Manager, Sales Operations

General Purpose:

Under the direction of the General Manager, Manage the day-to-day operations of the sales analysis/sales support department. Lead the team who supports the sales group by coordinating and streamlining various sales operations, sales analysis, and administrative processes. Ensure the team operates efficiently, enabling the sales team to focus on driving revenue and achieving sales targets. Collaborate with multiple departments to ensure seamless communication and the successful execution of sales strategies manage the day-to-day operations of the sales analysis/sales support department. Lead the team who supports the sales group by coordinating and streamlining various sales operations, sales analysis, and administrative processes. Ensure the team operates efficiently, enabling the sales team to focus on driving revenue and achieving sales targets. Collaborate with multiple departments to ensure seamless communication and the successful execution of sales strategies. Lead the sales operations function, continually review and evaluate the end-to-end sales process from point of prospect through coverage binding and renewal in order to formulate improvement recommendations that maximize sales and account service results. Evaluate submissions, proposals, quotes and closing ratio results for agriculture risks to identify key trends and areas where introduction of new or enhanced technology and/or process can improve outcomes. Work closely with Marketing, Underwriting, Service and Operations teams to build collaboration and connectivity across all sales processes and functional areas.

Job Duties and Responsibilities:

• Oversee and manage sales operations activities to ensure the smooth functioning of the sales team. This includes but is not limited to order processing, sales reporting, sales data analysis, and sales support activities
• Effectively manage team to meet performance expectations, including regular performance discussions with staff.
• Evaluate end-to-end sales process to identify key trends and forces impacting outcomes. Emphasis on new business, renewal, underwriting, audit and dividend processes. Formulate recommendations on areas where new or enhanced technology, procedure or process flow can improve overall sales results
• Participate in discussions surrounding use of agency systems used in sales process to understand data issues and/or process gaps. Develop recommendations to improve system adherence, data quality, system and improved process flow
• Build strong relationships with our company partners
• Provide guidance, direction, and support to the sales support team, ensuring they are equipped to assist the sales team effectively
• Continuously assess and enhance sales support processes, workflows, and systems to increase efficiency and effectiveness. Identify and implement best practices to optimize sales operations
• Generate and analyze sales reports, performance metrics, and key performance indicators (KPIs). Present data-driven insights and recommendations to senior management to improve sales strategies and overall performance
• Oversee the Customer Relationship Management (CRM) system to ensure accurate and up-to-date information on leads, opportunities, and customer interactions
• Collaborate with various departments, such as marketing, finance, and logistics, to ensure seamless communication and coordination to support the sales team's efforts
• Train sales support staff on sales processes, product knowledge, and customer service skills. Foster a culture of continuous learning and improvement within the sales support team
• Address and resolve escalated customer inquiries and issues, ensuring high levels of customer satisfaction
• Assist in sales forecasting and demand planning to help anticipate future sales trends and resource requirements
• Assist in developing and managing the sales support budget, ensuring resources are allocated effectively to meet business objectives
• Prioritize and delegate work assignments, set appropriate deadlines, communicate goals and expectations, review progress against expectations, etc. Perform managerial responsibilities such as interviewing, hiring, training, providing career development opportunities, recognizing and rewarding employees, etc.
• The requirements herein are intended to describe the general nature and level of work performed by employee, but is not a complete list of responsibilities, duties, and skills required. Other duties may be assigned as required

Minimum Requirements:

Education and Experience

• Undergraduate degree in business, statistics, economics, or related curriculum (or equivalent combination of experience and education)
• 5+ years of sales support, sales, category management, analytics, or related experience coupled with demonstrated leadership attributes, team leadership, or supervisory experience; 2+ year of manager experience preferred
• Experience using reporting software and syndicated data and data access tools
• Multi-faceted understanding of underwriting of property and casualty risks with demonstrated use of this knowledge to help drive sales activities
• Certification and/or License - Property & Casualty license
• Must possess valid driver's license

Knowledge, Skills and Abilities

• In-depth knowledge of property casualty insurance lines with an emphasis on underwriting and rating, as well as end-to end sales process within a retail agency setting
• Strong operation acumen with detailed understanding of placing program business vs direct to carrier business and related operational considerations
• Detailed knowledge of relevant regulatory and compliance requirements
• Knowledge and skill with Microsoft Office Suite and company specific systems
• Knowledge of principles and practices of supervision, training, and personnel management
• Analytical and data interpretation skills
• Communication and presentation skills to effectively convey data insights to non-technical stakeholders
• Problem-solving abilities and the capability to think critically about sales-related challenges
• Able to influence and support teams to achieve objectives
• Able to work in collaboration effectively and foster good teamwork
• Able to problem solve, multi-task, and prioritize work activities
• Able to adapt to changing priorities
• Able to interact positively and work effectively with others (interpersonal skills)
• Able to work in a fast paced, team environment
• Must be able to read, write and speak English

Reporting to this Position:

• Professionals
• 2-5 Commercial Insurance Marketing Agents
• 2-5 Account Executives

Travel:

15%-25% (1-2 times per quarter)

An Equal Opportunity Employer including Disabled/Veterans