Managing Director Sales - Middle Market (Commercial and Employee Benefits)

Primary Responsibilities

• Meet segment and regional new business objectives.
• Build and sustain a high-performance culture through recruiting, hiring, developing, and retaining a highly motivated and successful team of Advisors and Business Development Leaders.
• Develops and executes new business development strategies to consistently meet new business objectives across all segments.
• Partners with the business segment MDs to champion an exceptional client experience.
• Analyze industry leading market trends to discover new opportunities for colleague growth and firm updates.
• Inspire loyalty and commitment necessary to maintain motivated, productive, and competent team.
• Create a team culture that is positive, motivating, and performance driven.
• Guide the use of forecasting, and reporting, tools to drive development and accountability across the regional sales organization.
• Implements training programs with focus on process and continuous improvements and colleague development.
• Mentor, support, and coach leaders and Advisors to be successful in their roles.
• Executes the SCORE training model across all segments.
• Accountable for the team’s sales activity documented in the appropriate CRM, including driving prospect identification & development, and successful campaign development.
• Identify and generate new sales opportunities through analysis and discovery.
• Drive Advisor integration and training with newly partnered firms, including collaborating with other leadership to communicate, train, and deliver the value proposition.
• Report monthly on regional sales results and suggest innovative sales techniques to increase client experience.
• Participate in sales meetings to review sales activities and prospective clients with leadership.
• Develop a working knowledge of commercial lines/private risk and employee benefits value prop.
• Maintain an understanding and knowledge of insurance industry and underwriting criteria for Insurance Company Partners represented by firm to effectively communicate to all involved.

Knowledge, Skills & Abilities

• Exceptional written, verbal, and interpersonal communication skills.
• Ability to measure, analyze, and drive key performance indicators.
• Ability to consult on complex benefits strategies and solutions.
• Possesses highly analytical mindset and profound knowledge of using metrics and data to support effective sales behavior.
• Successful track record building, managing, developing, and retaining high performing sales teams.
• Possesses business acumen and emotional intelligence.
• Demonstrates the organization’s core values, exuding behavior that is aligned with the firm’s culture.
• Basic knowledge of Microsoft Office Suite (Word, Excel, PowerPoint, Outlook).
• Ability to learn any other appropriate program or software system used by the firm as necessary.

Education & Experience

• 7 years of experience in sales leadership, 10 years’ experience in direct or outside sales, consultative selling, and 5 years of commercial insurance experience required; 7-10 years of experience in sales leadership, 10+ years’ experience in direct or outside sales, consultative selling, and 5+ years of commercial insurance experience preferred.
• Certification(s): None required; None preferred.
• Licenses: None required; None preferred.

Important Notice

• Experience with Agency Management Systems and/or other CRM-related software.