance and performance of the overall sales team Performs other duties as assigned.

Minimum Qualifications
Three years sales experience with a proven track record of achieving sales objectives Three years of leadership experience

Education, Work Experience & Knowledge
Bachelor degree and/or relevant industry experience and designations (i.e., CIC, CPCU) A minimum of 5 years sales or agency/territorial management experience, P & C insurance experience preferred Prior experience in building and leading sales teams is highly desired Collaborative leader with exceptional relationship skills who can influence at all levels Strong financial, business and sales acumen Strong communication skills

Environmental/Work Schedules/Other
Weekend work hours (Occasionally) Holiday work hours (Federal and religious) (Occasionally) Travel (Occasionally)

Physical Requirements
Operates standard office equipment (Frequently) Sitting (Can stand at will) (Frequently) Standing (Frequently) Use of Keyboards, Sporadic 10-Key (Frequently) Working in a confined or restricted area (Occasionally) Driving (Occasionally)

Equal Employment Opportunity Statement
Travelers is an equal opportunity employer.
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About Travelers

The Travelers Companies, Inc. (NYSE: TRV) is a leading property casualty insurer selling primarily through independent agents and brokers. The company's diverse business lines offer its global customers a wide range of coverage in the auto, home and business settings. A component of the Dow Jones Industrial Average, Travelers has more than 30,000 employees and generated revenues of approximately $25 billion in 2010.