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Responsible for the achievement of profit and growth goals within assigned wholesaler/aggregator/cluster channel. Plans and executes sales development programs that directly support business unit, segment or channel. Partners with sales and underwriting to implement cross-functional and/or cross-business unit strategic sales initiatives. Develops, grows and maintains business relationships with key groups or individuals within assigned channel. Serves as a primary business contact for cluster members and is responsible for agent satisfaction.
REPORTING RELATIONSHIPS: Reports to sales officer or sales director; no direct reports.
1.Executes sales development programs in support of wholesaler/cluster agents to meet business plan production and growth goals in assigned channel
2.Provides guidance, instruction, and consultation to agents in identifying actionable steps to increase premium and improve business plans
3.Responsible for on-boarding new cluster members through a formal on-boarding process
4.Manages individual cluster member to meet agreed upon commitment levels and monitors performance.
5.Implements business unit, channel or segment strategic sales initiatives
6.Leads webinars for both wholesaler sub producers including NBS for Nationwide Exclusive Agents and NSS as well as Cluster members
7.Provides front line support to Nationwide Exclusive Agents that have been certified for Direct Quote Access
8.Provides analysis and reporting on results and performance to management and select agents
9.Develops and maintains business relationships with key internal partners (i.e. sales, underwriting, risk solutions, solutions center, etc)
10.Keeps up-to-date regarding new state launches, new and/or changes to product or rates
11.Researches and obtains competitor information on products, rate filings, distribution strategy and shares with management
12.Maintains and services business relationships for assigned channel
13.Performs other duties as assigned
TYPICAL SKILLS AND EXPERIENCES:Education: Undergraduate degree in business administration or related field preferred.
License/Certification/Designation: Technical designations such as CPCU, CLU or equivalent insurance education are desired.
Experience: Minimum of two years experience in marketing, sales or underwriting in the insurance industry. Additional experience in personal lines underwriting is also preferred.
Proven knowledge of sales program implementation, distribution systems, and training concepts involving products, rules, and rating plans. Working knowledge of state laws and regulations required.
Skills/Competencies: Must have good verbal and written communication skills in order to distribute information to leadership and to motivate agents. Must be action oriented and drive for results. Must have working skills in common office software and personal computers. Ability to set work priorities and to initiate, evaluate and recommend solutions to upper management. Must have project management concepts and PC-based software programs skills. Ability to state laws and regulations required. Other criteria, including leadership skills, competencies and experiences may take precedence.
Staffing exceptions to the above must be approved by the hiring manager's leader and HR Business Partner.
Values: Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.
JOB CONDITIONS:Overtime Eligibility: Exempt (Not eligible)
Working Conditions: Normal office environment. Occasional travel within assigned region. A valid driver's license and safe driving record are required.
ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.
Credit Check: N/A
Safety Sensitive (SS): N/A
Additional Job Description
Compensation Grade: G
Responsible for the achievement of profit and growth goals within assigned agency plant/territory. Agent assignments typically consist of agencies that are best managed remotely. Develops and grows strategic sales relationships with agents to increase overall profitable sales in support of business unit goals. Plans and executes sales development programs that directly support Zone team. Partners with sales and underwriting to implement cross-functional and/or cross-business unit strategic profit and sales initiatives. Develops, grows and maintains business relationships with key groups or individual agents within assigned territory.
Core Duties and Responsibilities:
Leads and influences agents through execution of business plan and sales processes to drive new sales/increase shelf space, improve/maintain profit, and achieve client retention targets
Executes sales development programs to meet business plan production and growth goals in assigned territory
Provides guidance, instruction, and consultation to agents in identifying actionable steps to retain profitable clients
Manages agency rehabilitation and Grow or Go actions following company Best Practice
Responsible for on-boarding new cluster members following a formal on-boarding process
Responsible for product and systems training for entire product portfolio and Agent Resource Center including Private Client Innovations resulting in a self-service environment for the agent
Leads training via webinar, conference call, go-to-meetings, etc
Analyzes and reports results and performance to sales team and assigned agents
Develops and maintains external business relationships and key internal partners relationships (i.e. sales, underwriting, risk solutions, solutions center, etc.)
Researches and obtains competitor information on products, rate filings, distribution strategy in order to understand competitors and business opportunities which can be called out in agent training
Maintains and services business relationships for assigned territory
Updates Agency Profiles following Best Practice
Leads assigned agency reviews during Zone Agency Review meetings
Undergraduate degree in business administration or related field preferred
Minimum of 5 years industry experience in marketing, sales or underwriting. Additional experience in personal lines underwriting is preferred
Well-developed communication skills and relationship building skills
Ability to set work priorities and to initiate, evaluate and recommend solutions to upper management
Project management concepts/experience