POSITION TITLE: Farm Sales Specialist
STATUS: Exempt
COMPENSATION RANGE: $110,000 - $120,000 with 7% bonus potential
LOCATION: Work remotely in Virginia
REPORTS TO: Director of Sales
POSITION SUMMARY:
The Farm Sales Specialist (FSS) is Virginia Farm Bureau Mutual Insurance Company’s field-based farm insurance expert for the assigned territory. The FSS partners with agents to grow and retain their Farmowner book of business by helping agents identify, quote, write, review, and retain larger and more complex farm accounts.
Working with agents, underwriting, and sales leadership, the FSS supports new business while helping existing policyholders maintain appropriate protection by providing technical expertise on Farmowner coverages, forms, endorsements, underwriting requirements, agricultural operations, and risk management.
The FSS conducts annual joint reviews with agents on largest, most complex Farmowner policies in the assigned territory to strengthen relationships, address coverage gaps, improve retention, and identify sales opportunities.
The FSS also trains and consults with the agency force through programs, workshops, and field coaching to improve agents’ farm insurance knowledge, prospecting effectiveness, and Farmowner production results.
PRIMARY DUTIES
Farm New Business Development
- Assist agents in writing larger and more complex Farmowner and agribusiness insurance accounts.
- Conduct joint sales appointments with agents to develop new Farmowner business opportunities.
- Support agents in conducting farm risk assessments, understanding ownership / named insured status for all farm assets, conducting property evaluations, making coverage recommendations, and performing an overall account analysis as well as gathering underwriting information, evaluating agricultural operations, and developing competitive insurance proposals.
- Coordinate new business sales efforts with Farm and Field Underwriting as needed for larger, more complex risks
- Participate in agricultural events, trade shows, producer meetings, county Farm Bureau meetings, and other agricultural organizations to promote Virginia Farm Bureau Farmowner sales opportunities.
Farm Large Account Renewal and Retention
- Working with the Agent of Record, participate in joint reviews on largest Farmowner policies within the assigned territory. These largest policies will be measured by Cov E., F. & G. Premium and pre-identified by Sales Management annually.
- Work with agents and policyholders to identify ownership / named insured gaps,
operational changes, coverage gaps, valuation concerns, liability exposures, and equipment changes. - Recommend appropriate coverage enhancements, endorsements, and risk management solutions.
- Coordinate policy renewal efforts with Farm and Field Underwriting as needed for larger, more complex risks
- Develop account retention strategies for key farm accounts, including agent of record turnover policy retention strategies.
- Assist agents with pre-renewal preparation and retention efforts
- Document review findings and coordinate appropriate follow-up actions.
Farm Insurance Technical Expertise
- Serve as the primary subject matter expert on Farmowner insurance policy coverages, forms, endorsements, underwriting guidelines, and risk management practices.
- Maintain advanced knowledge of agricultural operations, farm exposures, and emerging industry trends.
- Assist agents and underwriting teams in resolving complex coverage needs.
- Maintain a thorough understanding of company Farmowner products and competitive market offerings.
- Coordinate efforts and industry observations with Farm and Field Underwriting
Agent Training and Development
- Develop and deliver periodic training seminars, workshops, webinars, and agency meetings focused on:
- Farmowner policy Forms and endorsements coverages deep dives
- Underwriting guidelines
- Agricultural risk identification
- Prospecting techniques and Sales strategies
- Farm account review processes
- Coverage adequacy reviews
- Share industry insights, market trends, and sales and retention best practices with the agency force.
- Serve as a resource to help agents improve confidence and effectiveness in the Farmowner marketplace.
- Serve as a resource to the Training and Underwriting teams in developing educational materials to support Farmowner growth initiatives.
Relationship Management
- Develop strong working relationships with agents, agency management, underwriting personnel, and other company departments.
- Promote teamwork and collaboration between field and home office personnel.
- Represent the company professionally within agricultural organizations and communities.
- Foster trust-based relationships with policyholders and prospects throughout the assigned territory.
MINIMUM EDUCATIONAL/EXPERIENCE QUALIFICATIONS
- Bachelor's Degree preferred
- Minimum of five (5) years of experience in insurance including significant experience working with Farmowner Insurance policies in either sales, underwriting or claims
- Prior agricultural / agribusiness sales or operations experience a plus
- Demonstrated knowledge of farm operations and agricultural production practices.
MINIMUM SKILL QUALIFICATIONS
- Property and Casualty Insurance License required or ability to obtain within established timeframes.
- Professional P&C Insurance Industry designations such as AFIS, CIC, CPCU, or AAI are preferred.
BENEFITS OVERVIEW
At VA Farm Bureau, we provide an exceptional benefits package, including ongoing job development and support in all roles, paid training and continuing education reimbursement, medical and dental insurance available on your first day, generous employee 401K contribution, excellent Paid Time off (PTO) plan and more!
Virginia Farm Bureau Companies provide equal employment opportunity in all aspects of employment without regard to race, color, national origin, religion, gender, pregnancy, age, disability, orientation or veteran status.
Skills Required
- Minimum of five years of insurance experience, including significant Farmowner insurance experience in sales, underwriting, or claims
- Demonstrated knowledge of farm operations and agricultural production practices
- Property and Casualty Insurance License, or ability to obtain one within established timeframes
- Bachelor's degree
- Prior agricultural or agribusiness sales or operations experience
- AFIS, CIC, CPCU, or AAI professional P&C insurance designation
What We Do
Nearly a century ago, Virginia Farm Bureau made the state’s farmers a promise – to protect and preserve what they’d labored so hard to create. A promise to do our part to ensure a bright future for our children, and our children’s children. Today that promise extends beyond farmers. And when you’re with Virginia Farm Bureau, you have an important role in upholding it. The Virginia Farm Bureau family of companies includes: • Virginia Farm Bureau Federation • Virginia Farm Bureau Mutual Insurance Co. • Benefit Design Group Inc. • Employee Benefits Corporation of America • Countryway Insurance Co. Virginia Farm Bureau Federation is a membership organization focused on supporting and growing Virginia agriculture. Membership includes access to exclusive leadership programs, commodity representation, agricultural marketing and business development assistance, products, insurance and other services. Since 1950, Virginia Farm Bureau Mutual Insurance Co. has been protecting our members’ interests. We offer auto, home, farm and life insurance and more. We strive to be a leading insurer for all Virginians while remaining the foremost provider to Virginia's farmers. Employee Benefits Corporation of America is among the largest marketers of group insurance plans in the mid-Atlantic region and provides a variety of health care products and carriers. Benefit Design Group Inc. is a licensed and bonded third-party administrator providing sales, service, billing and administrative support for more than 400 brokers and 2000 employer groups in the Mid-Atlantic region. Countryway Insurance Co. sells products through a network of independent agents in eight northeastern states, Virginia and Kentucky. We focus on the needs of farms and rural communities. Virginia Farm Bureau is based in Richmond, Va., with over 1,000 employees throughout the state and on the Eastern Seaboard. We’re a community-oriented company deeply rooted in every county across the state, and we're expanding!
