FM
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Regional Sales Manager – West Coast
role at
FM .
Base Pay Range:
$164,080.00/yr – $235,900.00/yr
FM is a leading property insurer of the world's largest businesses, providing more than one-third of Fortune 1000‑sized companies with engineering‑based risk management and property insurance solutions. FM helps clients maintain continuity in their business operations by drawing upon state‑of‑the‑art loss‑prevention engineering and research, risk management skills and support services, tailored risk transfer capabilities, and superior financial strength. FM relies on a dynamic, culturally diverse group of employees working in more than 100 countries.
Responsibilities
Lead region’s new business development activities, ensuring BDEs are frequently coached, developed, and mentored in the field.
Write profitable new business, guide and direct collaboration with Operations, and supervise management of the team’s sales funnels.
Ensure prospecting efforts produce well‑aligned clients who view FM as Trusted Advisors through effective use of the Client Service Process.
Train, coach, develop and mentor BDEs so that they:
Open doors, create new opportunities, and maintain a full funnel at all times.
Engage and collaborate with DMs, Operations management, and BDSs to meet individual and regional goals.
Develop the necessary skills and talent to sell risk improvement, close direct business, and win with brokers.
In conjunction with the Division Manager and VP of Sales, establish new business objectives at the region, division, operation, and individual levels, achieving targets such as:
New business premium and the percent direct quota quote/written ratio objective.
Number of calls.
Collaboration with divisional and operations management to support the sales process by targeting mutually agreed prospects.
Where appropriate, lead initiatives such as:
Working with the Sales Enablement Manager to expedite prospect qualification, research, lead development, and nurturing by business development specialists.
Developing, coordinating, and implementing an annual and three‑year strategic sales plan for the region.
Presenting the annual plan annually to Operations Management for the next 12 to 36 months.
Conducting quarterly meetings with BDEs to review “best few” and “in‑funnel” prospects.
Engaging and integrating BDEs in operations and working with Operations management to promote FM’s dual delivery strategy.
Evaluating BDE performance with Operations management.
Collaborating with Operations management to maximize relationships with brokers and consultants.
Leading the Client Service Process by striving for early CST appointments, collaborative prospect strategies, and using tools such as call plans, client service plans, and new business proposal templates.
In CRM document:
Call plans and reports for strategic calls and jointly drafted strategies and action items.
Developing client service plans with prospects and proposals that affirm value, confirm details, and demonstrate risk improvement plans.
Creating and maintaining sales territories of equal opportunity and workload for individual BDEs, leveraging BDSs to qualify prospects.
Ensuring BDEs continuously fill their funnel, especially while managing their best few prospects.
Training and coaching BDEs to collaborate with BDSs to move prospects down the funnel.
Ensuring all prospects are assigned to BDEs and keeping information in CRM accurate and up to date.
Using tools to plan and focus call activity on strategic players.
Coaching BDEs to meet minimum call quality criteria and dry‑running key meetings.
Establishing and monitoring annual call planning processes to achieve unique call objectives.
Setting monthly objectives for direct and face‑to‑face calls on strategic players.
Qualifications
A bachelor’s degree is preferred; an engineering or finance degree is a plus.
10 or more years in the insurance industry with proven leadership ability.
The annual salary will be determined based on individual qualifications. Employees enjoy a comprehensive Total Rewards program, including incentives, health and well‑being programs, retirement plans, career development, tuition reimbursement, flexible work options, and more.
Seniority Level:
Director
Employment Type:
Full‑time
FM is an Equal Opportunity Employer and is committed to attracting, developing, and retaining a diverse workforce.
#J-18808-Ljbffr
Regional Sales Manager – West Coast
role at
FM .
Base Pay Range:
$164,080.00/yr – $235,900.00/yr
FM is a leading property insurer of the world's largest businesses, providing more than one-third of Fortune 1000‑sized companies with engineering‑based risk management and property insurance solutions. FM helps clients maintain continuity in their business operations by drawing upon state‑of‑the‑art loss‑prevention engineering and research, risk management skills and support services, tailored risk transfer capabilities, and superior financial strength. FM relies on a dynamic, culturally diverse group of employees working in more than 100 countries.
Responsibilities
Lead region’s new business development activities, ensuring BDEs are frequently coached, developed, and mentored in the field.
Write profitable new business, guide and direct collaboration with Operations, and supervise management of the team’s sales funnels.
Ensure prospecting efforts produce well‑aligned clients who view FM as Trusted Advisors through effective use of the Client Service Process.
Train, coach, develop and mentor BDEs so that they:
Open doors, create new opportunities, and maintain a full funnel at all times.
Engage and collaborate with DMs, Operations management, and BDSs to meet individual and regional goals.
Develop the necessary skills and talent to sell risk improvement, close direct business, and win with brokers.
In conjunction with the Division Manager and VP of Sales, establish new business objectives at the region, division, operation, and individual levels, achieving targets such as:
New business premium and the percent direct quota quote/written ratio objective.
Number of calls.
Collaboration with divisional and operations management to support the sales process by targeting mutually agreed prospects.
Where appropriate, lead initiatives such as:
Working with the Sales Enablement Manager to expedite prospect qualification, research, lead development, and nurturing by business development specialists.
Developing, coordinating, and implementing an annual and three‑year strategic sales plan for the region.
Presenting the annual plan annually to Operations Management for the next 12 to 36 months.
Conducting quarterly meetings with BDEs to review “best few” and “in‑funnel” prospects.
Engaging and integrating BDEs in operations and working with Operations management to promote FM’s dual delivery strategy.
Evaluating BDE performance with Operations management.
Collaborating with Operations management to maximize relationships with brokers and consultants.
Leading the Client Service Process by striving for early CST appointments, collaborative prospect strategies, and using tools such as call plans, client service plans, and new business proposal templates.
In CRM document:
Call plans and reports for strategic calls and jointly drafted strategies and action items.
Developing client service plans with prospects and proposals that affirm value, confirm details, and demonstrate risk improvement plans.
Creating and maintaining sales territories of equal opportunity and workload for individual BDEs, leveraging BDSs to qualify prospects.
Ensuring BDEs continuously fill their funnel, especially while managing their best few prospects.
Training and coaching BDEs to collaborate with BDSs to move prospects down the funnel.
Ensuring all prospects are assigned to BDEs and keeping information in CRM accurate and up to date.
Using tools to plan and focus call activity on strategic players.
Coaching BDEs to meet minimum call quality criteria and dry‑running key meetings.
Establishing and monitoring annual call planning processes to achieve unique call objectives.
Setting monthly objectives for direct and face‑to‑face calls on strategic players.
Qualifications
A bachelor’s degree is preferred; an engineering or finance degree is a plus.
10 or more years in the insurance industry with proven leadership ability.
The annual salary will be determined based on individual qualifications. Employees enjoy a comprehensive Total Rewards program, including incentives, health and well‑being programs, retirement plans, career development, tuition reimbursement, flexible work options, and more.
Seniority Level:
Director
Employment Type:
Full‑time
FM is an Equal Opportunity Employer and is committed to attracting, developing, and retaining a diverse workforce.
#J-18808-Ljbffr