Job Description
Reports To Regional Vice President With Direction From The Home Office Business Development Vice President. Individual Partners With The Regional Management Team To Ensure Effective Marketing, Planning, And Execution Resulting In The Retention, Growth And Profitability Of The Middle Market Book Of Business. Additionally, Individual Acts As a Liaison With Other Regional Marketing Directors, The Regional Director (RD), And Home Office Management To Share Best Practices
Primary Job Duties & Responsibilities Distribution Development ┐ assists in driving a region┐s strategic and tactical efforts in the development and promotion of productive distributor relationships by creating a thorough understanding of our products, services and value proposition as well as developing and store housing our local knowledge of the various distributor organizations, their key staff, controlled business and business priorities. Key activities include: Distributor profiling with our RVP, ROO┐s, Managing Directors and Account Executives to improve our view of our distributors organizations/people, focus and specialties Territorial profiling/mapping to determine business mix, head room opportunities, matched against distributor capability, followed by strategy(ies) to execute and grow the business Identification of distributors with middle market head-room along with the development, and the assistance in executing plans to capitalize on the opportunity Contribution to key distributor┐s annual and quarterly planning efforts for the Middle Market at the Regional, cross market basis Assist in managing distributor compensation elements for the middle market working with the RD (Regional Director) and Home Office as needed. Communication on an ongoing basis with other BU┐ to effectively extend our coverage of the distributor plant in the region and ensure regular referrals. Organization and delivery of product fairs and other special events for distributor(s) Coaching and Skill Development ┐ Work with RVP, ROO┐s and Managing Directors to identify and address marketing and sales skill gaps in the region. Key activities include: Assessment of our ability to articulate and sell our value proposition Understand, drive and reinforce middle market initiatives generated out of Booz Allen work Organization and delivery of training as appropriate Participate in Sales Training courses to assist in the coaching of MD┐s and Account Executives and to reinforce our ongoing marketing/sales training investment Insuring that tools to support marketing, sales and relationship management are well understood and effectively used Oversee effectiveness, quality and marketability of our marketing collateral Marketing and Product(ion) Generation ┐ Individual will implement long term and tactical marketing strategies to enable the regions┐ achievement of profit and market share objectives. Person will also help identify product needs and opportunities unique to the region. Key activities include: Helping develop and participate in regionally focused new, enhanced and embedded product launch rollout strategies. Will work closely with HO Product Industry leaders. Monitoring at the regional and distributor level, the success of product launches, while providing tactical responses as needed Ensuring the region maintains appropriate, consistent product visibility while encouraging distributor intranet shelf-space Developing regional or national relationships with associations tied to our product interest Ex. Manufacturer Associations, regional purchase groups, etc. Leading an active prospect identification program designed to improve Middle Markets underwriting appetite, knowledge and market share in the territory. Efforts include working with the regional team to help build prospect level strategies, action plans and disciplined follow up tailored to local office needs, and utilize appropriate tools to effectively manage the data and information developed on such key prospects Connecting with our service team partners as well as other business units to ensure we maximize cross selling and leveraging of our product/service offerings Communicating wins, losses and competitor intelligence across the region Driving the IndustryEdge and other industry group product branding images.
Environmental/Work Schedules/Othert Leadership Consistently sets clear direction by defining goals and priorities. Demonstrated ability to consistently make sound business decisions. Develops a high degree of trust through demonstrated personal integrity, ethics and a commitment to doing the right thing. Energizes others to commit to achieving the highest standards. Establishes and maintains an environment that encourages everyone to act in the best interest of the company. Effectively coaches and mentors the regional team and AEs in effective marketing strategies. Business Knowledge Good working knowledge of the commercial insurance business Clearly demonstrates specific knowledge requirements as defined by the Middle Market leadership. Understands Middle Market products, financials, objectives and service requirements. Demonstrated ability and know- how to get things done. Marketing A good communicator and coach Recognizes opportunities to penetrate new markets. Takes advantage of all important opportunities to increase market share. Takes intelligent risks. Demonstrates specific marketing skills necessary to achieve established and stretch business goals. Professionally current.Customer and Producer Focus Identifies customers and producer needs and takes appropriate action to meet those needs. Works effectively with all levels and can easily build new relationships. Acts with a sense of urgency. Strong knowledge of competitive market conditions. Teamwork Can establish strong coalitions and networks both within and outside of the Division/Company. Management & Tools Takes responsibility for decisions and actions. Manages own work. Understands the business and responds to all related issues, concerns and problems.
