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Territory Sales Leader
AMERICAN SPECIALTY INSURANCE & RISK SERVICES IS A PROUD MEMBER COMPANY OF THE NATIONAL PROGRAMS DIVISION OF BROWN & BROWN, INC.
American Specialty is a nationally-recognized Managing General Underwriter serving the nation’s Sports, Leisure and Entertainment industries. To accommodate our continued growth, we are actively pursuing experienced Territory Sales Leaders (“Business Development Leaders”) to add to our talented team. Our Business Development Leaders will report to the Chief Marketing Officer or Regional Vice President/Team Leader of our Client Services department.
New sales teammates at American Specialty will experience a motivated and collaborative culture that focuses on successful teammate development, promotes independent thinking and believes in prideful teamwork.
We are interested in speaking with sales candidates at two experience levels: 1) those who possess two-to-five years of insurance sales experience, and 2) those who hold five-or-more years of applicable sales expertise.
These career opportunities are exempt/salaried positions and include a generous benefit package and liberal paid time off advantages. We offer 100% onsite (Fort Wayne, Indiana), fully-remote and hybrid work schedules once required training has been completed. In addition, eligible teammates are invited to participate in the company’s Employee Stock Purchase Plan that not only offers an automatic 15% discount on shares purchased, but one that reflects an impressive stock performance history.
Our Business Development Leaders (“BDLs”) are charged with cultivating and procuring profitable new business accounts and further-developing/retaining existing renewal accounts in order to successfully meet/exceed established annual premium and revenue growth targets. BDLs will market all program segments within assigned multi-state territory and work closely with dedicated, internal territory-based team to support broker/agency management and day-to-day account activities.
Business Development Leaders are expected to work under limited-to-moderate supervision and guidance (based on the role-holder’s developed level of expertise) from dedicated Client Services leadership. In addition, this role further develops and promotes the marketplace’s awareness of the American Specialty brand, products and services in an engaging and professional manner.
DAILY JOB DUTIES:
- Responsible for the development and successful acquisition of new and renewal business revenue from new and existing agency clients. Use judgment to determine how to identify the appropriate agency prospects within assigned territory. Evaluate and select the most effective touchpoints (phone call, email, video call, personal visit, etc.) to pursue and create interest in each identified agency or client prospect.
- Achievement of annual new and renewal production goals will hinge upon the ability to build relationships, determine agency potential, cross-sell available programs, and increase agency production (adding new agencies and going deeper with existing agencies).
- Monthly calling of an established new business plan ("pipeline") is required, along with identifying new prospects to add to the pipeline on an ongoing basis.
- Evaluate each new prospect to determine if it meets American Specialty's target market and underwriting standards. Work with Underwriters to provide necessary information and guidance to the development of insurance proposals.
- Determine the most effective manner to present the insurance proposal to the agent and/or prospect. Be sensitive to feedback from agents/prospects and suggest modifications/enhancements in order to successfully write the account in accordance with Underwriting goals.
- Program success is determined by profitable business in accordance with American Specialty's established guidelines, as well as the individual attainment of the production criteria established by American Specialty.
- Evaluate service requests from developed agents and determine the best method to respond in compliance with standard industry protocols.
- Any other job-related duties as assigned by the Sales Leadership team.
QUALIFICATIONS/EXPECATIONS
To perform this role successfully, this individual must be able to perform each essential duty listed above satisfactorily. In addition, the requirements and skills reflected below are representative of the knowledge, skill level, and abilities required to succeed in this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Bachelor's Degree in Insurance & Risk Management, Sales, Marketing, Business Management, etc., OR two+ years of commercial insurance sales expertise
- Active Indiana Property & Casualty and Life & Health licenses (preferred), or successfully obtain required licenses within three months of hire date
- Strong technical knowledgebase
- Proficiency with Microsoft Office Suite applications and ability to quickly adapt to internal proprietary system
- Well-developed persuasion, negotiation, and communication skills, including written, verbal and presentation
- Critical thinking and problem-solving abilities
- Analytical skills to understand complex coverage details and underwriting guidelines
- Interpersonal skills to build trust and rapport with prospective/existing agents and ability to develop strong working relationships across internal functional areas
- Organization and effective time management skills to succeed in a largely autonomous, fast-paced sales environment
- Self-discipline to effectively and efficiently work independently, under limited-to-moderate supervision and guidance
- Possess and display a sense of team spirit
- Polished, ambitious professional with prideful work ethic and ability to successfully work with and alongside people at all levels
TRAVEL
Routine travel is required to visit new and existing agency relationships within assigned territory
LOCATION:
Open to remote work locations, but Fort Wayne, Indiana is preferred.