Sales Team Leader [United States]

 

Pharmacists Mutual Insurance Group has an opening for a Sales Team Leader. This role is responsible for the execution and achievement of sales, marketing, education and other Company plans. This leader is also responsible for successfully managing and leading a team of sales professionals. It is accountable for properly and successfully managing key accounts and their performance. It reports to, and collaborates with senior leadership on day to day operations and develops annual sales strategies and business plans. The AVP and VP levels of this position are promoted or hired on an approved and as needed basis.

Sales Team Leader

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• Makes timely decisions, with guidance and direction from primary stakeholders.
• Engages with the Sales team leadership to develop and implement sales initiatives that meet our Company's goals and objectives.
• Develops leadership style and motivates team to achieve a common goal by demonstrating the professional behaviors expected.
• Learns to identify strengths and growth needs of team members and how to engage in development discussions.

Essential Functions

Essential functions may include, but are not limited to the following:

• Manages a team of sales individuals to meet or exceed assigned corporate sales and growth goals.
• Ensures proper management and utilization of CRM system within the team.
• Ensures that assigned sales staff are provided support to increase their sales and success through effective territory management and business planning.
• Reviews and determines whether a business needs to be realigned in order to improve the maximum potential for exceeding growth goals.
• Ensures that leads for new prospects are effectively prioritized, qualified and converted to new members through the use and management of available customer tools.
• Spends an appropriate amount of time coaching and mentoring on the logistics of servicing and sales techniques needed to grow new and existing business.
• Builds relationships with key/white glove accounts as assigned.
• Responsible for the direction of the sales staff to ensure consistent delivery of services that meet or exceed member expectations and complies with regulatory and Company standards.
• Attends educational events, all necessary meetings and provides feedback to senior leadership related to the effectiveness of training.
• Ensures that sales staff are presenting all proposals and new coverage to our members in a timely manner.

Knowledge, Skills and Abilities

• Effectively sold Property & Casualty and/or Life Insurance products
• Successful track record of achieving and/or exceeding sales goals
• Ability to manage and lead a sales team through: accountability, and the establishment of performance metrics to monitor production, quality, timeliness and excellent member service.
• Knowledge, skill and ability to develop and train the sales team to assist them in: prospecting, generating new sales, retaining business, and successfully executing their job duties, including new hires.
• Implements marketing and sales programs (promotions and product launches with performance expectations, monitoring results of implementation, providing regular reporting and feedback to ensure effective sales support of their Field Representatives and resulting sales growth. Includes feedback and/or suggestions for regional and national Sales meetings.
• Thorough knowledge of employee management principles including hiring, supervision, training, retention, and performance evaluation if applicable.
• Skill and ability to manage complaints, problems, disciplinary actions and/or questions within the team or outside the team that may escalate through the chain of command if applicable.
• Evaluate performance of the team member through a performance management program and system, and generate recommendations to contribute to their professional growth if applicable.
• Ability to ensure the team is properly managing company expenses if applicable.
• Analyze information, plan and track budgets, and develop standards/metrics.
• Ability to use initiative and apply innovative thinking while effectively managing the team, including setting priorities, objectives and goals if applicable.
• Effectively communicate ideas and suggestions to executive management.
• Correct English usage, spelling, grammar, vocabulary and punctuation.
• Ability to work independently to make critical decisions and analyze complex issues.
• Ability to interpret and apply laws, rules and regulations in consultation with Legal Counsel.
• Utilizes sensitive information discreetly and objectively.
• Determines when to escalate concerns to the appropriate level of management.
• Ability to set priorities, meet deadlines and manage diverse projects simultaneously.
• Utilizes computer and related software effectively.
• Strong analytical skills, with high degree of organization and attention to detail.
• Exceptional oral and written presentation skills.

Experience and Education Qualifications

Sales Team Leader

• High School Diploma or equivalent and 20 years of related experience with at least 5 years in leadership; or
• Associate’s Degree or equivalent and 15 years of related experience with at least 3 years in leadership; and
• One of the following insurance related certifications: Chartered Property Casualty Underwriter (CPCU), Chartered Life Underwriter (CLU), or Certified Insurance Counselor (CIC)

OR

• Bachelor’s Degree and 8 years of related experience with at least 2 years in leadership; or
• Master’s Degree and 6 years of related experience with at least 1 year in leadership

Special Requirements, Licenses and Certificates

• Property and Casualty License and Life License

Physical Requirements/Work Environment

Physical Requirements

• Vision sufficient with correction to read small print in communications, policies and on the computer screen
• Hearing or other means sufficient to understand conversations in person and over the telephone
• Speech sufficient to make oneself heard in person and over the telephone
• Mobility sufficient to move around in an office setting
• Dexterity sufficient to operate standard office equipment
• Strength sufficient to lift and carry routine office equipment weighing up to 30lbs.
• Endurance sufficient to maintain productivity throughout entire shift
• Ability to handle high levels of stress

Work Environment

• Primary work environment is in a climate-controlled office setting
• Position involves significant travel time, including consecutive multiple weeks away from the office

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