Small Business Sales Director at CNA

| Melville | Hybrid
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Job Summary
Directs, implements and drives CNA's sales process throughout assigned territory. Sets objectives with sales team to meet objectives for profitable growth and retention within branch or geographic territory. Focuses on coaching and development of Field Sales Specialists (FSS) and ensures effective distribution management and regional territory management.
Essential Duties & Responsibilities
Performs a combination of duties in accordance with departmental guidelines:
  1. Drives CNA Small Business market share increase through effective agency management techniques as well as coaching and development of the FSS team through weekly coach travel with FSS team members to agencies and individual FSS coaching feedback sessions.
  2. Provides strategic and tactical direction to the FSS teams including but not limited to execution of the Sales Advantage Disciplines, keys sales behaviors inclusive of consultative selling skills, negotiating skills, setting territory and agency objectives, effective agency management planning, training on sales tools including, effective sales campaign management, and defining key measures of success.
  3. Partners with the Small Business segment to ensure consistent execution by the FSS team of priority initiatives for the business segment including the CNA Small Business Trusted Advisor program in both product and technology & automation.
  4. Monitors and drives financial results and sales behavior execution to ensure that Small Business territory action plans produce desired outcomes based upon annual financial objectives and performance goals.
  5. Directs and sets clear expectations for the annual agency planning process, agency segmentation process and quarterly checkpoint meetings for key Small Business agencies.
  6. Builds and maintains knowledge of key Small Business agency relationships and top producing agencies within respective territories, and leverages key agency relationships across the CNA enterprise to drive Small Business results within CNA's top producing agencies.
  7. Leads and directs the work activities and has full management responsibility for the performance and development of subordinate staff in accordance with corporate strategic direction

May perform additional duties as assigned.
Reporting Relationship
Typically AVP and above
Skills, Knowledge & Abilities
1.Leadership and management skills demonstrating integrity and professionalism.
2. Knowledge of the insurance industry, its products and services
3. Strong interpersonal and communication skills. Ability to effectively interact with both internal and external business partners
4. Coaching and mentoring skills.
5. Sales and agency management knowledge and skills. Includes strategic planning and strong analytical skills to effectively manage territorial planning concepts to drive consistent, profitable growth.
6. 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. Leadership experience in sales, underwriting or marketing
3. Typically a minimum of 7 or more years of insurance sales experience, and five to eight years management experience.
4. Small business experience strongly preferred.
5. ARM, CPCU preferred
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An Insider's view of CNA

How would you describe the company’s work-life balance?

Work-life balance has always been a priority for me. It always will be. CNA’s hybrid working model allows me to not only maximize collaboration with my peers but also take advantage of increased flexibility by combining remote and in-office work. I’m empowered to take control of my schedule based on what works best for me and my team.

Alison Massey

Agile Scrum Master Consultant

How do you collaborate with other teams in the company?

On the Security Advisory team, collaboration is key to what we do. We sit at a unique intersection of security goals and business objectives. By working across nearly every IT team at CNA, we balance the need for maintaining secure initiatives and keeping projects on track. It’s our job to find the best, secure path to ‘Yes’ for business requests.

Zach Jones

Director, Security Advisory

How has your career grown since starting at the company?

I joined CNA as a contractor and became a full-time employee after an eight-year contractor journey. I’m passionate about solving technical challenges and CNA allows me to foster that passion. Every day, I learn about emerging technologies. I’m empowered to develop, grow, and create a career that works for me and my lifestyle.

SenthilKumar Asokan

Applications Engineer Senior Specialist

How do your team's ideas influence the company's direction?

Enterprise Architecture creates foundations for IT expectations across CNA. I’m on a team that builds reusable IT assets, communicates best practices, and decides standards for tooling, and more. I influence CNA outside of my role, too, specifically through CNA’s Employee Resource Groups. I’m empowered to influence both IT and our culture of inclusion.

Lisa Smith

Architecture Senior Specialist

What does career growth look like on your team?

Career growth can take on many different forms at CNA, and that’s because there are always opportunities to acquire transferrable skills. On my team specifically, we’re encouraged to identify and work toward development opportunities that matter to us. We’re empowered to make a difference while advancing our careers.

Josie Lee

Director, HR Business Partner

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