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Job ID :
97724
Location :
Anniston, AL US
Level :
Senior Manager
Job Category :
Sales
Description :

Where good people build rewarding careers.

Think that working in the insurance field can’t be exciting, rewarding and challenging? Think again. You’ll help us reinvent protection and retirement to improve customers’ lives. We’ll help you make an impact with our training and mentoring offerings. Here, you’ll have the opportunity to expand and apply your skills in ways you never thought possible. And you’ll have fun doing it. Join a company of individuals with hopes, plans and passions, all using and developing our talents for good, at work and in life.


Job Description

The Regional Sales Manager (RSM) has the responsibility for generating profitable growth and increased market share within an assigned geographical territory, additionally, the RSM is accountable for ensuring new agencies receive the proper support to achieve successful business results and to develop into larger more successful agencies.

The job is accomplished by effectively influencing and directing the successful deployment/sale of various insurance products within a defined geographic market. Strong competitor knowledge including, but not limited to, the use of comparative raters, agency management systems (AMS), automated re-quote processes, and industry benchmarking (e.g. Big I & Trusted Choice) are needed to successfully deliver results and support achievement of Encompass strategic priorities.

The RSM must maintain strong business relationships and, through demonstrated sales leadership, gain agency support and alignment in order to deliver Company sales and service goals.  The RSM serves as the bridge between strategic (e.g. Regional Sales Director) and tactical (e.g. Territory Sales Consultant) sales leadership.  

The Regional Sales Manager position is based in the field, leads several Territory Sales Consultants (TSC) and reports to a Regional Sales Director (RSD)

Key Responsibilities

Leadership

  • Develops, with input from the Regional Sales Director (RSD), a territorial strategic business plan (sales results, marketing, independent agency deployment/appointments, communication, education, sales leader development) that supports the achievement of the region’s overall business plan and ensures the success of new and existing independent agency development
  • Manages the region’s agency business objectives efforts, ensures successful integration between the strategic deployment leader, Territorial Sales Consultants (TSCs), Inside Sales, key accounts and alternative distribution, HR Business Partner, and Home Office sales leadership
  • Reviews and coaches TSCs regularly regarding establishment of annual business plan objectives and progress achieve goals within the territory, region, and Company
  • Provide ongoing and frequent performance feedback to guide and develop TSCs related to achievement of business results and professional development objectives.  Supports development of future leaders including providing constructive and actionable performance feedback and documenting as directed by sales leadership
  • Manages performance, compensation, development and all other aspects of talent manager for direct reports in collaboration with their immediate leader and home office sales leadership
  • Communicates information concerning: sales promotions and incentives, revenue and bonus structure, company, industry news and compliance
  • Manages the agency results measurement process
  • Assists TSCs in developing profitable growth strategies for the territory, to include new customer acquisition, cross-sell, and retention processes
  • Champions new ideas and initiatives; identifies new business opportunities and makes them a reality/ fosters innovation and risk taking
  • Leads and executes agency development and/or consulting strategies
  • Accountable for the achieving the territorial recruiting and staffing plan
  • Day-to-day management of TSC activities including travel, agency visits, visit documentation, accountability meetings and other activities as needed
  • Ensure compliance with state, Encompass and/or Allstate rules, regulations, programs and guidelines

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Consulting

  • Directs TSCs in developing and implementing strategies for consulting with independent agents to achieve sales and business objectives.
  • Helps all direct reports identify more virtual consulting opportunities to gain efficiencies; and shares best practices learned across sales.
  • Provides sales expertise and consultation to sales leaders to generate profitable growth, revenue improvement and market share growth in the assigned market.
  • Oversees the education, implementation and consistent application of processes & methodologies for new and existing agency consulting; influences adoption of strategic initiatives by TSCs.
  • Monitors and measures performance criteria of TSCs work with agencies through direct travel with the TSCs as well as leveraging the available best practice and CRM tools.
  • Assists TSCs in developing marketing, staff management, and operational process strategies.
  • Identifies overall opportunities in agencies within the region to help TSC’s assist agencies in attaining desired future state.
  • Coaches, mentors and influences others to accomplish goals
  • Anticipates and drives changes to work processes to support changing business tactics, including identification and recommendation of best practices, process improvements and new tools.
  • Highly-proficient in data manipulation, report analysis and analytical tools allowing for fact-based decisions in support of market objectives.  Coaches TSCs in the same.

