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Director of Sales, Employee Benefits
The Director of Sales is primarily responsible for managing the employee benefits field sales producers to achieve profitability and ensure a strong pipeline of prospective accounts. In addition, the Director of Sales will also be responsible for sourcing new business, strengthening existing customer relationships and networking to cultivate and maintain the EB book of business. The position demands an elevated level of leadership, networking, customer service and team building skills.
Duties of the Director of Sales include, but are not limited to:
- Ensure all sales producers follow procedures of the Cross Basic Procedure Manual.
- Responsible for establishing and coordinating annual sales goals and business plans.
- Work with President of Employee Benefits to ensure books of business and commission draws for each sales producer are supporting costs associated for the same.
- Closely monitor sales to date and pipeline for unvalidated sales producers.
- Work with Employee Benefits Management to ensure sales producer and account management relationships are fruitful and cohesive.
- Work with Employee Benefits Management to ensure renewal and new business workflows are put into effective practice by sales producers, including by not limited to completion of Cross Annual Quality Management Checklists.
- Work with sales producers and account management to ensure account retention, retention goals, and agency goals regarding percentage of retained business through proactive measures.
- Participate, as needed, in interviewing, hiring and development of department staff.
- Recruit new sales producers and provide mentorship.
- Facilitate training for sales producers and provide mentorship and guidance to sales producers
- Oversee cross-sell initiatives with other departments and branches of Cross Insurance including Commercial Business, Personal Lines, etc.
- Coordinate networking initiatives for sales producers and attend networking events within community.
- Understand the daily business operations and exposures of prospects and customers.
Required Qualifications:
- Proven industry sales and retention achievement
- Strong leadership aptitude
- Must maintain an active L&H License (Consulting License preferred)
