Small Business Sales, Regional Sales Executive

We’re determined to make a difference and are proud to be an insurance company that goes well beyond coverages and policies. Working here means having every opportunity to achieve your goals – and to help others accomplish theirs, too. Join our team as we help shape the future.   

SUMMARY
The Regional Sales Executive (RSE) will direct, implement, and drive The Hartford's disciplined Small Business sales strategy to grow our industry leading small commercial market share in the Region.  The successful candidate will lead a high-performance sales team in developing superior trading relationships with a wide variety of distribution partners and models. This role is responsible for setting priorities for the territory, building a strong team which fosters collaboration and open dialogue, while involving staff in critical decision making and planning initiatives. The RSE is expected to develop strong relationships with Small Business’s key trading partners. 

This position is located in the San Francisco, CA or Sacramento, CA territory.

RESPONSIBILITIES
•    Strategy and Market Development, Sales Competency and Execution  
•    Meet and exceed all Sales Performance Goals including new written premium, total written premium, new policy counts, total policy counts and profit management.
•    Leads the sales team in a variety of geographic territories and drives operating routines to create consistent profitable growth.
•    Leverage data to analyze business trends to prioritize resources and strategies.
•    Balance day to day operational responsibilities while supporting broader strategic initiatives, driving project work to completion.
•    Build strong relationships with business partners; successfully navigate the organization, driving increased decision effectiveness and execution.
TALENT MANAGEMENT
•    Attract, select, develop, and retain high caliber talent.
•    Provide ongoing coaching, training, and mentoring for sales team members.
•    Ensure sales team leverages all sales tools, technology, and information to support sales efforts; drive consistency and add value to new/existing relationships.
•    Successfully execute the P&C consultative sales process.
•    Remove obstacles and set clear direction for the staff.
•    Foster staff development and establish clear individual and team expectations.
•    Provide timely and constructive feedback to staff and manage performance.
•    Develop and manage talent pipeline to ensure adequate staff levels to meet anticipated business needs.
•    Recognize and reward employees who exceed expectations.
TERRITORY MANAGEMENT
•    Successfully partner with Underwriting and Product Management peers to develop an aligned strategy to achieve the line of business and industry mix desired to drive profitable growth and increase market share.
•    Develop a thorough understanding of geographic sales territory, including the number and mix of agencies that have the market reach to meet the office's financial objectives.
•    Develop deep knowledge of territorial market conditions to understand how to leverage Hartford products, services, and resources within the marketplace to maximize business development opportunities.
•    Align and deploy Hartford resources to capture desired market share in territory.
•    Manage and monitor results to ensure actions and plans produce desired outcomes, adjusting as needed.
Agency Management/Agency Planning:
•    Develop a deep understanding of the agency footprint within the territory, their needs, and capabilities.
•    Build and leverage key agency relationships and resources to maximize market share.
•    Provide strategic and operational direction to the sales team to identify and uncover new business development opportunities.
•    Set territory goals and objectives through implementing the sales planning process. Align agency goals thru specific initiatives to drive profitable growth.
QUALIFICATIONS
•    A minimum of 7+ years of P&C outside sales, agency/territory management experience required.
•    A minimum of 5+ years of direct accountability for a sales team, P/L, performance assessments, succession planning preferred.
•    Established P&C agency relationships in the San Francisco, CA or Sacramento, CA area strongly preferred. Ability to maintain and grow external agency relationships required.
•    Highly regarded for leadership capabilities and relationship skills.
•    Strong financial, business and sales acumen.
•    Solid communication/presentation skills.
•    BA/BS degree, advanced degree preferred and/or relevant industry experience and designations (i.e., CIC, CPCU, ARM).

Compensation

The listed annualized base pay range is primarily based on analysis of similar positions in the external market. Actual base pay could vary and may be above or below the listed range based on factors including but not limited to performance, proficiency and demonstration of competencies required for the role. The base pay is just one component of The Hartford’s total compensation package for employees. Other rewards may include short-term or annual bonuses, long-term incentives, and on-the-spot recognition. The annualized base pay range for this role is:

Equal Opportunity Employer/Sex/Race/Color/Veterans/Disability/Sexual Orientation/Gender Identity or Expression/Religion/Age

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