Job Description
AVP, Commercial Lines Sales & Marketing is responsible for leading Hallmark Commercial’s sales and marketing efforts, with a primary focus on expanding the company’s distribution footprint through the prospecting, recruitment, and appointment of established Commercial P&C agencies. This role provides strategic leadership, manages the Sales & Marketing team, and partners across departments to drive profitable growth.
AVP, Commercial Lines Sales & Marketing is responsible for leading Hallmark Commercial’s sales and marketing efforts, with a primary focus on expanding the company’s distribution footprint through the prospecting, recruitment, and appointment of established Commercial P&C agencies. This role provides strategic leadership, manages the Sales & Marketing team, and partners across departments to drive profitable growth.
Job Duties
- Develop and manage sales and marketing activities that promote the brand and effectively communicate HCI’s product appetite and business objectives.
- Prospect, identify, and recruit established Commercial P&C agencies with strong production potential and alignment with HCI’s appetite. Build relationships with agency principals and Commercial Lines leaders, evaluate prospective agencies, and develop a pipeline of qualified new appointments.
- Conduct agency visits and presentations, manage prospects through appointment and onboarding, and track prospecting activity, appointments, and production in Salesforce to expand HCI’s presence in targeted markets.
- Partner with HCI leadership to identify profitable target markets, define sales and engagement metrics, and develop and execute marketing plans that support growth and profitability objectives.
- Lead agency management efforts, including performance tracking, rehabilitation plans, termination of underperforming agents, and identification and engagement of new agents in alignment with strategic objectives.
- Establish sales objectives and minimum performance criteria for commercial sales staff; coordinate sales and service efforts to achieve maximum results. Provides coaching and mentorship to direct reports.
- Manage HCI Elite Agent partnership activities, including regular engagement, quarterly performance reviews, and planning an annual Elite agent event.
- Track market and competitor trends; communicate relevant market intel to HCI Leadership includng changes in product offerings, rates, competitor entrants or exists, etc.
- Develop deep working knowledgeable of HCI’s commercial underwriting appetite, guidelines, and policy coverage language.
- Collaborate with Agency Licensing and Compliance team to optimize agency appointment and maintenance processes.
- Communicate regularly with HCI Leadership, Underwriting, Claims, and Licensing personnel, as needed.
- Other duties as may be assigned.
Independence
This position provides a high level of independence. The individual performing this job should be confident in his/her decision-making abilities and have a general understanding of when issues should be brought to Leadership or Human Resources.
Supervision
- Supervises 2-4 direct reports, including Business Development Representatives
Carry out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, hiring and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Education, Experience, Knowledge, And Skills
- Bachelor’s degree from a four-year college or university; or equivalent experience or training.
- Prior Commercial Lines sales and marketing experience with a successful track record required.
- Continuing education with certificates in CPCU, ARM or other similar industry designations preferred.
- Working knowledge of Salesforce preferred
- Strong working knowledge of Commercial P&C products including knowledge of coverage provided for all commercial lines of business.
- Basic knowledge of standard agent contracts, commission levels, and profit share schemes offered in the industry.
- Knowledge of agency management metrics and the ability to analyze relative data, draw appropriate conclusions and develop actionable items from the data.
- Ability to build internal/external relationships and develop long-term strategic partnerships.
- Ability to work in a team environment and be flexible to daily changing needs and job duties.
- Ability to analyze and solve problems by working closely with others to coordinate and complete projects.
- Excellent oral, written, and interpersonal communication skills.
- Proficient Microsoft Office Skills and competent understanding of company specific systems and tools.
- Occasional overnight travel required
Hallmark Financial Services is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
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