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For your reference, we have included the original job posting below.
National Accounts Sales Director
Job Number:
22171095
Company Name:
The Hartford
Job Location:
Chicago, IL US
Job Category:
Accounting & Finance
National Accounts Sales Director
Title: National Accounts Sales Director Location: Illinois-Chicago The Company This position can be located in any of our field offices throughout the Central Division
The Hartford is one of the oldest and largest investment and insurance companies in the United States. Founded in 1810, this company is a leading provider of automobile and homeowners products, business insurance, investment products, life insurance, and group & employee benefits. Recognized for the diversity of its product portfolio and distribution networks, the client serves customers through independent agents and brokers, financial institutions, affinity groups and via the Internet. Approximately 11,000 independent agencies and more than 100,000 registered broker/dealers sell the company's products. The company has approximately 30,000 employees in the U.S. and serves customers worldwide. The Property & Casualty (P&C) Operations include business insurance, specialty commercial and personal lines. This business had 13% written premium growth in ongoing businesses with strong growth in small business insurance and personal lines. The Opportunity This position is responsible for the sales, marketing, profit, growth and quality of the National Accounts business within the division. Through the National Accounts Practice Leaders, the Sales Director directs the execution of the National Accounts Strategic and Operating Plans within each of the local market territories through strong territorial/broker management, sales coaching, sales activities and account management activities. The National Accounts Sales Director is responsible for the performance and development of a team of 7 practice leaders. This team handles roughly $250M of first dollar equivalence premium.
Responsibilities 35% - Sales Management: Ensures a consistent approach to account management within the division through active pipeline management, individual account game plans and large lines meetings. Through Practice leaders, ensures coordination of efforts with loss control, claims, RMIS and support staff to ensure the delivery of exceptional customer service. 25% - People Leadership and Development: Attracts, selects and develops high caliber talent from within or outside of the organization. Ensures staff continuity for key positions by anticipating and planning for future staffing needs. Builds a strong team by effectively managing staff through active performance management and the implementation of meaningful development process. 25% - Broker/Agency Management: Builds strong, distinctive strategic partnerships with key brokers. Develop and implement segment sales plans. Keen insight into competitors' strengths, weaknesses and strategies to leverage for profitable business and increased broker penetration. Aligns efforts with RVP and Middle Market Manager to penetrate key agents in each territory. 15% - Planning and Monitoring: Works closely with Division, Region and Segment management to develop strategic and operating plans which leverage agent/broker relationships and positions RMD to profitably grow within the territory. Closely manages plan results and directs implementation of specific actions to address financial and execution shortfalls.
* BS/BA degree * 5 years underwriting, agency/territorial management, preferably in P&C National Accounts * Solid technical understanding of loss sensitive business * Highly regarded for leadership capabilities within The Hartford and externally * Thoroughly understands account management activities needed to attract and retain clients. * Demonstrates an understanding of financial risk and financial underwriting. Understands balance sheets, letters of credit, trusts and funds held account for pre-funds. * Proven ability to manage remote employees.
Competencies * Excellent sales management skills. * Solid relationship building capability. * Ability to follow the sales excellence playbook and mentor the practice leaders. * Ability to persuade, negotiates with, and influences others to drive change and achieve desired outcomes required. Excellent written and oral communication skills. * Must be self-motivated with strong work ethic and commitment to success. Equal Opportunity Employer
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