Essential Duties & Responsibilities:
Territory financial results
Meet or exceed expected revenue and profitability goals in assigned territory
Use Salesforce software to determine plan vs. actual revenue and profitability
Agent quality
Work with agents, ensuring they have acceptable loss ratios and claim frequencies
Manage agent NSF and delinquent accounts
Manage audit results
Manage quality assurance and discount management from agents
Rehabilitate agents and increase user acceptance
Grow and graduate agents to the next tier
Measure, communicate, and promotes all incentives and promotions
Manage out agents not meeting performance expectations
Product and system knowledge
Demonstrate a complete understanding of the Company's products and systems
Fully understand the Company's products' strengths and weaknesses to help in overcoming objections
Add value to the Company's systems and products with new ideas and by bringing awareness to what competitors provide
Territory knowledge
Demonstrate market awareness by knowing key competitors, their products, their strengths, weaknesses, and regulatory issues that may impact production
Add to and keep the Feature and Benefit analysis current (i.e. a document detailing features of AFFM and competitors in the state)
New appointments
Continuously sources and recommends for appointment. Aggressively appoint potential silver and gold agents who will add to the overall growth and profitability of the Company
Work with field training to onboard new agents and ensure alignment with Affirmative's expected quality and processes
Concentrate on getting new agents' production ramping upward as quickly as possible
Salesforce
Accurately record calls, visits, and other activity
Consistently log in to use reports helping route visits and increases production out of the designated territory
Maintain current critical agency data as required, validate and update at least quarterly
Maintain acceptable levels of agency contacts as compared to with peers understanding that seasonality and system issues impact all reps and all states equally
Work to improve constant contact bounce rate to be less than 5% with gold and silver agents
Qualifications and Education Requirements
Outgoing personality with excellent interpersonal skills
Demonstrated ability to bond with agents
Demonstrated ability to overcome objections
The ability to successfully train on products and systems
Sales and Customer Relationship Management experience preferred
Geographical Territory Management experience preferred
1 - 2 years of industry experience is a plus
High School Diploma or GED required; Some colleges preferred
A P&C license in the territory state is a plus
The ability to work Saturdays is required
The ability to travel without aid within the designated territory
May be required to travel up to 80% to 90% within a territory and to the various corporate offices, including overnight travel by air and/or ground carrier
Regularly subjected to changing priorities, time pressures, and constraints, and a high level of job-related
Regularly required to talk or hear in order to gather and present information
Preferred Skills
Bilingual English/Spanish capabilities are a plus but not required
Excellent oral and written communication skills
Ability to define problems, collect data, establish facts, and draw valid conclusions
Ability to interpret an extensive variety of technical information
Proficiency with Microsoft Office Suite with specific knowledge of Excel, Word, and Outlook
Ability to maintain the highest level of discretion, diplomacy, and confidentiality
Other Duties
This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
CBU