OBJECTIVE:
Commercial Lines Marketing Representative Objective
To partner with Managing Partners (MP), Associate Managing Agents (AMA) and assigned Multi-line Farm Bureau agents within the sales region to build and execute a proactive sales strategy to grow the company’s market share of commercial business within the region. To work directly with Farm Bureau agents and solicitors to write and retain profitable commercial accounts. To act as an ambassador for Farm Bureau’s commercial insurance offerings for assigned agents within the region. To ensure that Farm Bureau’s commercial products are competitively positioned in the market. To promote effective agent training, development of commercial acumen, assist in placement of direct commercial account sales, and service of commercial property/casualty (P/C) insurance markets for those agents within the region who are not working with a Commercial Marketing Partner (CMP). To work closely with the CMP and commercial MPs within the region to collaborate on training material and execution at a regional level.
RESPONSIBILITIES:
Commercial Lines Marketing Representative Responsibilities
Perform a wide variety of functional activities intended to increase the production and service efficiency of those agents working in the commercial property/casualty markets, and to motivate and encourage more agents to enter those markets.
Direct sales assistance to agents within the sales region by providing prospecting, fact analysis recommendations, preparing proposals, making joint sales calls, and closing and installation of cases.
Promote commercial P/C sales within the sales region by conducting and participating in partnership meetings.
Work with the Commercial Sales Support and Commercial Service Center teams to place and guide ongoing service needs for commercial accounts in concert with agents and their staff.
Partner with agents in the assigned region to further their commercial production and knowledge of Farm Bureau’s offerings, commercial appetite, target market focus, and competitive position within in the commercial insurance marketplace.
Work with regional MPs and AMAs to establish growth, profitability, risk concentration, and retention goal execution for the assigned Region.
Work directly with agents in the assigned region on accounts that require expert or technical assistance. This can include front line underwriting, programing insurance coverages, analyzing competitor’s offerings, and direct sales assistance.
Train and educate agents that are not assigned to a Commercial Marketing Partner withing the sales region on the technical information and sales techniques applicable to the commercial P/C markets. Provide these agents guidance on sales and service best and preferred practices so that they can build confidence in commercial product placement with reduced levels of support overtime.
Partner with the Commercial Marketing Partner assigned to the region to conduct seminars and workshops, both virtually and in person, at the partnership level. Prepare and execute presentations at Agent Trusted Advisor training, regional pod meetings, and new agent training through the agents' first three full years. Write sales articles for partnerships and company publications. Assist in the design of sales training programs and materials.
Provide assigned agents guidance annually on commercial growth planning and execution that aligns with regional and company-wide performance goals.
Keep technical knowledge current by participating in advanced educational programs and by studying current publications to keep abreast of recent developments affecting commercial sales.
Collaborate with, influence and support internal business areas (underwriting/products & forms/risk management/claims) to identify and capitalize on opportunities, share competitive feedback and serve as a voice for agents and insureds.
Establish and maintain relationships with Farm Bureau Partners Group and become fluent with their systems and processes. Assist assigned Farm Bureau Multi-Line agents in placing Commercial Business with them.
Assist the Community Service Acceptance Company (CSAC) FB Partners Group in identifying new markets, products, and services to supplement the Farm Bureau Insurance portfolio and ultimately expand future sales of the organization. Work with Michigan agency partners on placing select business with them.
QUALIFICATIONS:
Commercial Lines Marketing Representative Qualifications
Required
Bachelors degree in marketing, business, or finance required. Equivalent experience may be considered.
Minimum five years of commercial sales or underwriting experience with extensive knowledge of commercial or farm lines in the small to middle market required.
Experience in participating in the commercial or farm insurance marketplace required.
Must possess a valid driver`s license with an acceptable driving record. Designation in CIC preferred.
Note: This is a work from home position primarily covering these Michigan counties: Bay, Branch, Calhoun, Clinton, Eaton, Genesee, Gratiot, Hillsdale, Huron, Ingham, Ionia, Isabella, Jackson, Lapeer, Lenawee, Mecosta, Midland, Montcalm, Saginaw, Sanilac, Shiawassee, St. Clair, Tuscola.
Farm Bureau offers a full benefit package including medical, dental, vision, and 401K.
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