http://careers.travelers.com/go/Albany,-NY-Insurance-Sales-Jobs/19028/ View Albany, NY Insurance Sales Jobs at Travelers Tue, 09 Feb 2010 23:02:24 GMT en-us /view/client/travelers/images/home_logo.gif http://careers.travelers.com/go/Albany,-NY-Insurance-Sales-Jobs/19028/ 720
Job Title:

Inside Sales Executive, Select Accounts

Job ID:

792632

Location: NY-Albany

Available Openings:

4



Committed. Competitive. Constructing our Future.



That's Travelers. We are one of the leading insurance companies in the United States. Our superior financial strength and consistent record of strong operating returns mean security for our customers - and opportunities for our employees. You will find Travelers to be full of energy, and a workplace in which you truly can make a difference.



SUMMARY:

Responsible for achieving the financial plan through managing assigned distribution. Responsible for the execution of industry leading sales strategies; initiating and developing highly effective sales relationships with customers, distribution resources, and fellow employees. Creates tactical sales plans that provide for the profitable growth of respective segments - consistently delivering on Select Accounts flow and revenue goals.



Position requires state of the art consultative and transactional sales skills, superior knowledge of Select Accounts products and services, broad-spectrum knowledge of corporate enterprise wide capabilities, and exceptional influence management skills. Delivers sales success within our framework of corporate values. Assigned to those agents with smaller, Express-oriented books of business, or those agents geographically difficult to handle. All sales calls are telephonic, virtual sales calls.



PRIMARY DUTIES:

Identify and develop a flow of new customers that fit our profile and exceed our production goal Understand specific industry characteristics of each segment including key needs and buying patterns and use effectively in positioning our products, platform, and services

Develop annual agency flow and production goals

Work with designated distribution resources to develop sales plans for targeted segments

Own responsibility for managing assigned distribution

Establish strong producer relationships through high frequency of telephonic customer contact, clear knowledge of company strategy and joint sales planning

Help facilitate working relationships between distribution resources and AE-s

Own the execution of the Select Business Development Process and Best Practices

Maintain superior knowledge of competitor products and capabilities along with local market trends

Effectively articulate and position the Select Value Proposition

Demonstrate the ability to build partnerships with other business groups to identify and initiate multiple product solutions at the account level

Work collaboratively with other business units in the territory and prepare a comprehensive marketing plan designed to increase market share

Work collaboratively with other business units to remove roadblocks and administrative obstacles to ensure agents and brokers see Travelers as -easy to do business with-



EDUCATION/COURSE OF STUDY:

4 year college degree or related business experience



WORK EXPERIENCE:

2+ years insurance marketing or sales responsibility



COMMUNICATION SKILLS:

Exceptional verbal and written skills; listening skills and virtual presentation skills



COMPUTER SKILLS:

Effectively utilizes available office technology and internet applications (Work Queue;MS Suite; SE Toolbox, Lync, etc.)



OTHER:

Select/Enterprise Knowledge - demonstrates and applies knowledge of appetite; product; platform and Agency Compensation as well as Enterprise support services (Service Center, Claims, Billing, etc.)

Sales/ Sales Management - develops short and long term action plans based on analysis of relevant data; demonstrates exceptionally strong Professional Selling Skills; knows when and how to apply consultative and transactional sales skills;

Collaboration and Relationship Management & Resiliancy - ability to build and sustain long term productive internal and external relationships; ability to effectively deal with pressure, work related issues in professional and positive manner.

Influence the Sale - ability to effectively influence internally and externally;ability to convince agents to represent and promote Travelers products and services.

Agency Management - thoroughly understands agency business and behaviors; develops flow required to achieve annual goals; advising and consulting to agency constituents to develop mutually beneficial outcomes.

Adapting to Change - Adapting to changing situations, restructuring tasks and priorities as changes occur within business unit.

Decision Making - Uses resources, and data to make fact based decisions in a timely and efficient manner.

Financial & Business acumen- demonstrates market knowledge; territory awareness (including headroom opportunities and competitor strengths & weaknesses)

Integrity - Upholding a high standard of ethics and professionalism in all actions.



Travelers is an equal opportunity employer. We actively promote a drug-free workplace.]]> http://careers.travelers.com/job/ALBANY-Inside-Sales-Executive,-Select-Accounts-Job-NY-12201/728088/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W_RSS http://careers.travelers.com/job/ALBANY-Inside-Sales-Executive,-Select-Accounts-Job-NY-12201/728088/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W_RSS
Job Title:

Inside Sales Director, Select

Job ID:

792633

Location: NY-Albany

Available Openings:

Committed. Competitive. Constructing our Future.



