'Click System' Field Rep Bond & SI

Alpharetta, Georgia

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
For more than 100 years, Travelers Bond & Specialty Insurance has been an industry leading surety provider specializing in both domestic and international surety needs - from the largest multi-national companies to Main Street businesses. Travelers Bond & Specialty Insurance has surety underwriting and claim professionals located in more than 70 offices nationwide. Our product delivery platform includes Travelers Click., our online surety bond & ERISA Fidelity processing platform. In just five simple steps, Travelers Click makes it even easier to write surety and ERISA Fidelity bonds. This role is responsible for the sales production and retention of a profitable book of transactional and small account surety business that is consistent with overall Bond & Specialty Insurance/BU strategy and objectives within an assigned territory. The book of business and sales strategies will be supported by Travelers Click, and this role's primary focus is the promotion of Travelers Click as an agency's primary tool in the execution of surety and other supported products. This job does not manage others This job works under Moderate Supervision: Incumbent performs standard and routine assignments independently to conclusion; unusual problems which may require exceptions to procedures or processes are referred to the supervisor.

Primary Job Duties & Responsibilities
Primary Responsibilities Include: Proactive sales and marketing visibility efforts within territory. Driving automated technology platform usage by Travelers agencies and customers. Building and maintaining productive relationships with agents and brokers. Consistently achieving and exceeding budgeted financial results. Collaborating with BU, Bond & SI, and Enterprise regional colleagues as well as internal/external business associates. Sales, agency development and management. Sales Management/Marketing: Leverages agent/broker relationships to drive new business opportunities via existing relationships as well as where there is no existing relationship; continually prospects for new agency and program opportunities. Proactive sales and marketing visibility efforts within territory. Achieves and/or surpasses visibility goals. Assist in the execution of the Travelers Click marketing plan and contribute ideas on a local and national level to help drive Click usage and adoption. Creates, owns, shares, and executes Territorial Plan to grow business, cultivate new relationships, and maintain key relationships. Executes follow-up sales strategies to ensure all levels of producing agencies remain committed to Travelers production. An expert in all capacities of Professional Selling Skills, Professional Sales Coaching, Travelers Click Sales Skills, Handling Hurdles, and other sales skill training/execution. Works closely with Management and Marketing teams to ensure Marketing plans and techniques support business growth in the territory and across the entire platform. Uses strong negotiation skills and expert product knowledge to meet the needs of the agency, accounts, and program opportunities. Participates in and leads agency meetings. Actively presents solutions for driving business within electronic platform through underwriting appetite suggestions, pricing solutions, underwriting approaches, bond form and product recommendations, and billing options. Actively participates and contributes in National, Regional and/or Business Unit sales meetings. Regularly attends agency/broker events and/or industry functions. Takes the initiative to partner with colleagues in other Bond & Specialty Insurance and Travelers BUs to cross sell all Travelers products. Is able to utilize available analytics, tools, and marketplace feedback to assist in the assessment and pricing (if applicable) of accounts and obligations in order to grow transactional business with profitable results. Expertly and consistently utilizes Customer Relationship Management tools (The Lync and Click Best Practices) to document and drive sales activities. Provide marketplace feedback around technology, competition, rates, forms, underwriting approaches, and agency feedback to ensure the long term development and growth of Travelers Click. Agency Management/Relationship: Lead or participate in agency product and platform training sessions. Primary agency or broker relationship is producer / internal broker / other agency personnel. Maintains consistent contact with key producers, brokers, and programs. Shares agency ownership responsibility when appropriate with other BUs and with Bond Express team members. Underwriting & Pricing: As needed and when appropriate, underwrites and assesses risk for transactional to small account renewals and new business items in conjunction with BU strategies. Considers different approaches toward risks to maximize profitability. Makes appropriate decisions within own underwriting authority. Possesses underwriting knowledge to help articulate whether or not accounts and transactions are within or outside underwriting appetite/strategy, along with the reasons for that determination. Partners with Bond Express, AEO, or MD to set regional marketing and underwriting strategy. Makes recommendations to underwriter 2, as appropriate. May assess financials and utilize other tools to prequalify risks and obligations. Make rate and pricing recommendations based on marketplace feedback and analytical analysis of portfolio and opportunity needs while working closely with internal underwriters, regulatory, and actuarial support. Proactively collaborates with regional, Bond Express, and Home Office underwriters. Maintains accurate underwriting documentation and information. Meets quality assurance standards Underwriting Operations Monitors flow of new and renewal business through Electronic Platform and when associated with Small Accounts Makes recommendations on underwriting approach based on Business Unit strategy and marketplace feedback. Perform other duties as assigned.

Minimum Qualifications
High School Diploma or GED required. General knowledge of computer technologies such as Microsoft Office, e-mail, Web-enabled applications and database software required. 1-2 years of business experience. Ability to travel within territory approximately 50% + of the time -travel often requires overnight stays. Valid driver's license.

Education, Work Experience & Knowledge
College degree preferred. Work Experience: 1 -2 years of successful sales & marketing experience preferred. Frequent territorial travel and comfort with external sales meetings. Industry Knowledge: Understands the local insurance marketplace, industry business operations, critical issues and financial drivers that affect the BU, region and local office. Is able to apply that understanding to the sales plan, pricing strategy and underwriting strategy. Continuously seeks out market insight from others and uses acquired knowledge to assist less experienced employees. Product Knowledge: Knowledge of BU products/coverages and pricing and the linkages to strategy and can easily explain them to others. Understands organizational and regulatory rules, policies and procedures and effectively employs that knowledge in day-to-day work

Job Specific & Technical Skills & Competencies
Ability to use all Bond & Specialty Insurance technology tools proficiently. Negotiates skillfully in difficult situations. Understands the motivations of others and incorporates this knowledge into negotiations. Takes ownership and responsibility for actions and outcomes, performance and results. Identifies current or future problems or opportunities, analyzes, synthesizes and compares information to understand issues, identifies cause/effect relationships and explores alternative solutions to support sound decision making. Remains energized and focused in the face of ambiguity, change or strenuous demands. Demonstrates effective verbal, written and listening communication skills. Provides service excellence to internal or external clients. Exercises sound judgment, makes decisions and commits to a position. Works with and includes people from different backgrounds, experiences, cultures, races, etc. and views those differences as assets to be leveraged to accomplish business goals and objectives. Seeks out, builds, fosters and maintains productive relationships, networks or alliances to meet goals and achieve results. Works together in situations when actions are interdependent and a team is mutually responsible to produce a result. Takes ideas different from own seriously; shares responsibility and collaborates with others; accepts criticism well; doesn't assume a single best way. Has an accurate picture of strengths and weaknesses and is willing to improve. Seeks out experiences that may change perspective or provide an opportunity to learn new things. Provides good role model for employees and keeps a positive attitude. Acts in accordance with stated values; follows through on promises; uses ethical considerations to guide decisions and actions.

Environmental/Work Schedules/Other
Travel (Frequently)

Physical Requirements
Operates standard office equipment (Continuously) Sitting (Can stand at will) (Frequently) Standing (Frequently) Use of Keyboards, Sporadic 10-Key (Frequently) Driving (Frequently)

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.