Sales Executive , Small Business

You have a clear vision of where your career can go. And we have the leadership to help you get there. At CNA, we strive to create a culture in which people know they matter and are part of something important, ensuring the abilities of all employees are used to their fullest potential. 

The Small Business Sales Executive works with existing National and Regional, Independent agencies that CNA identifies as key partners for profitable growth. This role will develop medium to long-range sales plans and prepare strategies to protect, grow, and diversify the relationship with a defined group of CNA Agents. The role owns new business growth with assigned agencies and identification of cross- and repeat-sales opportunities.

JOB DESCRIPTION:

Essential Duties & Responsibilities

Performs a combination of duties in accordance with departmental guidelines:

Develops and maintains agency relationships with small and midsized national and regional independent agencies. Work with internal and external stakeholders to develop a strategic partner plan for each assigned agency; identify what activities will be required for success and understand whom to leverage. 

Monitors and drives financial results and sales behavior execution to ensure that critical agencies are maximizing their opportunities and focused on those initiatives that present the greatest opportunity for profitable growth. Understand the portfolio make-up of individual agencies and the assigned territory; focus on driving opportunities that maintain CNA’s growth and profit objectives, including changing the book mix, when identified, to drive profitability.

Have a deep understanding of how each assigned agency places small commercial business and have strong relationships with agency leaders who help drive company placement decisions.

For agencies with a multi-state footprint, ensure regular touchpoints with all offices that have profitable growth opportunity in small commercial.

Identify opportunities for consolidation or book-rolls – work with underwriting and product resources to determine possible fit and needs to execute; assist in the execution and measurement of active consolidations and book-rolls. Own the execution and understand what it takes for CNA to be in the top 3 carriers.

Through your agency interactions, market for program opportunities and bring any uncovered delegated underwriting authority opportunities to the programs team for consideration.

Understand usage of a digital rating platform (i.e. comparative rating platform) within assigned agencies and how they use that platform (if applicable); work to optimize results and understand decisions behind how CNA is displayed vs. other carriers.

Responsible for any needed agency training and education.

May perform additional duties as assigned.

Reporting Relationship

Skills, Knowledge & Abilities
1. Knowledge of the insurance industry, its products and services   
2. Strong interpersonal and communication skills.  Ability to effectively interact with both internal and external business partners.
3. Sales and agency management knowledge and skills.  Includes strategic planning and strong analytical skills to effectively manage agency planning concepts to drive consistent, profitable growth. 

4. Basic/moderate understanding of small commercial underwriting is beneficial

5. Background in strategic portfolio management
5. Knowledge of Microsoft Office Suite and other business-related software.

Education & Experience

1. Bachelor’s Degree in marketing, sales or related field or its equivalent. 
2. Typically a minimum of 5 or more years of insurance sales experience.  
4. Small business experience strongly preferred. 

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In certain jurisdictions, CNA is legally required to include a reasonable estimate of the compensation for this role. In District of Columbia, California, Colorado, Connecticut, Illinois, Maryland, Massachusetts, New York and Washington, the national base pay range for this job level is $72,000 to $141,000 annually. Salary determinations are based on various factors, including but not limited to, relevant work experience, skills, certifications and location. CNA offers a comprehensive and competitive benefits package to help our employees – and their family members – achieve their physical, financial, emotional and social wellbeing goals.  For a detailed look at CNA’s benefits, please visit cnabenefits.com.

CNA is committed to providing reasonable accommodations to qualified individuals with disabilities in the recruitment process. To request an accommodation, please contact leaveadministration@cna.com.