General Description: Outside Commercial Lines sales position. Responsible for driving new business sales and retention for small business clients. Cross-sell referrals from other business units and establish a pipeline of clients with sales less than $10mm.
Responsibilities:• Achieve annualized new business sales goal of $80k in our target market of companies with sales of less than $10mm. • Meet new business activity and quality appointment goals. • Use USI resources to research prospects and develop customized messaging for prospects.• Understand and explain USI’s competitive differentiation to clients and prospects.• Develop sales business plan and use effective prospecting strategies. Overcome sales obstacles on a prospect-specific basis.• Build client and prospect pipeline. Develop cross-selling strategies for existing clients.• Innovate for clients using market knowledge and advanced understanding of technical insurance issues.• Take part in national vertical meetings and video calls.• Engage in meetings on preparing for first appointments and closing and retaining business.• Use USI’s contact management and sales automation tool to support sales processes. Input timely and accurate information to facilitate sales and revenue projections. • Participate in USI’s industry training and sales support programs. • Pursue cross-selling opportunities to enhance prospect and client relationships. • Work with account management team on significant Account Management services for clients. • Demonstrate strong knowledge of USI competitors.• Positively represent USI in meetings, seminars, trade shows, and networking events.
Knowledge, Skills and Abilities:• 2+ years of sales experience in an insurance brokerage with proven track record of sales success.• College degree preferred. • Must hold a Property & Casualty insurance license. • Strong knowledge of Property & Casualty insurance.• Personable, highly motivated, and goal oriented. Driven to achieve individual sales goals.• Superior communication, negotiation, and presentation skills.• Excellent organizational and follow-up skills. • Consultative, positive, and resourceful approach to dealing with prospects, clients, and associates.• Excellent listening skills with strong customer focus.• Ability to deal with senior level management and have a top-level executive presence.
Physical Demands:The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Employees operate office equipment including telephone - headset, computer, computer monitors, keyboard, mouse, copier, scanner, and mail machine. Physical tasks of job include driving, walking, sitting, standing, bending, and typing.
Analysis of Physical Demands:• Constantly (over 66% of time) work performed requires employees to drive to client appointments, have repetitive foot movements, walk on uneven or slippery surfaces to and from work and occasionally reach outward to grab things and bend.• Frequently (34%-66% of time) work performed requires employees to handle and grasp things, walk on normal surfaces, stand, and bend. • Frequently (34%-66% of time) work performed requires employees to use repetitive hand motions such as typing, using a keyboard, and sitting at a desk.• Rarely (< than 1 hour per week) work performed requires lifting/carrying items that range from 10-50lbs, pushing/pulling items that range from 10-50lbs, twisting/turning including reaching over shoulder or above head, kneeling or squatting.
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