JOB DESCRIPTION: SALES CENTER MANAGER
OBJECTIVE:
Under the direction of the marketing manager, organize, plan, lead and control the sales center to assist in administration of an effective sales effort so that the agency is able to meet growth and profit objectives.
DUTIES:
1. Manage, direct and develop sales center.
2. Keep abreast of marketing trends and techniques.
3. Keep abreast of companies' current and new programs for possible niche marketing efforts.
4. Monitor and report on all sales center activity, and results, recommending changes in focus as needed.
5. Administer and control prospecting, profiling, x-dates, and follow-up program with producers.
6. Maintain ongoing lead program and contact log.
7. Schedule and coordinate appointments and sales/service activity with producers.
8. Maintain and control direct-mail activity.
9. Provide producers with contact file, which includes features of target program, survey forms, inspection forms, applications, and other intelligence the producer can use to competitive advantage.
10. Maintain ongoing mailing list for direct-mail activity, newsletters, etc., and coordinate newsletter program for use on existing and prospective clients.
11. Determine which niche programs individual producers wish to pursue and work with them and commercial lines manager to prepare individual producer business plans to help producers succeed.
12. Monitor demographic changes in city, state, and region, that would impact marketing efforts.
13. Work closely with commercial CSR as the CSR/producer team coordinator.
14. Participate in seminars and classes.
15. Perform other duties as required and assigned.
AUTHORITY:
1. Carrier contact as needed
2. Producer/CSR/prospect contact as needed or required
3. Maintain up-to-date file of company programs, brochures, and facilities for possible use
4. Recommendation of salary increases, promotion, probation, rehabilitation of staff within unit; conduct performance evaluations of staff
5. Approval of seminar and training attendance by staff
6. Approval of requisitions for supplies and equipment within unit
7. Maintenance of prospect files and profiles
PERFORMANCE-MEASUREMENT CRITERIA:
Criteria to measure my achievement of stated duties should include:
1. Timely completion and submission of required reports to my supervisor
2. Adherence and compliance with stated procedures, service standards, personnel policies, and accounting practices
3. Control of expenses within my area of responsibility so budget
4. Degree and quality of professional development
5. Adherence to standards of performance for sales and service
6. Smooth, efficient, and positive relationship between producers, staff, and companies
7. Results of the sales center's efforts
8. Production of leads and prospects sufficient to produce an ongoing and above-average flow of new business into agency.