Sales Executive, PL - job 2 of 2

Sales

Compensation Overview

The annual base salary range provided for this position is a nationwide market range and represents a broad range of salaries for this role across the country. The actual salary for this position will be determined by a number of factors, including the scope, complexity and location of the role; the skills, education, training, credentials and experience of the candidate; and other conditions of employment. As part of our comprehensive compensation and benefits program, employees are also eligible for performance-based cash incentive awards.

Salary Range

$91,800.00 - $151,600.00

1

Under general supervision, responsible for managing and developing a mid and/or moderately complex group of agency assignments. Position accountable for: Optimizing growth potential of a core group of Travelers independent agents while prospecting and appointing new agencies. Exceeding or meeting year over year growth and profit objectives; utilizing Travelers sales tools within a consultative sales framework. Developing competitor intelligence. Collaborating with team members in the region, home office, and business center on product, pricing, and agency management decisions. This position is based 100% remotely and may include a combination of mobile work and/or work from your primary residence. This position does not manage others.

What Will You Do?

• Agent Support:
• Responsible for substantial and/or complex Agency assignments. Applies agency diagnostics and segmentation for owned agents. Leads presentations and appointments for owned agents.
• Applies process of appointing new agents that meet production expectations of new business at Travelers. Prospects for new business.
• Identifies opportunities to cross sell Travelers products and shares information with other Sales Execs and/or agents.
• May facilitate workshops.
• Influencing the Sales:
• Responsible for profitable development of all agencies within assigned territory or agency assignment. Influences agents to quote and sell Travelers products to customers.
• Executes the sales strategy of growing Travelers market share in the territory by appointing and coaching new agents.
• Articulates a sales process that is mutually beneficial, and identifies solutions to agency needs.
• Provides consistent follow up and follow through with agents, peers and other team members.
• Agency Diagnostics:
• Completes strategic marketing plans for territory to identify opportunities and potential challenges from which strategies and tactics are developed.
• Builds and uses best practices regarding Agency Operations, works consultatively to follow up with plans, holding process owners accountable for agreed upon actions.
• Effectively understands and considers operational differences between small and large agencies.
• Diagnoses agencies' interests and ability to grow business and motivates agents to succeed.
• Initiates systematic marketing processes within each agency to attract and retain new business. Recommends business solutions (3R's) and programs to meet objectives.
• Directs customer service issues to appropriate resources, elevates all unresolved matter to ensure resolution. Validates data used to make strategic market changes.
• Has thorough knowledge of Travelers' computer systems and PIs platform; Assists agents with system/platform issues, and provides training as needed. Coordinates with trainers as needed; Ensures that agency staff are fully trained (products, services, automation and HQ in total).
• Identifies book transfer opportunities, negotiates transfer commitment, ensures successful outcome.
• Maintains flexibility in working with all social styles.
• Develops strategic agency plans that require disciplined accountability and follow up to meet business objectives.
• Understands Travelers Enterprise focus and appetites and seizes opportunities to cross-sell Travelers products by initiating cross-functional meetings.
• Stays current on product and pricing changes.
• Articulates company position and seeks out business with appropriate agencies to meet company objectives.
• Perform other duties as assigned.

What Will Our Ideal Candidate Have?

• Five year of sales experience or insurance industry experience preferred.
• Bachelor's Degree preferred.
• Intermediate knowledge of Agency Diagnostics: (Ability to accurately assess agency operations and provide strategic sales and marketing insight).
• Advanced ability to Influence the Sale: ability to convince current and prospective agents to represent and promote Travelers products and services.
• Intermediate ability to Advise Agents.
• Intermediate ability to deliver results: ability to focus on the bottom line and push self and others to meet set goals.
• Advanced Relationship Management skills: superior interpersonal skills and ability to work effectively with internal and external customers.
• Advanced Communication skills: strong verbal and written communication skills. Ability to deliver professional presentations.
• Advanced ability to demonstrate resilience: Maintains a high level of commitment to personally getting things done, assuming personal responsibility for achieving outcomes and works effectively with little direction. Dependable and responsible.
• Demonstrates advanced problem solving skills and ability to exercise decisive Judgment.
• Demonstrates Integrity.
• Intermediate technical savvy: Knowledge and or ability to learn new systems, applications and programs quickly and then to be able to explain to others.
• Advanced skill of Driving for results: Self-assured, responds confidently to objections, and does not give up easily. Advanced knowledge of Microsoft office products with ability to manipulate data in Excel, Word, and PowerPoint quickly and accurately.
• Intermediate Skills/Competencies: Demonstrates solid knowledge and ability and can apply the competency in the full range of typical situations with minimal or no guidance. Requires guidance handling novel or more complex situations.
• May guide other professionals.
• Advanced Skills/Competencies Defined: Demonstrated advanced knowledge and ability and can apply the competency in new or complex situations.
• Not Required.

What is a Must Have?

• A minimum of three years of professional and influential work experience required.