Assistant Vice President - Sales and Revenue Enablement

At EMC, we’re all about working together to make an impact. As part of our team, you’ll have the opportunity to grow, contribute, and gain experience that matters. We strive to be caring leaders, close partners, and responsive experts—always supporting each other to do our best work. Join us, and let’s improve lives together.

Job Summary:

Develops and manages the strategic plan for sales and business development, including acquisition and retention, sales process execution, account management, and performance management.  Ensures that all agent-facing roles have the necessary content, credibility, competencies, and confidence to deliver a consistent sales experience, driving profitable growth and strengthening relationships.  Collaborates closely with leaders across sales, field operations, underwriting, marketing/CX, and other departments to adapt to changing business dynamics and improve sales productivity and effectiveness.  Drives strategic initiatives that align with the company's long-term goals, leveraging data insights and innovative tools. Embraces and embodies EMC’s Mission: to improve lives; Values: trust, integrity, resilience, inclusion and relationships; and Brand that is all about: keeping insurance human.  Empowers a One EMC sales culture by building bridges and breaking down barriers between corporate and field facing teams.

Essential Functions:

• Leads the design and execution of the revenue enablement organization structure and charter in collaboration with National Field Underwriting and Sales leadership, as well as Commercial Lines Underwriting leadership

• Develops the sales enablement strategy and success metrics reporting in collaboration with key partners to ensure regions and sales team members are meeting profitable growth objectives

• Drives and supports EMC’s relationship-focused culture through the development of strong partnerships with key company leaders and stakeholders in various business units

• Establishes and monitors enterprise sales-focused metrics aligned to enablement programs.  Evaluates and evolves these metrics to increase sales productivity and profitability, and provides recommendations to improve performance based on data insights

• Establishes a baseline to assess agent-facing roles’ skills, knowledge, processes, and tools to increase sales productivity at each stage of the sales pipeline processes.  Aligns development areas to role-specific learning paths and internal career progression

• Develops a cohesive approach to enabling all agent-facing roles that aligns to the strategic priorities of the business, drives business performance, and optimizes agent satisfaction

• Develops and delivers sales and revenue enablement programs with sales and leadership roles across the regions to ensure they have the skills, knowledge, processes, and tools required to lead their sales teams and territories effectively.  Provides appropriate coaching as identified

• Drives the attainment of revenue and profitability targets by executing on the sales and marketing strategies, including developing and implementing strategic initiatives that align with organizational goals

• Ensures sales teams are equipped with the necessary tools, training, and strategies to effectively compete in the market and achieve sales objectives

• Oversees the execution of comprehensive sales plans, ensuring alignment with the company's long-term vision and market dynamics

• Leads the development and implementation of innovative sales compensation plans, policies, and procedures to motivate and reward high performance, while considering future trends and business needs

• Builds strong agency partnerships that enable mutually beneficial profitable growth opportunities for long-term success

• Leads the integration of sales methodology and content usage with the company’s sales management and CRM systems to enhance sales effectiveness and efficiency

• Aligns established marketing strategies to sales operations to ensure effective content governance that supports growth practices, training, and learning, including content creation, distribution, management, and ongoing analytics for maximum value and minimum disruption

• Partners with appropriate Business Enablement teams, including MarCom , Learning and Development, and other cross-functional teams to create and/or enhance assets that address specific business needs

• Develops and manages a comprehensive sales communication strategy in close collaboration with the Marketing Strategy team, including oversight of field delivery and seller advocacy, ensuring full alignment with the sales strategy

• Stays informed of and implements innovative tools and technology t