Sr. Personal Lines Sales Representative

Sr PL Field Sales Rep - SD08AE

We’re determined to make a difference and are proud to be an insurance company that goes well beyond coverages and policies. Working here means having every opportunity to achieve your goals – and to help others accomplish theirs, too. Join our team as we help shape the future.   

The Personal Lines Sales Representative must embody a culture of high performance in sales, driven by a mindset of excellence. They will rigorously adhere to a structured sales process, consistently executing Sales Excellence Principles. Collaborating with both existing and potential independent agencies, they will cultivate profitable relationships while serving as a trusted advisor. Responsible for crafting and implementing a robust agency management and territory sales plan, the sales representative will strive to surpass production and profit targets within their assigned territory. This role entails in-person engagements with travel required across the territory, supplemented by virtual visits tailed to agency partners’ geographic locations. This position will be based out of the state of Pennsylvania (PA).

Responsibilities

• Accountable for achieving or exceeding territory sales plans for new policy issuances, increasing new written premium, enhancing retention rates, and maximizing profitability.

• Builds actionable Territory and Agency Sales Plans that align with our strategic initiatives and financial targets, ensuring success in a high-performance sales environment.

• Leverage advanced data analytics and tools to track plan outcomes, effectively communicate insights, and implement strategic actions.

• Adheres to a disciplined consultative sales process and upholds the consistent execution of Sales Principles, driving success.

• Demonstrates discipline and focus on flow management to ensure adequate flow/bridging with an optimal mix of business to consistently surpass financial targets for both agency and territory.

• Optimizes time allocation with a focus on agency engagement dedicating 60% to drive desired outcomes, while efficiently managing 25% on territory oversight and agency pre-post-call management. The remaining 15% is strategically devoted to fostering team cohesion through huddles, personal development, and comprehensive training initiatives, ensuring peak performance in a high-velocity sales culture.

Territory Management

• Cultivates a comprehensive grasp of the assigned territory, identifying the precise blend and quantity of agents poised to capitalize on market opportunities, aligning seamlessly with sales representatives’ territorial financial goals.

• Leverages an extensive understanding of industry trends and best practices, nuanced state regulations, current market dynamics, and competitor insights to strategically position agencies for optimal business development and growth.

• Prioritizes agents for maximum potential, gauging potential across various segments, including Strategic Partners, large groups, and agents with untapped capacity fostering a dynamic and results driven sales culture.

• Develop strategic sales call plans to effectively prioritize and leverage agency contacts and activities, ensuring a consistent and sustainable flow of target market business.

• Align Hartford’s strategies, support, tools, initiatives, and resources to consistently boost market share in collaboration with agency partners, fostering a harmonious and mutually beneficial relationship.  

• Demonstrate proficiency in prospecting and cultivating relationships with new independent agents to secure personal lines appointments with The Hartford.

Agency Management

• Conduct impactful in-person or virtual sales meetings to forge and nurture agency relationships with key stakeholders, driving growth, profitability, and client retention.

• Empowers agents to optimize their revenue potential by equipping them with tools and information that highlight The Hartford’s unique value proposition, setting it apart from competitors and enhancing overall sales performance.

• Utilizes all available resources and strategies to propel growth and profitability, encompassing agent training, compensation structures, sales initiatives, marketing resources, cooperative programs, social media engagement, and more.

• Possesses an in-depth understanding of the mature market preferences and effectively educates agents on strategic marketing approaches to drive agency revenue within this demographic segment. Has a deep understanding of the preferred mature market and educates agents on how to market and drive agency revenue.

• Exemplifies the essence of the personal lines agency value proposition, instilling in agents the principle of prioritizing value over price, thereby empowering them to serve the best interests of their preferred mature clients with conviction and integrity.

Qualifications

• Proven outstanding sales performance; fiercely driven, self-motivated, and possesses an unwavering determination to succeed.

• Proficiency in negotiation and persuasion.

• Excellent interpersonal and communications skills.

• Strong organizational and time management skills.

• Proven ability to cultivate and maintain relationships.

• Adaptable to changing market conditions.

• Analytical skills to drive results.

• Ability to work well independently and adapt to changes.

• Technologically savvy (e.g., Microsoft tools such as SalesForce, Word, Excel, and PowerPoint).

This role will have a Remote work arrangement, with the expectation of coming into an office as business needs arise. We prefer candidates who currently reside in the eastern portion of Pennsylvania due to the territory for this position.

Compensation

The listed annualized base pay range is primarily based on analysis of similar positions in the external market. Actual base pay could vary and may be above or below the listed range based on factors including but not limited to performance, proficiency and demonstration of competencies required for the role. The base pay is just one component of The Hartford’s total compensation package for employees. Other rewards may include short-term or annual bonuses, long-term incentives, and on-the-spot recognition. The annualized base pay range for this role is:

Equal Opportunity Employer/Females/Minorities/Veterans/Disability/Sexual Orientation/Gender Identity or Expression/Religion/Age

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