Insurance Business Manager

Job description

Insurance Business Manager Job Summary The BDM position is a career development position with the objective of developing internal candidates for Regional Manager positions across ACE while achieving organizational growth, profitability, member service and compliance objectives through Direct Sales Unit or Field Sales Unit. Performance objectives may include insurance and membership goal attainment, retention, accuracy, profitability, organization / regulatory compliance, member service levels, call center service levels, closing ratios, lead utilization ratios and cross selling other club products / services through the direction of the Regional Manager or Vice President. The Business Development Manager (BDM) leads, motivates and manages insurance sales management and agent professionals in a challenging and complex environment. This position is responsible for supporting the Regional Manager by collaborating with Insurance Business Managers and support staff in the areas of goal achievement for membership, service quality and insurance sales performance and acts on Regional Manager's behalf in his/her absence. In addition, the position is responsible for the development of best practices throughout the Sales system while also serving as a liaison to Insurance Business Managers in support of insurance projects, compliance and task forces. This position reports directly to the Regional Manager or Unit Vice President. The BDM role is a temporary position that is intended for use in succession planning for a senior management role. The position of BDM is a developmental position that ACE may draw from to promote to higher levels of management, e.g., Regional Manager ("RM"). This position may require a change in job location periodically (within and outside the state where the BDM currently works) based upon business need and at the request of ACE management. Because of the temporary nature of the BDM role, BDMs that do not progress into the Regional Manager position after a reasonable period of time and for any reason, or who indicate an unwillingness to move to other geographic locations across ACE, may be removed from the position, at the discretion of Senior Sales Management Job Duties Develop and implement plans as directed by the Regional Manager or VP necessary for the achievement of sales production objectives (Auto, Home, Watercraft, PUP, and/or Membership). This includes; guidance and direction of subordinate sales management and sales staff, optimization of lead types and opportunities within the sales team and tracking, reporting and forecasting all sales metrics. Develop and implement plans necessary for the achievement of member service levels as measured by the Member Satisfaction Index, JD Power Survey and direct member feedback. Responsibility includes analysis of trends and developing strategies for improvement. Achieve optimum growth and financial results through effective utilization of marketing and other resources. Develop, adapt and implement sales and management strategies determined by lead types / mix, internal influences and external marketplace events. Ensure the necessary reporting structure is in place and utilized by subordinate management to ensure timely and effective follow up and utilization of all leads. Manage and achieve results. Optimize results through action-based analysis of applicable metrics, sales results, individual agent performance levels and prevalent marketing results. DSU – through effective utilization of complex call center specific technologies: Genesys telephone system, CC Pulse reporting, Center Manager scheduler, Soft Phone desktop interface, WFM scheduler, integrated outbound dialer. FSU – through effective analysis of quote volumes count/phone duties, outside events and activities. In conjunction with Human Resources, create programs that address the ongoing and evolving needs of sales development. Present training programs and conduct post-training evaluations that support organizational goals, objectives, philosophies and procedures. Coach and mentor Insurance Business Managers as necessary for development and achievement of organizational and regional goals. Responsible for achievement of organizational cross-selling objectives. Develop and implement strategies to optimize referral results with other Club organizations (Policy Management Group, Branch Operations and Member Service Center). Ensure members that do not qualify for Exchange products are referred to the In-house Agency. Support attainment of organizational Life Insurance goals by ensuring appropriate referral of qualified life insurance leads. Support other Club products through effective referrals. Provide guidance and support to Insurance Business Managers in managing, coaching, training and developing all subordinate staff. Identify career path opportunities for all staff and provide guidance and mentoring to develop skills necessary for advancement as required. Maintain required staffing levels through effective recruiting, hiring on-boarding and coaching skills of new employees. Provide training to staff on all new procedures, products, policies, programs, and any other changes in the operating environment, that directly impact sales, member service, policy issuance and profitability objectives. Develop constructive working relationships and contribute to special projects with internal departments to advance organizational goals and objectives. DSU – Provide leadership for the implementation of complex technologies in the sales contact center. Collaborate with internal operations staff and other departments within the organization for analysis of phone volumes, service levels, abandonment rates and other contact center metrics. FSU – Process amendment orders, inspections, and other policy work either in the office or offsite. DSU & FSU – Develop and implement necessary adjustments to staffing and scheduling to achieve desired performance levels. Coordinate activities with Marketing and internal operations staff for the implementation / optimization of lead programs, inbound / outbound / internet and mail campaigns. Fulfill the duties and responsibilities of the Regional Manager or IBM in his / her absence. Perform other duties as necessary. Work requires the ability to be resourceful, results-driven and self-managed to enhance the Regional Sales insurance operation while maintaining and adhering to corporate initiatives and procedures. Training and development of staff are critical components to the success of the unit. Qualifications Bachelors Equivalent combination of education and experience 4-6 years Insurance sales Required 1-3 years Insurance Business Manager Preferred Advanced verbal and written communication skills required. Advanced knowledge of company approved selling approach. Advanced knowledge of Microsoft Office software including, Word, Excel, and PowerPoint required. Advanced leadership/managerial skills. Prior training/recruiting and coaching/counseling experience required. Demonstrated ability of goal attainment required. Advanced organization skill required. Demonstrated ability to prioritize tasks and assignments required. Knowledge of Genesys soft phone, outbound dialer technology, Workforce Management Scheduling application and CCPulse or similar software/technology preferred. (DSU) Advanced knowledge of PRIME, HUON, MACS, MRM Portal, Jewel, or similar programs preferred. Incumbents must demonstrate the 12 identified competency attributes. Valid Driver's License, acceptable Department of Motor Vehicles record and minimum liability insurance - Issued by State Required Property and Casualty Insurance License, valid in selling state - Issued by State Required Associate in General Insurance - Insurance Institute of America Preferred Travel Requirements Local travel by car to sales offices throughout assigned territory. (40% proficiency) Remarkable benefits: • Health coverage for medical, dental, vision • 401(K) saving plans with company match AND Pension • Tuition assistance • Floating holidays and PTO for community volunteer programs • Paid parental leave • Wellness programs • Employee discounts (membership, insurance, travel, entertainment, services and more!) Auto Club Enterprises is the largest club within the national AAA federation. We have nearly 17,000 employees in 24 states helping more than 18 million members. The strength of our organization is our employees. Bringing together and supporting different cultures, backgrounds, personalities, and strengths creates a team capable of delivering legendary, lifetime service to our members. When we embrace our diversity – we win. All of Us! With our national brand recognition, long-standing reputation since 1900, and constantly growing membership, we are seeking career-minded, service-driven professionals to join our team. "Through dedicated employees we proudly deliver legendary service and beneficial products that provide members peace of mind and value.” AAA is an Equal Opportunity Employer Our organization participates in E-Verify