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The Small Business Sales Executive Director collaborates with CNA Small Commercial's critical, national agency and broker relationships. Responsible for relationship management, business development and analysis of a group of complex agencies. Recognized as a senior level expert in Agency Management. Coaches and Mentors peer group to meet objectives for profitable growth on a countrywide basis.
JOB DESCRIPTION:
Essential Duties & Responsibilities
Performs a combination of duties in accordance with departmental guidelines:
- Develops and maintains agency relationships with the largest key, independent agencies, and brokerages. 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 and brokerage places small commercial business, across a multi-state footprint, and have strong relationships with agency leaders who help drive company placement decisions. Most agency relationships will have a high level of visibility with executive leadership that requires an ability to inform those leaders in an appropriate fashion and understand when to leverage those relationships to help drive an intended result. The ability to negotiate and communicate with the most senior leadership both internally and externally.
- Identify opportunities for panels, book consolidations, 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.
- Mentors and guides peer group and assists in the development of training. May be charged with special projects and presentations based on Agency Management expertise.
May perform additional duties as assigned.
Reporting Relationship
AVP, Production and Sales
Skills, Knowledge & Abilities
Leadership and management skills demonstrating integrity and professionalism.
Knowledge of the insurance industry, its products and services
Strong interpersonal and communication skills.
Ability to effectively interact with both internal and external business partners. Coaching and mentoring skills.
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.
Knowledge of Microsoft Office Suite and other business-related software.
Education & Experience
Bachelor's Degree in marketing, sales or related field or its equivalent.
Leadership experience in sales, underwriting or marketing
Typically a minimum ten years of Insurance Sales experience with proven track record of results.
Small Commercial experience required.
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CNA is committed to providing reasonable accommodations to qualified individuals with disabilities in the recruitment process. To request an accommodation, please contact [email protected] .
