Description

Summary:

The National Insurance Sales Leader will lead and execute a national sales strategy for Huntington Insurance for the Employee Benefits line of business. This role involves driving insurance revenue growth through building a sales culture of accountability and performance. This leader will report to the Sr. Managing Director of Employee Benefits and serve as the leader of all sales team members. Their role involves setting strategic goals, managing sales teams, and building growth plans for the line.

Duties and Responsibilities:

• Sales Strategy Development: Create and implement a national sales strategy to deliver line of business growth objectives. This requires a deep understanding of market trends, carrier capacity, as well as managing a high-performance sales team and establishing a go-to market strategy for Huntington Insurance.
• Planning and Objectives: Responsible for the development and execution of the annual sales plan; to include achievement of targeted growth and profitability for the line of business, marketing initiatives, pipeline management and reporting, sales forecasting, sales analysis, and performance tracking.
• Performance Monitoring: Supports the Sr. Managing Director in conjunction with the Insurance Sales Leader to prepare for monthly forecast calls and business reviews. Partners with operations to establish sales reporting and dashboards.
• Customer Segmentation & Personalization: Utilize demographic and behavioral data for prospects and existing bank customers to develop a customer segmentation strategy. Work with sales enablement to align customer acquisition strategies and sales collateral to specific customer profiles. Develop outreach programs to be executed consistently across the sales team based on the data.
• Agency Expansion: Identify growth opportunities, enhance customer acquisition strategies, identify current and future target industries, build vertical sales plays, and implement products and solutions to meet customer needs and deepen relationships.
• Optimizing Sales Team Performance:
  • Provides advice and guidance to drive the sales process.
  • Oversees in partnership with the Insurance Sales Leader(s), the OCR referrals are assigned to the most appropriate colleagues. Assist in facilitating the transfer with the
  • Insurance Sales Leader(s) when the underlying activity is not sufficient.
  • Identifies and recruits high caliber sales professionals and key strategic roles within Huntington Insurance
  • Leads in conjunction with Insurance Sales Leaders, succession and growth planning on producer roles as well as talent pipeline.
  • Leads, coaches and mentor’s direct reports and others on the sales process.
  • Works with Sales Enablement on Insurance Sales Playbook to set business development expectations and routines.
  • Assists in the design of Incentive Compensation Plans to attract and reward high performing sales professionals. Serves as the escalation point to resolve any conflicts between producers if the Insurance Sales Leader(s) require support.
• Client Engagement and Relationship Management: Provides high visibility and participation nationally and creates an environment for deepening internal and external COI’s by assigning the right sales colleagues to the right segments. Develops relationships with key clients and partners to expand growth opportunities.
• Performs other duties as assigned.

Basic Qualifications:

• Bachelor’s Degree
• 10+ years of related experience in Employee Benefits working for a strong regional, or large national insurance brokerage firm.
• Employee Benefits Insurance license (must obtain within 90 days of role).
• Other Insurance Licenses as needed.

Preferred Qualifications:

• Deep Business Acumen with emphasis on Sales Development and Client Service.
• C-suite level executive presence with strong negotiation and consultative sales.
• Proven record of success developing producers, growing revenues, and improving profitability.
• Strong leadership and communication skills.
• Ability to analyze market trends and adjust sales strategies accordingly.
• Problem solving skills/ability to handle complex issues.
• Ability to meet tight deadlines.
• High energy, results driven individual with strong coaching capability.
• Strong organi