Director of Agency Sales
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Job Description
Director of Agency Sales leading insurance teams in revenue growth. Coaching on sales techniques and operational oversight for Producers and Account Managers to drive results.
Responsibilities:
- Establish and reinforce sales expectations, KPIs, accountability standards, and performance goals across both the Producer and Account Management teams
- Review pipelines, close ratios, lead response times, conversion rates, revenue performance, and related operational metrics to identify opportunities for improvement
- Coach Producers on consultative selling, objection handling, discovery conversations, and value-based selling – and coach Account Managers on retention, coverage accuracy, client relationship management, and account rounding
- Provide technical guidance on commercial insurance coverages, underwriting requirements, policy structures, and market placement considerations across both teams
- Clearly explain coverage concepts to Producers, Account Managers, and customers as needed, and identify coverage gaps with coaching on how to address them appropriately
- Review submissions for completeness, accuracy, and marketability
- Support team members in complex client-facing conversations and insurance-related discussions
- Maintain expertise in admitted and non-admitted insurance markets and support market placement discussions as needed
- Monitor team performance and drive improvement through coaching, process refinement, training, and skill development initiatives
- Build and maintain a coaching-oriented culture focused on accountability, performance, and continuous improvement across both functions
- Use observations and performance data to identify coaching needs, behavior trends, skill gaps, and opportunities for additional support or accountability
- Partner with leadership to identify operational challenges, training opportunities, and performance improvement initiatives
- Required to perform other duties as requested, directed, or assigned
Requirements:
- 5+ years of commercial lines insurance experience
- 2+ years managing, mentoring, or coaching producers, sales representatives, or account managers – experience leading both functions is strongly preferred
- Strong knowledge of commercial insurance coverages including General Liability, Professional Liability, Property, Inland Marine, Workers Compensation, Commercial Auto, and Excess/Umbrella
- Strong understanding of underwriting guidelines, eligibility requirements, exclusions, endorsements, audits, certificates, additional insureds, waivers of subrogation, and policy issuance workflows
- Experience reviewing insurance submissions for completeness, accuracy, and marketability
- Strong understanding of consultative selling, objection handling, discovery conversations, and value-based selling
- Experience reviewing sales performance metrics, pipelines, conversion rates, and revenue performance
- Excellent communication, leadership, and coaching skills
- Preferred CIC, CRM, CPCU, CISR, ARM, or similar insurance designation
- Experience working with both admitted and non-admitted markets
Benefits:
- Health, dental, and vision plans
- Amazing work-life balance with 4 weeks of Paid Time Off
- 10 Paid Company Holidays with 2 floating holidays
- 401K Programs with employer match
- Personal assistance programs for support in a healthy personal and work life
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