That's Travelers. We are one of the leading insurance companies in the United States. Our superior financial strength and consistent record of strong operating returns mean security for our customers - and opportunities for our employees. You will find Travelers to be full of energy, and a workplace in which you truly can make a difference.



Inside Sales Director

Reports to the Regional Vice President (s)



Summary:

Responsible for the deployment, management, mentoring and development of an industry leading sales force. In cooperation with other Select leaders, creates and articulates a sales strategy that consistently provides a competitive edge in the marketplace. Builds organization capability in sales through effective tactical leadership of Select Accounts Inside Sales resources and executing state of the art disciplines and skills in a virtual environment. Consistently delivers on Select Accounts flow and revenue goals. Demonstrates a vision for sales success within our framework of corporate values.



Primary Duties:

Through Sales Executives (Inside), influence and drive effective Select-specific sales strategies leading to business success

Select, train, and develop effective Sales Executives (Inside) capable of articulating our Vision and operating within our Values and managing distributor relationships in a virtual environment

Continual in-person coaching and mentoring of Sales Executives maintaining cutting edge sales techniques

Accountable for proactive management measures of flow development, sales plan effectiveness, and customer satisfaction

Create an environment that fosters high performance, learning and initiative

Executes the Select business development process that delivers high quality flow and prospects to segment underwriters aligned with ISE-s

Work with Sales Executives (Inside), in collaboration with the Regional Sales Director, to develop annual and three year Sales plans with defined goals and objectives that support segment-specific strategies

Demonstrates the ability to build partnerships with other business groups to identify and initiate multiple product solutions at the account level

Maintains an understanding of all Travelers products, services and solutions and initiates discussions with other businesses units as appropriate

Shares field intelligence about trends and competitive practices with peers, RP-s, RD-s, and RVP-s to promote organization learning and opportunities

Develop an annual State Strategy for assigned agents

Exhibit superior knowledge of competitor products and capabilities along with general market trends

Work closely with Select Accounts staff to develop and implement growth strategy of individual segments

Functional knowledge of Commercial Lines products and services with broad-spectrum knowledge of corporate enterprise wide capabilities

Actively participate in management of key producer relationships within the Region, ensuring distribution channel alignment with business needs, coupled with effective administration of compensation programs

Support efforts of the corporate agency management team to manage key strategic distribution relationships with national brokers, regional brokers, Enterprise Elite, and other significant cross-enterprise distribution resources

Coordinates and collaborates with the Regional Sales Director in deploying Sales Executives (Inside) in support of the State Strategy



Leadership and Core Competencies:



Leading the Business:

Strategic & tactical leadership, able to set direction, provide vision, establish plans and execute tactics

Strategic agility, and strong understanding of the market place, trends and impacts

Change Leadership, ability to embrace and lead change

Strong business and financial acumen and knowledge

Strong critical thinking and decision making ability, understand trends, root causes and make recommendations based on information and data/facts.

Drives Results, able to set and measure desired goals, tracking outcomes vs expected results in a fact based manner.

Promotes and Enterprise Culture: Makes decisions that optimize the results and performance of the whole organization, not just the own business.

Leading Others:

Attracts and Retains Top Talent

Maximizes Individual and Organizational Performance-Provides coaching, counsel and leverages individual-s capabilities to perform at their best.

Holds others accountable and aligns performance rewards appropriately

Able to distinguish top/bottom performance and adjust development measures

Leading Self:

Communicates Effectively and Influences Others, able to articulate complex ideas so others understand.

Influences others without formal authority

Demonstrates critical thinking and able to analyze complex issues and problems, synthesize information to make key decisions.

Demonstrates Self Awareness, emotional maturity - balances confidence with humility.

Learns for mistakes and demonstrates resiliency.

Exhibits courage, conviction and credibility and high integrity in all interactions.



Technical Competencies:

Ability to provide influence and leadership in a sales marketing

Demonstrates knowledge of selling through intermediaries and distributors

Excellent ability to teach/coach on sales consultative selling and influence process

Platform skills, including facilitation skills

E- knowledge of systems and applications to facilitate processes

Demonstrated knowledge of how to manage a virtual sales environment



Experience/Education:

10+ years insurance marketing or sales experience

5+ years of proven managerial experience

4 year college degree or business equivalent

C.I.C. Preferred

Experience managing in a virtual sales environment



Travelers is an equal opportunity employer. We actively promote a drug-free workplace.]]> http://careers.travelers.com/job/ALBANY-Inside-Sales-Director,-Select-Job-NY-12201/728089/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W_RSS http://careers.travelers.com/job/ALBANY-Inside-Sales-Director,-Select-Job-NY-12201/728089/?utm_source=J2WRSS&utm_medium=rss&utm_campaign=J2W_RSS