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The Hartford Accident & Health Sales Manager in HARTFORD, Connecticut

Title: Accident & Health Sales Manager

Location: United States-New York-New York

Other Locations: United States-Connecticut-Hartford, United States-Maryland-Hunt Valley, United States-Massachusetts-Boston, United States-Virginia-Glen Allen, United States-New Jersey-Morristown, United States-Pennsylvania-King of Prussia, United States-New York-Williamsville, United States-Pennsylvania-Pittsburgh

Job Number: 2000721

Candidates must sit in commutable distance to one of our regional offices listed

The Accident & Health (A&H) Regional Sales Manager is a highly visible Sales & Distribution position dedicated to achieving new A&H production goals through internal and external distribution channels. This position will be field-focused within an assigned territory – working in tandem with field sales, distribution management, and underwriting teams across the enterprise to deliver new business production through upselling and cross-selling, coordination with counterparts across The Hartford, and direct A&H sales to brokers and clients. The A&H Regional Sales Manager will act as the face of HIG A&H in each respective territory and will drive new A&H quote activity by providing subject matter expertise, cross-selling persistency, strong producer engagement, a consultative mindset, and a single-minded determination to leverage all available distribution channels for the benefit of successful A&H sales.

Sales and Persistency (70%)

  • Achieve new business premium and line count goals each year as determined by A&H leadership.

  • Participate in 20-30 meetings each month with agents, brokers, and other potential sources of A&H sales in partnership with other functional areas or on an independent basis; use time to present new products, train staff, manage relationships, or cross-sell.

  • Identify and develop new partnerships with national, regional and local brokers or program managers that are actively producing business or expanding into the A&H market niches.

  • Maintain assigned relationships with A&H distribution channels and their associated producers. Generate new opportunities, new gross written premium and growing profits. Leverage legacy relationships into successful A&H sales.

  • Develop annual business plans and strategies to market A&H products within an assigned product area and/or territory.

  • Be consultative within assigned regions at the case level throughout the sales process – including proactive identification and engagement of opportunities, assistance with underwriting process, sales support, and routine follow ups.

  • Collaborate with A&H underwriting, underwriting support, and compliance to insure submissions are complete and compliant.

  • Represent A&H by regularly attending internal huddles and marketing meetings in assigned regional offices, along with relevant local insurance related industry functions.

Field Sales & Relationship Management Support (20%)

  • Cultivate partnerships with contacts at all levels of HIG’s Group Benefits, Small Commercial, Middle Market, Specialty Commercial, and Personal Lines divisions to increase product awareness and grow an active cross-selling pipeline for A&H.

  • Be a meaningful marketplace presence within assigned regional offices to help grow existing producer partnerships and cultivate new relationships where applicable that lead to A&H production from internal/external contacts.

  • Drive efforts within assigned regions to increase field expertise and competency with an intense focus on training, knowledge transfer, best practice sharing, and strong partnership and coordination with partners.

  • Anticipate the needs of producers and respond proactively.

  • Be an active participant in Distribution team meetings to ensure knowledge is disseminated accurately and clearly to the benefit of others.

Sales Reporting & Expense Management (10%)

  • Regularly update an active A&H sales report for review by A&H leadership that tracks activity and pipeline by distribution channel.

  • Track producer results and make recommendations to improve submission activity and line count where necessary.

  • Budget for travel and entertainment needs in assigned territory with manager.

  • Develop an annual business plan mapping the path towards meeting premium and line count targets in coordination with manager for presentation to A&H leadership.

  • Regularly enter call reports into designated platform that summarize sales meetings, outcomes, and next steps.

Qualifications:

  • Bachelor’s degree strongly preferred or equivalent work experience

  • 5 years of prior sales, underwriting, or service experience with specific emphasis and successful track record in A&H sales, A&H underwriting, P&C underwriting, or group benefits sales, relationship management, or account management.

  • Entrepreneurial personality who is results-oriented, highly resourceful and a motivated self-starter.

  • In-depth knowledge of A&H specific products including a keen understanding of the competitive landscape preferred.

  • Extensive knowledge of business, distribution channels, producers, and competitors.

  • Strong organizational and communication skills – polished verbal, written, and presentation skills are a must.

  • Strong leadership and negotiating skills – internal and external.

  • Demonstrated strategic planning and organizational leadership capabilities.

  • Exceptional relationship management and influencing skills; able to work successfully across the field and home office cross-functional areas to influence outcomes and drive results.

  • Believes that The Hartford is a great place to work, knows how to inspire, motivate, and create a positive team environment.

  • Extensive regional travel required.

Equal Opportunity Employer/ Females/ Minorities/ Veterans/ Disability/ Sexual Orientation/ Gender Identity or Expression/ Religion/ Age

Job: Group Sales Support

Primary LocationUnited States-New York-New York

Other LocationsUnited States-Connecticut-Hartford, United States-Maryland-Hunt Valley, United States-Massachusetts-Boston, United States-Virginia-Glen Allen, United States-New Jersey-Morristown, United States-Pennsylvania-King of Prussia, United States-New York-Williamsville, United States-Pennsylvania-Pittsburgh

ScheduleFull-time

Job LevelIndividual Contributor

Education LevelBachelor's Degree (±16 years)

Job TypeStandard

ShiftDay Job

Employee StatusRegular

Overtime StatusExempt

TravelYes, 20 % of the Time

PostingMar 25, 2020, 10:58:53 AM

Remote Worker OptionYes

The Hartford is an equal employment and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, sex, religion, age, national origin, disability, veteran status, sexual orientation, gender identity or expression, marital status, ancestry or citizenship status, genetic information, pregnancy status or any other characteristic protected by law. The Hartford maintains a drug-free workplace and is committed to building inclusion and leveraging diversity.

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