OBJECTIVE:
Under the direction of the agency manager, plan, lead and control an effective sales function to ensure the development, maintenance and growth of a viable and profitable organization.
DUTIES:
1. Keep abreast of trends, techniques, products and competitive activity to maintain forecasted production levels.
2. Select, train, and supervise sales department staff and producers so that they meet their individual production goals and so that the agency meets overall production goals.
3. Assist producers in securing prospects, quotations, and related goals.
4. Administer producer-management plan, which includes monthly, quarterly and annual analysis of production and loss results of producers.
5. Select, train, and supervise production department staff and producers to meet production goals with respect to mix of business, loss ratios, premium, and commission.
6. Conduct feasibility studies to develop additional or improved sources of revenue to the agency.
7. Assist producers and staff with problems within the agency.
8. Administer and monitor individual producer production plans, and provide coaching and assistance to producers to help them meet or exceed the stated objectives.
9. Research and recommend improved data-processing reports to help develop of better performance-measurement criteria for producers.
10. Assist producers with claim, accounting, underwriting, audit, and engineering problems.
11. Supervise licensing and activities related to it.
12. Coordinate production bulletins to keep producers informed.
13. Approve and administer producer training and development programs.
14. Work closely with the marketing department so that a smooth flow of prospects and appointments is forthcoming from the sales center, and see that producers follow up on appointments and activities generated by the sales center.
15. Participate in seminars and classes.
16. Perform other duties as required and assigned.
AUTHORITY:
1. Agent and production department staff training and development.
2. Hiring, firing, and promotion of sales department staff, and salary administration.
3. Approval of seminar and training attendance for sales department staff.
4. Approval of expense accounts and travel and entertainment expenditures of sales department personnel other than self.
5. Approval of position description/charter and organizational changes in sales department.
6. Enforcement of agency credit terms.
7. Responsibility for preparing and introducing of agency marketing program to producers and production department staff once approved by management.
8. Development of a financial and production budget for sales department, for approval by management.
9. Coordination and control of bulletins to producers.
PERFORMANCE-MEASUREMENT CRITERIA:
Criteria to measure my achievement of stated duties should include:
1. Contribution to the production, income, and growth objectives outlined in agency plan.
2. Contribution to agency mix of business outlined in agency plan.
3. Contribution to premium/mix of business forecast with respect to each carrier as outlined in agency plan.
4. Control of expenses to comply with budget.
5. Adhere to established producer management plan with emphasis on: a. mix of business by line b. growth of new accounts c. loss ration producer, and carrier d. receivables e. total account selling.