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VP Personal Insurance Sales Operations

Employer
Travelers Insurance
Location
Hartford, Connecticut
Salary
Not Specified
Closing date
Oct 8, 2019

View more

Category
Sales, Executive / Management
Job Type
Not Specified
Career Level
Not Specified

Job Details

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
This role will be responsible for developing the needed support to have an impact on productivity, through development and streamlining of strategic business initiative to insure sales targets and goals are achieved. This is a field support role, accountable for program management and sales operational effectiveness. Oversight of incentives for motivation of field sales leaders and agents to exceed goals. Manages the communication of objectives between business units to insure our sales strategy consistently provides a competitive edge in the marketplace. Manages PI top Partners at the corporate level with strong relationship management. Participates in business strategy sessions with Partners to grow their PI business and ensure Travelers performance is considered. Builds organizational capability in sales support through effective oversight of the training, education and development of sales resources and state of the art disciplines with technology improvements for the field and agents. Consistently delivers on business profit and revenue goals through this support. Evaluates and recommends use of Sales Force, innovation and execution for the PI road map. Demonstrates a vision for sales success within our framework of corporate values. Leads the Agency and Customer journey work for PI sales across the enterprise. Works closely with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the field sales organization. This is a leadership role and will directly manage National Accounts, Home Office Sales support, Training and Program design for the field and agents. This position has in-depth knowledge of agency contracts, commissions, contingencies and other critical agency contractual arrangements. The ability to use data to analyze trends and make recommendations is a key competency for this position. Implements new support tools and technology for efficiencies and effectiveness of sales teams. Proactively identifies opportunities for sales enablement and improvements and sales operational effectiveness including: Regional and Countrywide support National relationship management Implements new tools and technology for efficiencies Agency Intelligence Competitive Intelligence Agency Segmentation & Operations Pipeline Management Go To Market Implementation Contests (Internal & External) Sales Audit Business Continuity This job is a Manager of managers: Senior level manager that is responsible for managing the objectives, performance, and compensation of lower levels of management.

Primary Job Duties & Responsibilities
Creates a vision and sales strategy to lead and provide support to the organization for future success. Translates this strategy into operational plans. Through Home office leadership, Regional Vice Presidents, Sales Directors and Sales Executives, influence and drive effective PI specific sales strategies, best practices and cultural / behavioral attributes that will lead to sales and business success. Identifies business needs and recommends solutions to senior management. This role is a key partner with Finance distribution as well as other division that provide support and partnerships. Builds sales management capabilities to inspect sales process quality and prioritize opportunities for improvement. In conjunction with distribution and finance works across the divisions to understand sales process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement. Leads and prepares for external functions and conferences including but not limited to TLC, NPC, and other external leadership meetings. Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the sales organization's support efforts. Oversees the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports and assists in the ideation and oversight of the development of new reporting tools as needed. Implements enabling technologies to field sales teams. Monitors the sales organization's compliance with required standards for maintaining data. Works closely with PI departments to drive initiatives in CCC, Marketing, Product and Platform. Through collaboration and influence, create an environment that fosters high performance, learning and engagement. Perform other duties as assigned.

Minimum Qualifications
4-year College Degree is required. A minimum of 5 years of Sales Leadership Experience required. Demonstrated experience with Agent relationship management. Experience leading sales teams and support functions.

Education, Work Experience & Knowledge
MBA is preferred. 7+ years in a customer-oriented corporation with strong brand awareness in its market. Tactical mastery of all aspects of sales development, through multiple sales delivery mechanisms, and knowledgeable of using marketing strategies to support objectives. Ability to develop strategic sales processes and protocols in a variety of delivery mechanisms. Adept in project management; proven ability to articulate a clear vision and an executable plan; develops clear, creative briefs and provides excellent direction to internal and external partners. Ability to work collaboratively in a matrixed management environment with exceptional influencing skills to gain support for new ideas and approaches. Excellent communication skills, highly accomplished with formal presentations and group facilitations. Results driven and metrics oriented; prefers the challenge of a fast-paced and goal-oriented organization. Knowledge of Property Casualty business, with emphasis on Personal insurance product and industry knowledge highly desired. Prior Sales specifically field experience, proven management and leadership experience in all aspects of running a business. Desired experience understanding agency management. Leadership: Understands major trends and developments that affect the business and identifies opportunities for strategic leverage. Drives for results by aggressively pursuing business objectives which demand a high degree of commitment and sets high standards for self and others. Participates actively and shares the responsibility for a successful team approach. Shares information and personal knowledge to help team/unit goals and develop others. Business/Technical Knowledge and Expertise: Knowledge of the Property-Casualty Industry including Personal Insurance products and solid underwriting skills. Expertise in the independent agency system and economics, and other distribution channels required. Proven ability to assess the capacity of the market, agents, group of agents and build profit plans at regional and agency level. Knowledge of regional financial management.

Job Specific & Technical Skills & Competencies
Communication Skills: Excellent oral, written, presentation skills required. Expertise and experience with driving results through influence and collaboration. Development of People: Expertise and successful experience with coaching, training, developing staff in professional sales environments, agency management, small commercial business, and financial management. Apply effective performance management practices. Critical Thinking: Breadth and depth of critical thinking processes and business experience to develop manage and drive strategic planning, product sales and tactical execution of plans. Teamwork: Develop and maintain effective relationships with business partners (e.g., Field RVPS, U/W, Product Management, Marketing, Business Center, Claim, etc.) Customer Focus: Ability to look from the marketplace inward by understanding different agent/customer constituencies.

Environmental/Work Schedules/Other
Requires travel 30% of time.

Physical Requirements
Operates standard office equipment. Requires extended periods of computer use.

Licensing or Certificates
Insurance industry certifications (i.e.: CPCU) desirable.

Equal Employment Opportunity Statement
Travelers is an equal opportunity employer.

Company

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WHO WE ARE

Imagine a Career With Purpose.

For more than 160 years Travelers has earned a reputation as a leader in personal, business and specialty insurance because we take care of our customers. When you work at Travelers, life’s most important moments become your life’s work. That means helping families feel secure, businesses to prosper, knowing that you’ve made a difference, and feeling like you belong to something bigger.


LIFE AT TRAVELERS

Imagine Playing a Role in Something Bigger.

A career at Travelers means being part of a team comprised of 30,000 + talented and passionate people that’s evolving to meet changing needs – from customer service to data science and beyond. If that’s more than you imagined in an insurance career, it’s time to join us at Travelers.


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