Florida Managing Director
General Summary
The Florida Managing Director leads the strategic direction, growth, and performance of the Florida market, ensuring the successful development of the local franchise and the achievement of key business objectives. This role carries full accountability for profitable block growth, quality sales execution, and an elevated client experience.
Principal Duties and Responsibilities
Overall strategic office leadership and development of local market franchise
Act as a senior representative of Unum in the local marketplace, exemplifying a positive, professional and uniform image
Operates with an external view – understands markets, competitors, customers, legislation, etc. and leverages that knowledge to identify revenue opportunities and drive growth
Broad responsibility for sales and client management
Positions the office for long term success through efforts focused on customer, broker and office investments
Delivers strategic messaging to entire office and ensures consistency in messaging to all employees
Prioritizes and maximizes limited resources
Overall accountability and ownership for profitable block growth and sales
Sales goal attainment for premium and coverages
Territory management – Broker and customer relationships (key accounts)
Territory alignment between core market teams and related goal assignments
Delivering office specific business plans that balance sales and profit
Overall responsibility for broker relationships, sales projections, renewals and persistency, quote/close activity
Accountable for driving key Client Manager activities (e.g. Client visits, Opportunity development and management)
Operational accountabilities such as pool management and renewal program management (in offices with no Director, Sales & Client Management role)
Office leadership and partnership with Director, Sales & Client Management and Director, Market Development
Visibility in the marketplace – involved in key broker/customer relationships (enabler to closing sales)
Ability to inspire the entire office and maintain an office work environment that is aligned with Unum’s vision and values resulting in the retention of high performing talent
Partner effectively with all Home Office partners to ensure Unum’s overall business objectives are focused in a collaborative way
Actively engages in regional and national efforts to improve the company's performance beyond their own office results
Affectionately manages the Director, Sales & Client Management and Director, Market Development (where applicable) – as well as an integrated team of Sales Reps and Client Managers (Core Market Team)
Ensures staffing levels are in line with business/office goals and objectives; owns overall staffing effectiveness and execution of staffing plan
Addresses performance management issues with team members in a constructive and timely manner
Job Specifications
Bachelor’s degree required with substantial experience in sales
In-depth experience and understanding of the benefits industry, in particular in the distribution aspects
Superior understanding of Unum’s products and services as well as underwriting and risk concepts
Licensed to solicit insurance in the states within assigned territory
Strategic thinker and able to quickly pivot to tactical execution through others
Proven success in a complex business role
Strong, demonstrated management experience
Excellent interpersonal and collaboration skills
Strong ability to influence and persuade
Strong oral and written communication skills as well as problem solving skills