     Sales Leadership Staffing

  • Works with the RSD to develop the territorial staffing plan and identifies the leadership needs for each territory and assigned market.
  • Actively evaluates existing sales leadership to determine if the territory has the right individuals in the right positions, determines if there are staffing gaps or deficiencies and recommends actions to close identified gaps.
  • Identifies potential TSC candidates from both inside the Company and from the external business environment.
  • Interviews TSC candidates, reviews qualifications and evaluates candidates’ skills and competencies.

Agency Appointments

  • Works with the Strategic Deployment Leader (SDL) to identify deployment opportunities in the territory for the placement of additional independent agents. 
  • Works with the RSD and SDL to create a territorial appointment plan and communicates appointment objectives to TSCs.
  • Achieve assigned region/territory appointment goals
  • Evaluates TSC appointment plan performance and holds them accountable for results
  • Monitors and measures all recruiting activities; builds a recruiting pipeline (prospects) with TSCs;
  • Works with SDL to ensure recruiting pipelines objectives are achieved.
  • Interviews agency candidates in collaboration with TSCs;
  • Provides feedback to the SDL on viable independent agent candidates prior to final approval of candidate.
  • Reviews and approves files on IA appointments with RSD.

Relationship Management

  • Works with RSD to coordinate company initiatives with sales strategies so that there is an integrated approach by the Product Management, Marketing, Corporate Relations, Sales, Finance, and Human Resources departments for achieving business objectives.
  • Builds and maintains a collaborative working relationship across the sales functional areas and proactively shares information to ensure a common vision and partnership in support of profitable growth.
  • Holds direct reports accountable for similar partnerships with their respective peer groups.

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Development

  • Leads change in people, structure, processes and encourages new and innovative methods to achieve high level results.
  • Coordinates direct report education and development through mentoring and formal education.
  • Fosters an environment that encourages continuous growth and development for self and for direct reports.
  • Ensures that annual development plans are documented and executed for self and for all direct reports.
  • Blends people into teams when needed; creates strong morale and spirit, defines success in terms of the whole team; creates a feeling of belonging in the team.
  • Completes checkpoint and progress review documentation as part of the employee performance management process.

Knowledge/Skills/Abilities/Experience

Experience and Knowledge

  • 4 year college degree preferred
  • Recommended minimum 7-10 years combined sales management experience in P&C
  • Strong knowledge of the Independent Agency channel, including industry competitors, major brokers and national industry associations
  • Proven track record for obtaining business results through the development of effective internal relationships within the sales organization and across other business functions.
  • Experience in field sales leadership and P&C sales
  • Consults on Comparative Raters, AMS systems and automated re-quote processes

Analytical and Technical Skills

  • Possesses general P&C product knowledge
  • Possesses strong oral and written communication skills
  • Demonstrates strong ability to analyze financial data and assess market conditions, trends and indicators
  • Displays knowledge of all aspects of sales process and drivers (examples include: projections, goals, targets, shop, buy, cross-sell, retain, profitability, compliance, quality)

Non-technical Skills

  • Superior interpersonal skills – can quickly develop relationships and inspire trust, treats producers in a manner consistent with their respective agreements with the Company
  • Strong communication skills - includes presentation, business writing, negotiation, motivation and relationship management
  • Fosters a collaborative working relationship with Sales and other areas of responsibility/centers of expertise in Home Office
  • Problem solving – uses seasoned judgment by applying broad knowledge and experience when addressing complex issues
  • Development - fosters an environment that provides learning opportunities and support to direct reports.
  • Planning and organizational skills - can marshal resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently
  • Ability to negotiate and influence others
  • Ability to persuade others or gain acceptance of complex ideas where difficult but necessary to achieve goals
  • Ability to accommodate overnight travel

Required Licenses (including certifications)

  • Industry certifications preferred
  • MBA and or industry certifications preferred (CPCU, CHFC/CLU)


The candidate(s) offered this position will be required to submit to a background investigation, which includes a drug screen.

Good Work. Good Life. Good Hands®.

As a Fortune 100 company and industry leader, we provide a competitive salary – but that’s just the beginning. Our Total Rewards package also offers benefits like tuition assistance, medical and dental insurance, as well as a robust pension and 401(k). Plus, you’ll have access to a wide variety of programs to help you balance your work and personal life -- including a generous paid time off policy.

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Allstate generally does not sponsor individuals for employment-based visas for this position.

Effective July 1, 2014, under Indiana House Enrolled Act (HEA) 1242, it is against public policy of the State of Indiana and a discriminatory practice for an employer to discriminate against a prospective employee on the basis of status as a veteran by refusing to employ an applicant on the basis that they are a veteran of the armed forces of the United States, a member of the Indiana National Guard or a member of a reserve component.

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