Overview
The Opportunity Geography Sales Manager will be responsible for: building brand recognition, increasing agency representation, building/strengthening local community networks, engaging with Centers of Influence with access to clients in these areas, with the goal of significantly increasing Chubb’s market share in these geographies. Lead Source Acquisition Responsibilities
The primary responsibility of this role is to develop tactics that have not been considered previously to drive new business growth/brand awareness in specific geographies. This will require the individual to create new strategies and test them in the market. The person will be responsible for pivoting if a tactic is not successful and continuously generating new ideas to increase production/brand awareness. This person will be expected to be a strategic thinker and must be willing to try new/previously untested tactics. Identify and appoint new independent agencies with Chubb Insurance Solutions Agency (CISA). Collaborate with local branch to find potential Personal Lines opportunities within commercial agency distribution as well as researching the agents located within target geographies that currently have no relationship with Chubb but exhibit potential for new business opportunity. Research potential Centers of Influence within the specific geographies and cold call to develop direct relationships. These Centers of Influence should be firms/individuals who have access to OG business and are willing to commit to a partnership to increase awareness of Chubb. Collaborate with Digital team to find and cultivate new Digital partnerships that have not yet been identified or explored. Collaborate with Home Office Marketing to develop and execute omni channel campaigns that are new to the geographies in effort to drive increased brand recognition in these areas. Immerse themselves in these cities/zip codes by joining associations, charitable foundations, meeting with local business leaders/owners, etc. to become better connected in each community and ensure greater awareness of Chubb. Work with a small population of existing agencies/producers ( Execution Responsibilities
Meet or exceed financial objectives for assigned territories, including by not limited to new business, hit ratio and quote results. Consistently analyze results and adjust as needed to achieve goals. Must be physically present in the assigned territories 4-5 days/week to successfully drive tactics. Build out specific, SMART plans with agencies and Centers of Influence that include long-term planning/relationship building, continued investments, ROI commitments, etc. designed to grow new client count/new business. Continuously analyze data and create/update business plans to build the pipeline, increase quote volumes, improve hit ratios, and grow new client/new business inassigned Opportunity Geographies. Build a robust pipeline of qualified new clients as a result of activities listed above. Consistently execute disciplined sales process to ensure consistent execution of best practices, including assessments, business plans, large account new customer table set/stakeholder mapping and Salesforce/supporting documentation. Provide support to small book of assigned agencies. This includes:
Training to understand Chubb’s products, services, and competitive advantages Organize and implement marketing campaigns, events and corporate directives that are designed for new customer development including new business guidelines Quote follow up and quote optimization
Collaborate with internal stakeholders such as Sales, Marketing, Digital, Underwriting, Risk Consulting, Product, Claims, Home Office (i.e., Valuable Articles team) and Branch colleagues. Qualifications
Competencies: Results Orientation: Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast-paced environment by:
Acting as a self-starter requiring little direction Identifying critical success factors to accomplish results and develop plans to achieve them Ensuring goals and objectives are measurable Continually looking for new, creative ways to improve business results and increase brand awareness
Adaptability: Agile learner who can quickly absorb information and apply it to current business situations by:
Responding well to change; handling multiple demands/priorities; adapting to best fit with situation at hand; handling conflict effectively; developing new skills quickly; accepting new responsibilities willingly; engaging new partners in various business environments: comfortable testing new strategies
Sales Acumen: Leverage market, business and technical knowledge and insights by:
Must demonstrate an excitement for uncovering new opportunities and confidence to initiate first point of contact with untapped COI’s/agents Possessing a big picture perspective and detailed operational understanding of area of responsibility Employing a disciplined sales process to ensure consistent execution of best practices Effective utilization of systems such as Salesforce to view dashboard information, review open opportunities and add updates, run financial reports, and summarize travel Strong negotiation, leveraging and value-based selling skills
Influence Management: Influence and inspire others by:
Communicating effectively and passionately about Chubb/Personal Risk Services Successfully persuading, convincing, and influencing others on “Why Chubb;” ability to effectively demonstrate the value of a future relationship with our company for those who have little to no experience with Chubb Anticipating and preparing for how others will react and overcome obstacles/resistance. Effective questioning and active listening skills. Leveraging relationships to close deals
