Sales Director - Inbound Operation - Plymouth Rock Assurance - New York City

Job description
Incumbent is responsible for the overall productivity and effectiveness of the inbound sales operation including planning, reporting, quota setting, sales process optimization, training, and recruiting and selection of sales force talent. This is a pivotal position within our organization, as we are seeking a candidate to take our current inbound sales operation, which is primarily focused on writing personal lines auto and homeowners insurance in NJ, to a mega multi-state agency sales operation writing multiple product lines and insurance carriers’ products. As a Sales Director, you will be part of the rapidly expanding and growing Direct Sales and Owned Agency operation reporting directly to the Vice President of Sales.

Essential Duties and Responsibilities:

• Responsible for the overall productivity and effectiveness of the inbound sales operation including planning, reporting, quota setting, sales process optimization, training, and recruiting and selection of sales force talent.
• Expected to possess a significantly comprehensive understanding of the key metrics which drive the sales center operation and which operational levers to exercise to drive specified goal oriented outcomes.
• Coordinates sales forecasting, planning, and budgeting processes used within inbound sales operation. Works closely with Marketing personnel to ensure appropriate marketing output (both in terms of quantity and scheduling) as related to staffing levels.
• Through increased efficiency, identify strategies to lessen the telesales cost load as part of our total Direct acquisition economics. Maintain thorough understanding of Direct acquisition economics.
• Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency of sales operation. Perform extensive Quality Assurance scoring of sales reps. Continually identify opportunities for sales process improvement by working closely with management staff to inspect sales process quality and prioritize opportunities for improvement. Facilitates an operation of continuous process improvement.
• Work with the CRM and Project Management team/personnel to define business requirements and support the sales organization through system/workflow automation and new, innovative, technology.
• Implement forward-thinking processes aimed at developing and improving sales results and customer retention/satisfaction based on extensive analytics and comprehensive understanding of the operation.
• Initiate and foster teamwork within the department to create and maintain an environment of partnership, quality service, and superior sales results.
• Serve as an expert resource on sales process, procedures, and techniques by maintaining and enhancing product, process, communication and sales skills.
• Develop and oversee performance measures for inbound sales operation, monitor progress toward these goals. Through analysis and testing, develop sales strategies resulting in increased productivity.
• Oversee all hiring, promotions, compensation, and termination decisions for staff.
• Review day to day operations and quality to ensure adherence to all policies, procedures, and programs.
Desired Skills and Experience
• Minimum of 3 years sales management within a dynamic Call Center environment required. Insurance background a plus.
• Possess highly analytical skills, problem-solving skills and decision-making ability. Incumbent must have the ability to grasp direct acquisition economic principles, the primary economic drivers of the insurance business and incorporate them into decision optimization.
• Proven leadership and ability to motivate and drive sales teams to greater sales performance through expanding capacity (improving efficiencies) and improving close rates.
• Experience in building relationships with internal and external business partners. Strong business acumen required.
• Ability to work with diverse groups with varying levels of ability and skills.
• Excellent written communication skills and ability to influence across various leadership levels.
• Advanced performance management and problem solving skills required.
• Supervisory or lead experience with demonstrated ability to lead teams effectively, train personnel, and communicate/enforce policies and procedures.
• Demonstrate strong organizational and time management skills. Experience developing or using work force management software programs is a must.
• College degree is required.

Additional Information:

• Incumbent must maintain an active P&C License or obtain one within first 3-months of employment.

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