Managing Director of Sales

The Managing Director of Sales leads the new business development strategy and execution across all segments for the Region to achieve new objectives. In addition to ensuring the region meets new business objectives, the Managing Director of Sales leads the strategy and execution of Advisor and Sales Leader recruiting and onboarding. The Managing Director of sales ensures consistent execution of the SCORE model, and advisor delivery of the value prop at the point of sales across all segments.

POSITION SUMMARY:

• The Managing Director of Sales leads the new business development strategy and execution across all segments for the Region to achieve new objectives. In addition to ensuring the region meets new business objectives, the Managing Director of Sales leads the strategy and execution of Advisor and Sales Leader recruiting and onboarding. The Managing Director of sales ensures consistent execution of the SCORE model, and advisor delivery of the value prop at the point of sales across all segments.
  
  
  

PRIMARY RESPONSIBILITIES:

• Meet segment and regional new business objectives.
• Build and sustain a high-performance culture through recruiting, hiring, developing, and retaining a highly motivated and successful team of Advisors and Business Development Leaders
• Develops and executes new business development strategies to consistently meet new business objectives across all segments.
• Partners with the business segment MDs to champion an exceptional client experience.
• Analyze industry leading market trends to discover new opportunities for colleague growth and firm updates.
• Inspires loyalty and commitment necessary to maintain motivated, productive, and competent team.
• Create a team culture that is positive, motivating and performance driven.
• Guide the use of forecasting, and reporting, tools to drive development and accountability across the regional sales organization.
• Implements training programs with focus on process and continuous improvements and colleague development.
• Mentor, support and coach leaders and Advisors to be successful in their roles including: 1) 1 on 1s with leaders and Advisors for accountability, 2) Sets and Communicates Strategic/Tactical prospecting and sales goals and hold leaders and Advisors accountable for their achievement, 3) Shares winning strategies across the team, 4) Drives execution of sales meetings and training curriculum across the Advisor teams, and 5) Leads Advisor Sales Meeting where everyone is engaged, learns and understands the organizational goals and execution required by all colleagues to achieve them.
• Executes the SCORE training model across all segments
• Accountable for the team’s sales activity documented in the appropriate CRM, including driving prospect identification & development, and successful campaign development.
• Identify and generate new sales opportunities through analysis and discovery.
• Drive Advisor integration and training with newly partnered firms, including collaborating with other leadership to communicate, train and deliver the value proposition.
• Report monthly on regional sales results and suggest innovative sales techniques to increase client experience.
• Participate in sales meetings to review sales activities and prospective clients with leadership.
• Develop a working knowledge of commercial lines/private risk and employee benefits value prop.
• Maintains an understanding and knowledge of insurance industry and underwriting criteria for Insurance Company Partners represented by firm to effectively communicate to all involved.
  
  
  

EDUCATION AND EXPERIENCE REQUIREMENTS:

• Experience (years and type of experience): 7 years of experience in sales leadership, 10 years’ experience in direct or outside sales, consultative selling, and 5 years of commercial insurance experience required; 7-10 years of experience in sales leadership, 10+ years’ experience in direct or outside sales, consultative selling, and 5+ years of commercial insurance experience preferred
• Certification(s): None required; None preferred
• License(s): None required; None preferred
  
  
  

KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED:

• Exceptional written, verbal, and interpersonal communication skills.
• Ability to measure, analyze and drive key performance indicators.
• Ability to consult on complex benefits strategies and solutions.
• Possesses highly analytical mindset and has profound knowledge of how to use metrics and data as a way to support effective sales behavior.
• Successful track record building, managing, developing, and retaining high performing sales teams.
• Possesses business acumen and emotional intelligence.
• Demonstrates the organization’s core values, exuding behavior that is aligned with the firm’s culture
  
  
  

TECHNICAL, COMPUTER, AND SYSTEM-SPECIFIC SKILLS REQUIRED:

• Experience with Agency Management Systems and/or other CRM-related software.
• Basic knowledge of Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
• Ability to learn any other appropriate program or software system used by the firm as necessary
  
  
  

OTHER REQUIREMENTS:

• None
  
  
  

SPECIAL WORKING CONDITIONS:

• Fast paced multi-tasking environment
• Ability to travel up to 50% of standard work week.
  
  
  

IMPORTANT NOTICE:

• This position description is intended to describe the level of work required of the person performing in the role and is not a contract. The essential responsibilities are outlined; other duties may be assigned as needs arise or as required to support the organization. All requirements may be subject to reasonable accommodations to applicants and colleagues who need them for medical or religious reasons.
  
  
  

EEOC (STATEMENT):

• BRP is an equal employment opportunity firm and strives to comply with all laws prohibiting discrimination based on race, color, religion, age, sex (including sexual orientation and gender identity), national origin or ancestry, disability, military status, marital status, and any other category protected by federal, state, or local laws. All such discrimination is unlawful, and all persons involved in the operations of the firm are prohibited from engaging in this conduct.
  
  
  

Special Working Conditions:

Ability to travel up to 50% of standard work week.

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