Under technical direction, drives a high level of Small Business production and develops profitable growth opportunities with current and new Small Business distribution partners. Responsible for best-in-class building and execution of an effective Small Business sales plan to achieve maximum production and profit goals in assigned territory. May be assigned to lead key relationships and have broader scope of influence outside of assigned Small Business territory. Recognized as an expert in sales and Small Business insurance practices.
Essential Duties & Responsibilities
Performs a combination of duties in accordance with departmental guidelines:
Establishes, and consistently meets and exceeds production and profitability goals within the local territory for Small Business by identifying key agents, new business opportunities, and new agency appointments. Identifies emerging channels such as aggregators, brokers, eBusiness, and banks.
Drives Quote Flow to achieve Small Business new business objectives; factoring in average premium size, hit ratio and overall need. Individual Small Business sales plans establish clear objectives and activities to drive an increase in quote flow activity.
Serves as a role model and coach for a disciplined Small Business sales process and ensures consistent execution of Small Business Sales Best Practice principles.
Promotes the use of CNA Sales & Service Center as a distribution option.
Promotes and sells CNA Small Business technology. Acts as local agency advocate for CNA communications, customer feedback, and technology issues.
Responsible for the profitability of assigned small commercial agency plant through effectively executing appetite strategy to achieve Quote, New Business and GWP (Gross Written Premium) class mix.
Collaborates with functional partners on plan to manage underperforming producers and accounts; executes against plan. May provide guidance and assistance to other sales specialists and to other functional areas, particularly when related to cross-sell opportunities. Partners with cross-functional partners to drive consistent processes.
May be assigned Branch enterprise account(s) that have significant Small Business opportunity to serve as a CNA relationship manager.
Keeps current on state/territory issues and regulations, industry activity and trends and actively shares information with others.
Articulates and positions the Small Business Value Proposition to drive an increase in quote activity, appropriate class mix, and new business writings and demonstrate expertise of Enterprise and Small Business Compensation programs.
Gathers and relays competitive market intelligence.
May perform additional duties as assigned.
Director or above
Skills, Knowledge & Abilities
Solid technical expertise, sophistication, and independent judgment to manage business relationships with distributors and individual business units. High level of insurance industry knowledge as it applies to business development and determining business opportunity. Mastery level of cross-selling skills. Strong verbal, written and presentation skills with the ability to effectively interact with internal and external business partners. Influence skills and ability to interact effectively with high levels of leadership. Coaching and mentoring skills to assist with development of less experienced team members. Creativity in resolving issues and problems.
Results-oriented with the ability to develop tactical strategies and business plans which support organizational vision and goals.
Solid knowledge of Microsoft Office Suite as well as other business-related software.
Ability to travel.
Ability to work independently and remotely in the assigned territory to achieve results with limited supervision.
Requires an advanced understanding of P&C commercial lines risk qualification with an insurance carrier or agency.
Education & Experience
1. Bachelor's degree or equivalent.
2. Typically a minimum of five years multi-line P&C commercial underwriting experience is preferred, in addition to experience in insurance sales or marketing.
CNA is committed to providing reasonable accommodations to qualified individuals with disabilities in the recruitment process. To request an accommodation, please contact [email protected] .