Regional Sales Leader

About the Role

Relation Insurance is a leading, innovative company with a strong commitment to excellence and a passion for delivering cutting-edge solutions to our clients. As a key player in the insurance market, we pride ourselves on our dynamic culture, collaborative environment, and continuous drive for success. The Regional Sales Leader’s primary focus is to oversee the day-to-day prospecting and sales activities of the sales producers assigned to the region, including recruiting and managing sales producers, evaluating performance, coaching, and driving organic growth.

Responsibilities

Key Responsibilities

• Sales Performance Management: Facilitate timely collaboration with the Vice President, Finance and Sales Operations, and Regional HRBP to address underperformance, including PIP documents, and ensure submission of signed documents for accurate recordkeeping. Prepare, present, and file quarterly updates on the validation process. Document and discuss scorecard progress, including book of business performance, new business sales, and pipeline.
• Champion Transformation and Change Management: Develop and deliver monthly and quarterly communications defining initiatives prioritized through sales and operation meetings. Participate in these meetings, outlining steps taken to champion transformation.
• Sales and Service Collaboration: Document and review collaboration efforts, including agendas, progress, timelines, and expectations for completion.
• Cultivate Regional Culture and Effectiveness: Visit offices in the assigned region at a designated frequency. Engage with clients and frontline team members to establish a continuous feedback loop.
• Close Large New Business Deals: Ensure monthly deals of $50k ($25k for Select) or more are closed in the region. Maintain a consistent pipeline to support monthly replication.
• Producer Skills Development: Meet with producers monthly to develop sales skills.
• Producer Accountability for New Business Development: Ensure 80% or more of producers achieve or exceed their assigned sales goals. Achieve the overall regional sales goal.
• Producer Recruiting: Find, interview, and evaluate producers that fit the Relation culture and support growth. Maintain the producer recruiting log. Ensure recruiting practices meet budget expectations. Develop a comprehensive understanding of the recruitment workflow.
• Regional Human Resources and Coaching Support: Facilitate timely collaboration with the Regional HRBP to address underperformance. Ensure submission of signed documents for accurate recordkeeping. Participate in scheduled training modules.
• Build Niche Practices: Develop a thoughtful strategy on niche markets, including methods to reduce cost and generate revenue (e.g., hiring practices for diversity, acquisitions for additional coverages, carrier segmentation).
• Generate Sales Ideas and Client Solutions: Identify and present ideas and solutions to challenges during monthly sales and operation calls.
• Drive Cross-sell Initiatives: Regularly communicate and celebrate cross-selling. Ensure cross-sell goals are achieved.
• Producer Tools Training: Ensure awareness and knowledge of available tools and resources.
• Pipeline Development: Ensure pipelines are at or above 2.5x of the sales goal. Coach and follow up with producers struggling to maintain or document pipeline expectations. Regularly evaluate producer pipelines to ensure opportunities are reliable and closing as expected.
• Promote New Business: Identify special incentives that assist with achieving stretch goals, hiring targets, and improved margins while remaining in budget. Work closely with the broking and compensation team and leverage national resources when possible.

Collaborative Responsibilities

• Drive Consistent, Timely Execution of Strategy Across Region: Communicate, lead, and evaluate enterprise and targeted initiatives.
• Set Regional Production Goals: Work with the Regional President to provide FP&A production goals in line with historical performance and enterprise growth targets.
• Regional Revenue and Expense Management: Achieve budgeted revenue and expense targets at the business unit and overall regional level. Develop and improve enterprise forecasting capabilities.
• Ongoing Carrier and Market Relationships: Coordinate with the Broking team to implement sales strategies that maximize carrier commissions and contingencies.
• Service Performance Management: Work with operation leaders to achieve a positive service satisfaction score.
• Promote and Protect the Brand: Actively participate in industry events and organizations, promoting Relation professionally. Deploy client service platforms.
• Secure New Products and Services: Engage with industry experts and maintain an understanding of new and upcoming products and services that give Relation a competitive advantage.
• Communications and Transparency: Remain highly visible and available throughout the organization, presenting strong and proud leadership.
• Budget Decisions Related to Appetite to Invest in Sales: Work closely with the Regional President, CFO, and other executive leadership during the budget process to make decisions on areas to invest and decrease spending to maximize performance.
• Create and Administer Enterprise Sales Compensation/Incentive Plans: Work with broking and compensation teams to provide perspective on incentives that will reward and motivate producers to achieve goals.

Requirements

• 5+ years managing sales producers in a $20mm+ revenue agency or brokerage.
• 10+ years of P&C and/or EB Insurance industry experience.
• Ability to travel as needed up to 50% of the time.
• Property and Casualty License required.
• Life & Health License preferred.

Benefits

• Competitive pay.
• Robust benefit program including family health and wellness programs, 401K, employee assistance programs.
• Paid time off and paid holidays.
• Career advancement and development opportunities.