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The Opportunity Geography Sales Manager will be responsible for: building brand recognition, increasing agency representation, building/strengthening local community networks, engaging with Centers of Influence with access to clients in these areas, with the goal of significantly increasing Chubb’s market share in these geographies. Lead Source Acquisition Responsibilities
The primary responsibility of this role is to develop tactics that have not been considered previously to drive new business growth/brand awareness in specific geographies. This will require the individual to create new strategies and test them in the market. The person will be responsible for pivoting if a tactic is not successful and continuously generating new ideas to increase production/brand awareness. This person will be expected to be a strategic thinker and must be willing to try new/previously untested tactics. Identify and appoint new independent agencies with Chubb Insurance Solutions Agency (CISA). Collaborate with local branch to find potential Personal Lines opportunities within commercial agency distribution as well as researching the agents located within target geographies that currently have no relationship with Chubb but exhibit potential for new business opportunity. Research potential Centers of Influence within the specific geographies and cold call to develop direct relationships. These Centers of Influence should be firms/individuals who have access to OG business and are willing to commit to a partnership to increase awareness of Chubb. Collaborate with Digital team to find and cultivate new Digital partnerships that have not yet been identified or explored. Collaborate with Home Office Marketing to develop and execute omni channel campaigns that are new to the geographies in effort to drive increased brand recognition in these areas. Immerse themselves in these cities/zip codes by joining associations, charitable foundations, meeting with local business leaders/owners, etc. to become better connected in each community and ensure greater awareness of Chubb. Work with a small population of existing agencies/producers ( Execution Responsibilities
Meet or exceed financial objectives for assigned territories, including by not limited to new business, hit ratio and quote results. Consistently analyze results and adjust as needed to achieve goals. Must be physically present in the assigned territories 4-5 days/week to successfully drive tactics. Build out specific, SMART plans with agencies and Centers of Influence that include long-term planning/relationship building, continued investments, ROI commitments, etc. designed to grow new client count/new business. Continuously analyze data and create/update business plans to build the pipeline, increase quote volumes, improve hit ratios, and grow new client/new business inassigned Opportunity Geographies. Build a robust pipeline of qualified new clients as a result of activities listed above. Consistently execute disciplined sales process to ensure consistent execution of best practices, including assessments, business plans, large account new customer table set/stakeholder mapping and Salesforce/supporting documentation. Provide support to small book of assigned agencies. This includes:
Training to understand Chubb’s products, services, and competitive advantages Organize and implement marketing campaigns, events and corporate directives that are designed for new customer development including new business guidelines Quote follow up and quote optimization
Collaborate with internal stakeholders such as Sales, Marketing, Digital, Underwriting, Risk Consulting, Product, Claims, Home Office (i.e., Valuable Articles team) and Branch colleagues. Qualifications
Competencies: Results Orientation: Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast-paced environment by:
Acting as a self-starter requiring little direction Identifying critical success factors to accomplish results and develop plans to achieve them Ensuring goals and objectives are measurable Continually looking for new, creative ways to improve business results and increase brand awareness
Adaptability: Agile learner who can quickly absorb information and apply it to current business situations by:
Responding well to change; handling multiple demands/priorities; adapting to best fit with situation at hand; handling conflict effectively; developing new skills quickly; accepting new responsibilities willingly; engaging new partners in various business environments: comfortable testing new strategies
Sales Acumen: Leverage market, business and technical knowledge and insights by:
Must demonstrate an excitement for uncovering new opportunities and confidence to initiate first point of contact with untapped COI’s/agents Possessing a big picture perspective and detailed operational understanding of area of responsibility Employing a disciplined sales process to ensure consistent execution of best practices Effective utilization of systems such as Salesforce to view dashboard information, review open opportunities and add updates, run financial reports, and summarize travel Strong negotiation, leveraging and value-based selling skills
Influence Management: Influence and inspire others by:
Communicating effectively and passionately about Chubb/Personal Risk Services Successfully persuading, convincing, and influencing others on “Why Chubb;” ability to effectively demonstrate the value of a future relationship with our company for those who have little to no experience with Chubb Anticipating and preparing for how others will react and overcome obstacles/resistance. Effective questioning and active listening skills. Leveraging relationships to close deals
#J-18808-Ljbffr