Job Description

Director, Sales  | California (must reside in the state of CA and work West Coast hours M-F 8am-5pm PDT)

General Summary :

Under the general direction of the VP, Sales the Director, Sales leads a team of Sales Managers and Territory Managers in a multi-state geography. This position is responsible for the sales ownership components of new business production, renewal retention, total growth and profitability of assigned agents and partners within the territory. This includes but is not limited to owning and driving strategies to promote and achieve corporate goal targets, including key financial metrics, internal collaboration, and agent satisfaction. EMPLOYERS is a workers' compensation insurance carrier, preference given to those candidates that have live in CA and have a proven track record in Workers' Compensation insurance sales and leadership. 

Essential Duties and Responsibilities:

• Responsible for establishing and achieving new business production goals of their workers' compensation sales team.
• Responsible for creating annual revenue planning and budget targets for their workers' compensation sales team with influence of national targets and strategies.
• Direct and lead team in support of the unique distribution strategies for their respective workers' compensation sales teams.
• Oversee territory productivity and staffing levels, and make recommendations as needed.
• Determine staffing levels within scope of authority in order to ensure adequate staffing with appropriate capabilities to meet Company needs and ensure productivity metrics are achieved.
• Develop, mentor, and define performance expectations, address developmental issues, provide real time feedback, and establish operational and behavioral goals with and for the team.
• Develop and monitor goals related to growth, profitability, retention and new business production in line with overall business objectives.
• Manage team members and their portfolio of distribution partners.
• Lead and engage in organizational projects as needed.
• Understand business drivers and think strategically
• Successfully convey and execute company and departmental goals and philosophy
• Lead and/or coach team to:
• Grow and retain a profitable book of business
• Maintain strong product line and industry expertise and while gathering and sharing competitive information along with changes and trends in the local and national markets.
• Collaborate with UW Leaders to develop and maintain strong agency relationships with shared accountability in meeting territory goals. 
• Keep leadership, peers and UW Leaders informed of all issues and meaningful activities.
• Contribute to tactical and strategic business planning with UW and distribution partners.
• Provide professional, timely and courteous communication and service to internal and external customers to resolve issues.
• Work with state level insurance industry trade organizations to ensure EMPLOYERS is appropriately active as a visible and respected brand.
• Research and understand assigned states’ workers’ compensation legislation and regulations and disseminate your knowledge thereof to the sales and underwriting organizations in order to support informed pursuit of regional objectives.
• Work with corporate marketing to create informative material and tools to facilitate effective knowledge sharing and sales enabling tactics.
• Other duties as assigned.

Job Requirements:

• Bachelor’s degree or equivalent, preferably in business and/or marketing; or equivalent professional experience.
• 10+ years business experience in financial services or insurance industry (preferably workers' compensation) with a minimum of 5 years  in Sales leadership.
• Proven success in targeting, developing, and launching business to business agreements and partnerships; practical experience in building business to business relationships.
• Track record of creating opportunities to provide revenue growth.
• Experience working with external entities to achieve quality agreements, while managing expectations of internal dependencies.
• Strong negotiation skills, with ability to create win-win agreements.
• Understanding of costs and proposals to ensure profitable outcomes of projects.
• Strong capabilities in business modeling and analysis.
• Experience in selling and closing business through a solution selling strategy, preferably of an intangible or service.
• Easily approachable with ability to build rapport in a variety of client settings.
• Ability to develop deep and trusting relationships at all levels of a client organization.
• Self-motivated and self-confident; ability to work independently.
• High energy level with strong work ethic.
• Passion for quality and customer service.
• Perform in rapidly changing and ambiguous/uncertain environments.

Salary : $100,000- $160,000 + Comprehensive benefits package and bonus opportunity, please follow the link to our benefits page for details!

Work Environment/Physical Demands :

This role is REMOTE friendly, and only open to candidates currently  located in the assigned territory,  and within the United States.

It requires a suitable space that provides a private and quiet workplace.

EXPECTED WORK HOURS: Schedules are set to accommodate the requirements of the position and the needs of the organization and may be adjusted as needed.

TRAVEL: May be required to travel to off-site location(s) to attend meetings, as necessary.

This role potentially and will routinely use office equipment such as computers, phones, printers, and web conferencing technology as examples.

• This is largely a sedentary role; however, some mobility is required.
• May work early, late, or occasional weekend hours to accommodate business needs.
• Occasional lifting of a maximum of 30lbs.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

About EMPLOYERS:

EMPLOYERS is a dynamic, fast-growing provider of workers' compensation insurance and services, we are seeking a goal-oriented individual willing to put their ideas to work!

We offer a positive, challenging work environment, combined with an opportunity to build your career as you help us grow our business, in innovative and imaginative ways that are uniquely EMPLOYERS®!

Headquartered in Nevada, EMPLOYERS attributes its long-standing success to its most valuable resource, our employees across the United States. EMPLOYERS is known for the quality service and expertise we provide to our clients, and the exemplary work environment we provide for our employees.

We live and breathe our core values: Integrity, Customer Focus, Collaboration, Initiative, Accountability, Innovation, and Personal Fulfillment. These are the pillars that support how we do business with our clients as well as how we treat each other!

At EMPLOYERS, you’ll discover an energetic environment that inspires top achievement. As “America’s small business insurance specialist”, we have the resources, a solid reputation and an expanding nationwide identity to enrich your work/life and enhance your career. #LI-Remote

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