Regional Sales Manager
Regional Sales Manager
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Job Description
Overview
FM is a leading property insurer of the worlds largest businesses providing more than onethird of FORTUNE 1000size companies with engineeringbased risk management and property insurance solutions. FM helps clients maintain continuity in their business operations by drawing upon stateoftheart lossprevention engineering and research; risk management skills and support services; tailored risk transfer capabilities; and superior financial strength. To do so we rely on a dynamic culturally diverse group of employees working in more than 100 countries in a variety of challenging roles.
Responsibilities
Regional Sales Managers are responsible to lead their regions new business development activities by ensuring their Business Development Executives are frequently coached developed and mentored in the field as appropriate to their experience level and individual performance. RSMs are expected to lead the effort in writing profitable new business guide and direct the collaboration effort with Ops and supervise management of their teams Sales Funnels. They are also responsible to ensure that our prospecting efforts produce wellaligned clients who view FM Global as Trusted Advisors through the effective use of the Client Service Process
Provide focus on training coaching developing and mentoring BDEs in the field in order for them to:
open doors create new opportunities and maintain a full funnel at all times.
Engage and collaborate with DMs Operations mgmt. and BDSs to meet both
individual and regional goals
Develop the necessary skills and talent to sell risk improvement close direct
business and win with brokers
In conjunction with the Division Manager and the VP of Sales establish New
Business objectives at a Region Division Operation and individual level
Achieve new business objectives for the region to include the:
New business premium and the percent direct quota
Quote/written ratio objective
Number of calls
Work jointly with divisional and operations management to support the sales
process by engaging DMs OMs and other key personnel to target mutually agreed Prospects
Where possible/appropriate they should:
Work with the Sales Enablement Manager to expedite prospect
qualification research lead development and nurturing by dedicated
Business Development Specialists
Develop coordinate and implement both an annual and 3year strategic
sales plan for the region
The annual plan should cover prospect broker and BDE development and
be presented at least annually to the Operations Management for the next
rolling 12 to 36 months. Quarterly meetings with BDEs should be designed
to check the status of best few and in funnel prospects with a focus on
overcoming hurdles and objectives as a Team
Engage and integrate BDEs in operations and work with Operations
management to effectively promote and ingrain FM Globals dual delivery
strategy
Evaluate BDE performance in conjunction with Operations management.
Collaborate with operations management to develop strategies to maximize
our relationships with brokers and consultants
Lead the Client Service Process by striving for early CST appointment
collaborative prospect strategies and the use of associated tools including the
call plan/report client service plan and new business proposal templates
In CRM document:
Call Plans and Reports for unique and key strategic calls
Jointly drafted strategies and action items that reflect information developed
during calls and meetings with client service teams
Develop Client Service Plans in conjunction with Prospects
Develop Proposals that affirm the value confirm the details sell the people
process and plan and demonstrate the value of the risk improvement plan
Create and maintain sales territories of equal opportunity and equivalent prospect workload for individual BDEs
Leverage the BDSs to qualify the entire regions universe of prospects
Ensure that BDEs continue filling their funnel at all times especially while
they are managing their Best Few prospects
Train and coach BDEs to collaborate with BDS to continuously push
prospects down into the funnel
Insure that all prospects are assigned to BDEs at all times and keep
information in CRM accurate and uptodate
Utilize available tools to ensure that call activity is properly planned and focused on strategic players.
Coach and mentor to meet minimum call quality criteria
Dryrun key meetings with BDEs to ensure they have properly planned the
Call
Establish and monitor an annual call planning process to achieve unique
call objectives
Establish monthly objectives for direct and face to face calls on strategic
players
Qualifications
Bachelors Degree
10 or more years in the Insurance Industry with proven leadership ability.
Strong listening communication and persuasion skills.
The final salary offer will vary based on individual education skills and experience. The position is eligible to participate in FM Globals comprehensive Total Rewards program that includes an incentive plan generous health and wellbeing programs a 401(k) and pension plan career development opportunities tuition reimbursement flexible work time off allowances and much more.
FM is an Equal Opportunity Employer and is committed to attracting developing and retaining a diverse workforce.
Required Experience:
Manager
Employment Type
Full-Time
