Avp, Sales
1 month ago
- Who Are We?
- Solid reputation, passionate people and endless opportunities. That’s Travelers. Our superior financial strength and consistent record of strong operating returns mean security for our customers - and opportunities for our employees. You will find Travelers to be full of energy and a workplace in which you truly can make a difference.
- Job Category
Sales
- Target Openings
1
- What Is the Opportunity?
- Under the broad oversight of the FVP, Sales and Distribution, this role is responsible for maximizing the overall financial results of their designated region while leading a team of Business Development Managers. In addition, this role will be responsible for assigned key national operating initiatives for Sales and Distribution.
What Will You Do?
- NATIONAL AND TERRITORY DEVELOPMENT:
- Leads the strategic analysis and build out of the broker footprint including broker appointments (and terminations as necessary), analysis of demographics and development of prospect lists.
- Manage the overall relationships with large, complex and strategically important National Brokers, working to build mutually advantageous, sustainable business partnerships that meet agreed revenue, business mix and growth targets.
- Manage regulatory relationships with the IBC.
- Ensure compliance with all mandatory data management, reporting and legal/regulatory requirements.
- Leads the National Planning process with the FVPs and influence the setting of expectations, segmenting brokers, building plans and relationships with the largest brokers.
- BROKER DEVELOPMENT/PROCESS:
- Develop and execute Profit Center broker plans which will include diagnostic validation of the brokers ability to grow, implementation of development strategies and cultivation of new relationships.
- Creates customized plan for brokers; manages brokers to exceed plans; monitors expenses to budget.
- Leverages analytical support to identify opportunities to enhance our effectiveness with specific brokers and our portfolio.
- SALES MANAGEMENT:
- Through the Business Development Director and Business Development Managers, develop and execute sales plans designed to achieve our objectives with appropriate measurement of progress.
- Lead the S&D training program and be the conduit to the Training team to make sure our plans are sufficiently robust and executed to drive effectiveness in the day-to-day functioning of the sales teams and their sales skills deployment. This includes broker training as well as internal team training.
- Utilize sales data in broker behavior management relative to level of support, mix of business, and profitability.
- Ensures the Sales team is effectively identifying broker training needs that are adversely impacting business flow, and following up to confirm correction.
- BROKER COMPENSATION:
- Participate in the National Sales Initiatives Programs including strategic change recommendations and coordination with business units and support teams such as finance. i.e. Contingent Process Program for broker Bonus program.
- MARKETING INITIATIVES:
- Organize the integration of all marketing initiatives locally including management of the budget and calendar.
- Create and monitor broker contact strategy, and formalize the feedback strategy with brokers in an appropriate form.
- Cultivates relationships with political/trade groups/individuals locally.
- Perform other duties as assigned.
- Strong agency management experience preferably in small and middle market agency distribution.
- Strong general Management background with P & L accountability.
- Exceptional organization, quantitative reasoning, critical thinking, interpersonal, time management, verbal and written communication skills.
- Ensures effective coaching and feedback to enhance the effectiveness of the Sales force for long term success.
- Drive a regional franchise culture based on overall Profit Center success that results in profitable organic growth for the region.
- Drives Results.
- Leads change.
- Influences business unit initiatives to drive enterprise results.
- Understands business unit drivers and goals and supports their efforts.
- Promotes a collaborative culture.
- Drives enterprise initiatives.
- Organizes sharing of resources to maximize Profit Center success.
- Builds a profit center team that embraces the concept of Travelers Canada success.
What is a Must Have?
- Minimum of 8 years progressive experience in property/casualty insurance discipline.
- Commercial Lines or Personal Lines Underwriting, Product, or General Industry experience required.
- Bachelors degree required.
What Is in It for You?
- Health Insurance: Employees and their eligible family members - including spouses, partners, and children - are eligible for coverage from the first day of employment.
- Retirement: Travelers provides a core contribution of 3% of your total eligible earnings to your Deferred Profit Sharing Plan (“DPSP”). Travelers also matches your
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