Reports To Regional Vice President With Direction From The Home Office Business Development Vice President. Individual Partners With The Regional Management Team To Ensure Effective Marketing, Planning, And Execution Resulting In The Retention, Growth And Profitability Of The Middle Market Book Of Business. Additionally, Individual Acts As a Liaison With Other Regional Marketing Directors, The Regional Director (RD), And Home Office Management To Share Best Practices
Primary Job Duties & Responsibilities Distribution Development ┐ assists in driving a region┐s strategic and tactical efforts in the development and promotion of productive distributor relationships by creating a thorough understanding of our products, services and value proposition as well as developing and store housing our local knowledge of the various distributor organizations, their key staff, controlled business and business priorities. Key activities include: Distributor profiling with our RVP, ROO┐s, Managing Directors and Account Executives to improve our view of our distributors organizations/people, focus and specialties Territorial profiling/mapping to determine business mix, head room opportunities, matched against distributor capability, followed by strategy(ies) to execute and grow the business Identification of distributors with middle market head-room along with the development, and the assistance in executing plans to capitalize on the opportunity Contribution to key distributor┐s annual and quarterly planning efforts for the Middle Market at the Regional, cross market basis Assist in managing distributor compensation elements for the middle market working with the RD (Regional Director) and Home Office as needed. Communication on an ongoing basis with other BU┐ to effectively extend our coverage of the distributor plant in the region and ensure regular referrals. Organization and delivery of product fairs and other special events for distributor(s) Coaching and Skill Development ┐ Work with RVP, ROO┐s and Managing Directors to identify and address marketing and sales skill gaps in the region. Key activities include: Assessment of our ability to articulate and sell our value proposition Understand, drive and reinforce middle market initiatives generated out of Booz Allen work Organization and delivery of training as appropriate Participate in Sales Training courses to assist in the coaching of MD┐s and Account Executives and to reinforce our ongoing marketing/sales training investment Insuring that tools to support marketing, sales and relationship management are well understood and effectively used Oversee effectiveness, quality and marketability of our marketing collateral Marketing and Product(ion) Generation ┐ Individual will implement long term and tactical marketing strategies to enable the regions┐ achievement of profit and market share objectives. Person will also help identify product needs and opportunities unique to the region. Key activities include: Helping develop and participate in regionally focused new, enhanced and embedded product launch rollout strategies. Will work closely with HO Product Industry leaders. Monitoring at the regional and distributor level, the success of product launches, while providing tactical responses as needed Ensuring the region maintains appropriate, consistent product visibility while encouraging distributor intranet shelf-space Developing regional or national relationships with associations tied to our product interest Ex. Manufacturer Associations, regional purchase groups, etc. Leading an active prospect identification program designed to improve Middle Markets underwriting appetite, knowledge and market share in the territory. Efforts include working with the regional team to help build prospect level strategies, action plans and disciplined follow up tailored to local office needs, and utilize appropriate tools to effectively manage the data and information developed on such key prospects Connecting with our service team partners as well as other business units to ensure we maximize cross selling and leveraging of our product/service offerings Communicating wins, losses and competitor intelligence across the region Driving the IndustryEdge and other industry group product branding images.
Environmental/Work Schedules/Othert Leadership Consistently sets clear direction by defining goals and priorities. Demonstrated ability to consistently make sound business decisions. Develops a high degree of trust through demonstrated personal integrity, ethics and a commitment to doing the right thing. Energizes others to commit to achieving the highest standards. Establishes and maintains an environment that encourages everyone to act in the best interest of the company. Effectively coaches and mentors the regional team and AEs in effective marketing strategies. Business Knowledge Good working knowledge of the commercial insurance business Clearly demonstrates specific knowledge requirements as defined by the Middle Market leadership. Understands Middle Market products, financials, objectives and service requirements. Demonstrated ability and know- how to get things done. Marketing A good communicator and coach Recognizes opportunities to penetrate new markets. Takes advantage of all important opportunities to increase market share. Takes intelligent risks. Demonstrates specific marketing skills necessary to achieve established and stretch business goals. Professionally current.Customer and Producer Focus Identifies customers and producer needs and takes appropriate action to meet those needs. Works effectively with all levels and can easily build new relationships. Acts with a sense of urgency. Strong knowledge of competitive market conditions. Teamwork Can establish strong coalitions and networks both within and outside of the Division/Company. Management & Tools Takes responsibility for decisions and actions. Manages own work. Understands the business and responds to all related issues, concerns and problems.
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