Eastern Washington Regional Sales Manager

Overview:

Mutual of Enumclaw was founded in 1898 by local farmers who wanted to look out for each other. That spirit continues to define our company culture. We are committed to cultivating and preserving a culture of inclusion and connectedness. Our employees are proud of our thoughtful approach to insurance, and it shows. In January 2024, we were recognized as Washington's Best Company to Work For (our twelfth year in a row as one of the top 100) by Seattle Business magazine, based on a survey of our employees.

Mutual of Enumclaw works exclusively with local independent agents to offer insurance products for individuals, families, farms, and businesses. We currently operate in Washington, Oregon, Idaho, Utah, Arizona, Montana and Wyoming.

Now, coming through one of the most challenging insurance cycles in a generation, Mutual of Enumclaw is poised to expand its operational capabilities, underwriting sophistication, and sales and marketing prowess, fueled by the talents of the best and brightest to create a 500-year-old company that provides preeminent insurance offerings for discerning customers who know the difference between simply being covered and being valued.

To attract the best customers and provide the best solutions we need the best talent—and this is where you come in.

The Eastern Washington Regional Sales Manager will drive the evolution of Mutual of Enumclaw’s sales philosophy, independent agent strategy, and performance objectives across the organization’s largest and longest-standing sales territory. This role functions as a performance-minded change agent and channel strategist responsible for sustained and profitable revenue generation derived from independent agent producers.

The Regional Sales Manager (RSM) will lead new business development endeavors, develop agent sales growth strategies, create, and leverage field analytics and CRM capabilities, and coach, incentivize, and manage a book of third-party independent insurance agents to increase profitable growth for personal, commercial and farm line products. The RSM is an expert on Mutual of Enumclaw’s product offerings and that of competitors, with the ability to demonstrate Mutual of Enumclaw’s superior benefits. The position reports to the Senior Director of Sales and will have direct access to and input within the Marketing Leadership Team and other senior executives.

Location: This is a field position and will work remotely but the candidate must be located in Central or Eastern Washington.  The candidate must be able to work during our core Pacific Standard Time (PST) business hoursand have high-speed internet (internet speed test required).

Hiring Range: $113,867 - $140,381

Salary Range: $113,867 - $161,333

*The hiring range represents Mutual of Enumclaw’s current hiring pay scale for this role. Mutual of Enumclaw reserves the right to modify or update this range any time. Exact compensation may vary based on skills and experience. Compensation is only one part of our entire total rewards package. To see some of the benefits and perks we offer, please click here.

Duties/Responsibilities:

• Drive profitable sales acquisition and renewal strategies across all lines of business through effective management of independent agents and third-party sales partnerships.
• Implement data-driven sales metrics, field analytics, and CRM techniques within the sales territory to increase sales insights, agent coaching capabilities, and sales effectiveness.
• Develop agency appointment strategies, agent profitability profiles, and agent segmentation initiatives to prioritize and maximize agency sales success and productivity.
• Create, measure, and manage sales pipeline activities, agent sales enablement methodologies, and coordinated sales and marketing campaigns.
• Increase client retention through strategic renewal management programs, policy servicing, coverage consult, and guidance in leveraging cross-sell and up-sell opportunities.
• Provide high levels of technical expertise to field agents, including consulting, thought leadership, agent continuation strategies, and strategic business partnership guidance.
• Work strategically with product, underwriting, and marketing team members to develop, execute, and monitor business plans to achieve quarterly sales and revenue growth targets.
• Collect and maintain competitor field information, and provide evaluation and analysis of competitor programs, coverages, and agent commission schedules and impacts.
• Consult with executive management on enterprise-wide marketing programs, services, and new product development, including pricing, product, and agent compensation decisions.

Required Skills/Abilities:

• Self-directed and motivated, with the ability to work independently and take direction with a high sense of urgency.
• Excellent communication and cross-team leadership skills.
• Cross-industry acumen. Experience working with large national agencies is a plus.
• Ability to interface at the customers’ most senior levels.
• Consultative selling, solutions selling, insight selling, negotiation, and advanced client management skills.
• Demonstrated ability to manage complex accounts with direct and indirect resources.
• Experienced in building/maintaining relationships from operational through C-level, building trusted advisor relationships with enterprise customers.
• Hard driving, entrepreneurial, and tenacious individual who is driven to be successful and brings creative solutions to complex problems.
• In-depth knowledge of Independent Agent distribution systems, Agent/Agency sales, and underwriting.
• Advanced-level technical skills involving in-depth knowledge of Independent Agent distribution systems, Agent/Agency sales, and underwriting.
• Proven relationship cultivation and management experience; negotiation, conflict resolution, collaboration, influence, consulting/advisory, decision-making, and leadership skills required.
• Proven skill in devising and executing strategic and tactical marketing plans/programs evidenced by increased profitable premium written and business opportunities.
• Demonstrated skill, innovation, and creativity in ascertaining Agent/Agency-specific requirements and negotiating complex contract engagements and business development opportunities.
• Highly proficient organizational, and time-management skills; interpersonal, written/verbal/ listening communication skills, and observational, analytical, and presentation skills.

Education and Experience:

• 3+ years of Insurance Marketing Represtentative experience required.

• 10+ years of field territory sales, sales strategy, relationship management, Agency Training, Independent Agent sales, Agency Management, Underwriting, Product Development, or related insurance experience.

• 5-10+ years working with Washington independent insurance agency channel.

• Bachelor's degree required. CIC, and other insurance industry certification(s)/designation(s) preferred.

Physical Requirements:

• Meet requirements of 30% travel, and occasional after-hours, on-call, and weekend work as necessary, and perform physically active marketing activities while remaining effective.
• Prolonged periods of sitting at a desk and working on a computer, including video conferencing.