Sales Director, Commercial Underwriting and Rating

Our Underwriting & Rating Sales division of Verisk Analytics is seeking a creative and entrepreneurially minded Sales Director.  This position will lead a team of Commercial Lines Underwriting & Rating Sales Account Executives (AEs), with a strong focus on coaching our AEs in identifying, managing, and closing sales opportunities within their respective assigned US account territories. 

If you’re ready to join a rapidly growing (20%+ YOY), innovative and successful sales team as either a proven sales leader or as a seasoned account executive ready to make the next step in your professional sales career, we’re seeking someone who has a proven track record of consistently meeting or exceeding annual sales goals, has experience with complex & consultative sales engagements, possess a growth mindset, consistently seeks and solicits active feedback and excels at building long-lasting and trusting relationships, we want to talk to you! 

This is a remote position. Our main office is located in Jersey City, NJ, but we have offices throughout the US. 

Responsibilities:

• Attain assigned annual team sales goal and facilitate each AE to achieve their individual sales goals 

• Effectively coach, mentor and develop Sales Team to achieve mutual sales success, AE professional development & career aspirational goals 

• Manage, maintain & grow existing territory license revenue while ensuring a high level of Customer Experience 

• Collaboratively develop and proactively maintain effective sales strategies to increase revenue within assigned sales territory 

• Successfully coach, mentor and assist sales team to develop a deep understanding and a high level of trust within each of their respective assigned sales territories  

• Effectively managing & communicating sales team territory activity, updates, call reports and opportunities within the Verisk enterprise via Salesforce.com

• Effectively support sales team in pre and post sales call strategy, value prop development & messaging, business case pricing proposals and contractual agreements 

• Coordinate and work closely on sales opportunities, where required or where cross-BU bundle opportunities exist, with other internal Verisk Analytics peers 

• Effectively capture developing industry trends, new product ideas and competitive intelligence within assigned sales territory to share internally 

• Ability to effectively create & assign optimized AE sales goals and territory assignments within current team as well as the ability to forecast future headcount requirements and corresponding business case for approval 

What Account Executives love about working here:

• In addition to posted salary, sales commission plan with On Target Earnings (OTE) commensurate with experience.
• Paid Parental Leave
• Paid Time Off starting at 24 days annually 
• Short- and Long-Term Disability Leave available as needed
• Competitive Medical, Dental and Vision Plans
• 401K Savings Plan
• Employee Stock Purchase Plan
• Life Insurance
• Employee Assistance Plan
• Wellness Program
• Healthcare and Dependent Care Flexible Spending

Qualifications:

• Must have 5 to 10 years’ consultative sales and/or sales leadership experience along with a successful track record selling bundled, multi-year contracts exceeding $300K+ ACV with a six-month average sales cycle and within a competitive business environment  

• Able to articulate Commercial Lines Underwriting & Rating Sales’ value proposition, insights and engage customers in jointly addressing business priorities and objectives that align with their business, their business challenges, IT requirements and timelines 

• Must have prior success calling into and building strong relationships within the C-Suite in a highly competitive marketplace as well as the ability to develop strong relationships within all levels of an assigned sales territory 

• Able to quickly gain a deep understanding of your customers’ business objectives & challenges, their current IT infrastructure & platforms, how buy decisions are made, how project, budget & IT resources are prioritized and the ability build value and consensus across the enterprise & key stakeholders to drive success 

• Solid understanding of the Insurance P&C industry a plus, but not required 

• Bachelor’s degree from a four-year college or university 

• Professional Sales Training Program experience preferred (Sandler, Challenger, MEDDIC, Sales Gravy) 

• Proficiency in MS Office, Salesforce.com, LinkedIn Sales Navigator, Outreach and HighSpot