Director of Commercial Insurance

Position Title: Director of Commercial Insurance

Department: Commercial Insurance Sales

Reports To: Chief Operating Officer (COO)

Position Overview:

The Director of Commercial Insurance oversees the company’s commercial insurance sales operations, focusing on enhancing sales force effectiveness and managing essential functions to boost productivity. Responsible for building the insurance department of the organization. This role encompasses planning, reporting, quota setting and management, sales process optimization, sales training, program implementation, sales compensation design and administration, and talent acquisition. The Director ensures the overall productivity and effectiveness of the commercial insurance sales operation, fostering close working relationships with both internal and external stakeholders to guarantee the sales organization’s efficient operation and success.

Job Responsibilities:

· Design and implement sales forecasting, planning, and budgeting processes, ensuring integration with the company’s overall planning processes.

· Provide leadership within the sales organization, offering counsel to Executive Management to align sales objectives with business goals.

· Assign sales force quotas fairly and manage the financial objectives distribution across all sales channels efficiently.

· Ensure all sales organization objectives are assigned timely.

· Collaborate with senior management to identify sales process improvements, facilitating new program implementations to ensure efficiency.

· Prioritize investments in technologies that enhance sales productivity, recommending changes to the Customer Relationship Management (CRM) platform as needed.

· Develop and implement sales reports and intelligence tools, coordinating with sales leadership for accurate and efficient reporting.

· Establish a comprehensive sales force training plan in collaboration with Human Resources, focusing on developing essential sales competencies.

· Design sales incentive compensation programs that align with the company’s strategy and objectives, overseeing their administration.

· Support the consistent implementation of company initiatives.

Accountabilities and Performance Measures:

· Achievement of the company’s sales, profit, and strategic objectives.

· On-time implementation of sales organization quotas and performance objectives.

· Comprehensive implementation of initiatives impacting the sales organization.

· Accurate and timely sales reporting for organizational effectiveness.

· Fulfillment of strategic objectives as defined by company management.

Organizational Alignment:

· Reports directly to the Chief Operating Officer.

· Manages one or more licensed Sales Producers directly.

· Directs the support of sales, service, and other management resources as necessary.

· Maintains close, cooperative relationships with peer leaders and senior executives.

Qualifications:

· Bachelor’s degree in Business, Finance, or a related field; an MBA or equivalent is a plus.

· 10-15+ years of sales experience, including at least 5+ years in sales and/or agency management and leadership.

· A minimum of five years in sales operations, business planning, or sales support management.

· Proficiency in PC usage.

· Holds a Property & Casualty Producer’s License in good standing across all 50 states, with current CE credits in required lines and states.

· Advanced professional designations (e.g., AAI, AIM, AMIM, CPCU) are advantageous.