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PRS Sr. Agency Sales Manager
PRS Sr. Agency Sales ManagerChubb • Boston, MA, US
PRS Sr. Agency Sales Manager

PRS Sr. Agency Sales Manager

Chubb • Boston, MA, US
25 days ago
Job type
  • Full-time
Job description

Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions. Our clients include many of the most affluent families in the world, executives, business owners and top collectors of art, jewelry, wine and automobiles.

Chubb Personal Risk Services is seeking a Sr. Agency Sales Manager (Sr. ASM) for the Northeast Region reporting into the Boston, MA office.  The Sr. ASM position is an external facing sales role requiring daily, independent travel to assigned agents and brokers. The territory will primarily include Eastern and Western, MA, some territory in CT and possibly Maine and New Hampshire.

The Sr. ASM will be primarily responsible for new client acquisition that meets Chubb’s account appetite and profitable growth expectations. The Sr. ASM will manage agents in partnership with an Agency Relationship Manager (ARM) who is responsible for the overall agency relationship management including renewal client management, retention and cross selling. The Sr. ASM and the ARM will work as a team, with both individuals responsible for Written Premium Growth, the Sr. ASM assigned to new client acquisition and the ARM assigned to existing client new business and cross selling, for the same group of independent agents and brokers.

The Sr. ASM will report directly to the VP, Personal Risk Services, Boston, MA Branch.

Key Responsibilities :

  • Develop agency assessments and business plans with assigned independent agents designed to grow new business from new client.
  • Identify new clients with annual premium of $5,000 to $250,000+ through effective pipeline development, account pre-qualification and territory analysis / management.
  • Responsible for new client acquisition including pipeline development and pipeline management ultimately leading to closing deals.
  • Responsible for new client quote follow up and quote optimization with agents.
  • Premier account segment new customer table set best practice.
  • Work with business partners and centers of influence to educate on the value of Chubb and why insurance is a key component to asset management protection
  • Travel within assigned territory 4-5 days / week supported by office time as needed for scheduling agency appointments, agency travel preparation and follow-up, Salesforce documentation etc.
  • Provide support to assigned agencies with new client development sales matters. This includes :

Agency training to understand Chubb’s products, services and competitive advantages.

  • Marketing campaigns, events and corporate directives that are designed for new customer development such as new business guideline changes.
  • Analyze new business trends including quote volume, quality and hit ratio.
  • Build and maintain strong relationships with assigned agents and brokers to meet or exceed financial objectives for assigned territory.
  • Follow disciplined sales process to ensure consistent execution of best practices, including agency assessment, business plans and Salesforce documentation.
  • Participate in internal meetings and report on results as appropriate.
  • Work with agents and underwriting on new client quotes.
  • Identify and support branch efforts to onboard new agency appointments in key growth territories
  • Collaborate and interact with Sales, Underwriting, Risk Consulting, Product, Claims and Branch Administration.

    • Competencies :

  • Results Orientation : Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast- paced environment by :

    • Recognizing and capitalizing on opportunities

  • Distinguishing what results are important with a focus on achieving high-payoff activities and goals
  • Challenging self and others to do better without minimizing accomplishments
  • Identifying critical success factors to accomplish desired results and develop plans to achieve them
  • Ensuring goals and objectives are measurable and focus on goals not activities
  • Continually looking for ways to change and improve processes to create improved business results
  • Adaptability : Agile learner who can quickly absorb information and apply it to current business situations by :

    • Responding well to change

  • Handling multiple demands / priorities
  • Adapting to best fit with situation at hand
  • Handling conflict effectively
  • Developing new skills quickly
  • Accepting new responsibilities willingly
  • Sales Acumen : Leverage market, business and technical knowledge and insights by :

    • Possessing a big picture perspective and detailed operational understanding of own area of responsibility

  • Employing a disciplined sales process to ensure consistent execution of best practices (agency assessments drive pipeline management, business plans set goals and drive execution of tactics, effective agency travel advances new business activities / results, etc.)
  • Effective utilization of Salesforce to view dashboard information, review open opportunities and add updates, run agency financial reports and summarize agency travel
  • Intrinsic curiosity paired with effective questioning and active listening skills
  • Strong negotiation, leveraging and value-based selling skills
  • Influence Management : Influence and inspire others by :

    • Communicating effectively and passionately about Chubb / Personal Risk Services

  • Successfully persuading, convincing, and influencing others on “why Chubb”
  • Anticipating and preparing for how others will react and overcome obstacles / resistance
  • Leveraging agency relationships to close deals

    • Qualifications :

  • Bachelor’s degree or equivalent work experience
  • Minimum of 3-5 years of personal lines sales, marketing, underwriting, claims, risk consulting or agency experience
  • Experience selling to successful individuals and families preferred

    • Chubb is a world leader in insurance. With operations in 54 countries, Chubb provides commercial and personal property and casualty insurance, personal accident and supplemental health insurance, reinsurance, and life insurance to a diverse group of clients. The company is distinguished by its extensive product and service offerings, broad distribution capabilities, exceptional financial strength, underwriting excellence, superior claims handling expertise and local operations globally.

    At Chubb, we are committed to equal employment opportunity and compliance with all laws and regulations pertaining to it. Our policy is to provide employment, training, compensation, promotion, and other conditions or opportunities of employment, without regard to race, color, religious creed, sex, gender, gender identity, gender expression, sexual orientation, marital status, national origin, ancestry, mental and physical disability, medical condition, genetic information, military and veteran status, age, and pregnancy or any other characteristic protected by law. Performance and qualifications are the only basis upon which we hire, assign, promote, compensate, develop and retain employees. Chubb prohibits all unlawful discrimination, harassment and retaliation against any individual who reports discrimination or harassment.

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