PRS Agency Sales Manager

Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions. Our clients include many of the most affluent families in the world, executives, business owners and top collectors of art, jewelry, wine and automobiles.

Chubb Personal Risk Services is seeking an Agency Sales Manager (ASM) for our Tampa Branch. The ASM position is an external facing sales role requiring daily, independent travel to assigned tier 1 and 2 agents and brokers. The territory will include the entire state of Florida, with agency assignments predominately in the Northeastern & Southwestern portions of the state. Travel to the Tampa, FL branch office will be a requirement, but the frequency of that travel will be based upon the applicant’s residence within the state.

The ASM will be primarily responsible for new client acquisition that meets Chubb’s account appetite and profitable growth expectations. The ASM will manage agents in partnership with an Agency Relationship Manager (ARM) who is responsible for the overall agency relationship management including renewal client management, retention, and cross selling. The ASM and the ARM will work as a team, with both individuals responsible for Written Premium Growth, the ASM assigned to new client acquisition and the ARM assigned to existing client new business and cross selling, for the same group of independent agents and brokers.

The ASM will report directly to VP Personal Lines Manager, Tampa Branch.

• Develop agency assessments and business plans with assigned independent agents designed to grow new business from new client.
• Identify new clients with annual premium of $5,000 to $250,000+ through effective pipeline development, account pre-qualification and territory analysis/management.
• Responsible for new client acquisition including pipeline development and pipeline management ultimately leading to closing deals.
• Responsible for new client quote follow up and quote optimization with agents.
• Travel within assigned territory 4-5 days/week supported by office time as needed for scheduling agency appointments, agency travel preparation and follow-up, Salesforce documentation etc.
• Provide support to assigned agencies with new client development sales matters.
  
  This includes:
  • Agency training to understand Chubb’s products, services, and competitive advantages.
  • Marketing campaigns, events and corporate directives that are designed for new customer development such as new business guideline changes.
• Analyze new business trends including quote volume, quality and hit ratio.
• Build and maintain strong relationships with assigned agents and brokers to meet or exceed financial objectives for assigned territory.
• Follow disciplined sales process to ensure consistent execution of best practices, including agency assessment, business plans and Salesforce documentation.
• Participate in internal meetings and report on results as appropriate.
• Work with agents and underwriting on new client quotes.
• Collaborate and interact with Sales, Underwriting, Risk Consulting, Product, Claims and Branch Administration.

• Results Orientation :
  Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast-paced environment by:
  • Recognizing and capitalizing on opportunities
  • Distinguishing what results are important with a focus on achieving high-payoff activities and goals
  • Challenging self and others to do better without minimizing accomplishments
  • Identifying critical success factors to accomplish desired results and develop plans to achieve them
  • Ensuring goals and objectives are measurable and focus on goals not activities
  • Continually looking for ways to change and improve processes to create improved business results
• Adaptability :
  Agile learner who can quickly absorb information and apply it to current business situations by:
  • Responding well to change
  • Handling multiple demands/priorities
  • Adapting to best fit with situation at hand
  • Handling conflict effectively
  • Developing new skills quickly
  • Accepting new responsibilities willingly
• Sales Acumen :
  Leverage market, business and technical knowledge and insights by:
  • Possessing a big picture perspective and detailed operational understanding of own area of responsibility
  • Employing a disciplined sales process to ensure consistent execution of best practices (agency assessments drive pipeline management, business plans set goals and drive execution of tactics, effective agency travel advances new business activities/results, etc.)
  • Effective utilization of Salesforce to view dashboard information, review open opportunities and add updates, run agency financial reports and summarize agency travel
  • Intrinsic curiosity paired with effective questioning and active listening skills
  • Strong negotiation, leveraging and value-based selling skills
• Influence Management :
  Influence and inspire others by:
  • Communicating effectively and…