Sales Manager

JOB TITLE: VP/SVP, Sales Management

LOCATION:    

REPORTS TO:  Managing Partner

SALARY TYPE:  Exempt 

POSITION SUMMARY & OVERALL PURPOSE:

The VP/SVP performs duties to ensure sales growth by recruiting, developing and managing an advisor team in meeting annual production targets from the sale of proprietary products and services.  The VP/SVP is also committed on-going recruiting efforts to continue to grow and evolve the sales unit.  This position also works in collaboration with the agency’s management team and staff to contract, on-board and support the long-term needs of recruited professionals.  

Recruiting

• Knowledge of firm’s recruiting strategy, value prop and annual recruiting goals
• Thorough understanding of the career agent contract
• Ability to personally source candidates through referrals from existing producers, LinkedIn, etc., to create a solid pipeline
• Regularly interview recruits to assess the right fit for the agency model and culture.  Leverage Managing Partner(s) and other support team members as needed throughout the process.
• Work closely with in-house recruiter to interview prospective recruits sourced by the firm as needed
• Follow the established onboarding process to contract new advisors by ensuring the overall experience is professional and efficient  

Advisor Development & Management

• Conduct regular one on one meetings with producers to build relationships, understand training and development needs, and provide insight for the improvement of sales and activity performance
• Provide individualized assistance with case prep, selling strategy, troubleshooting, etc.  Conduct regular coaching and counseling to build motivation and selling skills
• Conduct or participate in weekly team/unit meetings to apply training topics, and/or develop: phoning, fact-finding, life cycle, client presentation and closing skills.  Assist producers in making connections between the trainings and the application in their practices.
• Supervise the unit’s sales activities, i.e. prospecting calls, appointments, presentations, proposals, closes, etc.), as well as use available resources to create accountability
• Consistently identify opportunities for junior producers to link with a senior work partner for joint work
• Leverage staff resources to ensure that producers are fully utilizing all that is available to them as part of our agency support platform
• Attend and participate in all monthly sales management team and recruiting meetings
• Work with management team to ensure our agency training program is a great resource for learning and attend as scheduled
• Support company standards, policies, goals and objectives as define by company management  
• Ensure that the unit is following supervisory guidelines and meeting deadlines for continuing education and annual compliance requirements.

QUALIFICATIONS:

• Bachelor’s degree in business management or related field
• Five or more years of sales management experience 
• Proven track record of building and developing sales teams
• Life, Accident & Health licensed
• Series 7 & 66 (24 a plus)
• Exceptional communication, interpersonal, and decision-making skills
• Advanced knowledge of the sales process, insurance concepts, investment solutions and planning