American Equity Regional Sales Manager - PA, WV, OH in West Des Moines, Iowa
American Equity is looking for this sales leader to be based in one of the following locations: Pennsylvania, West Virginia, Ohio or West Des Moines, Iowa.
GENERAL PURPOSE OF THE JOB:
The Regional Sales Manager is responsible for driving sales in a specific territory of the country, including accountability for working closely with their assigned Business Development Specialist to leverage appropriate business plans to maximize sales and meet or exceed territory sales goals. The Regional Sales Manager works with agents and Independent Marketing Organizations to educate them on our products, support their business initiatives, and enhance our brand visibility; as well as monitors competitors’ marketing strategies and performance.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
Develops and maintains relationships with Independent Marketing Organizations (IMOs) and agents.
Functions as the leader of the territory and manages resources accordingly and effectively.
Consistently expands the producer base by engaging both new and lost producers.
Increase sales through field activity (and virtual) such as face-to-face meetings, conferences, training meetings, point-of-sales, and American Equity hosted events.
Prospects consistently, uses an outcomes-based sales process, and maintains sales velocity.
Identifies and executes opportunities to use American Equity product line & strategies to help agents and marketing firms grow their business.
Leverages internal and external networks to achieve organizational goals, share information, offer advice, maintain competitive advantage or provide benchmarking.
Applies product expertise to efficiently win and effectively execute opportunities.
Manages time and productivity, creates operating efficiencies, and leverages existing systems.
Addresses issues from agents and IMOs, working with internal partners to deescalate and resolve issues.
Researches the market, identifies the competition and determines optimal strategies and approaches to maintain/expand business and market share. Shares and discusses ideas with manager; finalizes and implements action plans.
Receives and makes inbound/outbound calls to distribution partners and prospects to increase sales and maintain customer base by applying outstanding customer service standards.
Focuses on agent retention measured by the Loyalty Rewards program for agents.
Contacts distribution partners /prospects for appointments / meetings; manages own travel planning and appointment schedules.
Visits with distribution partners, assessing needs through discussions and offering solutions.
Prepares and submits a variety of reports to Head of National Sales on plans, outcomes, trends and expenses.
Corresponds with distribution partners through letters, calls, and emails.
Manages training of distribution partners within territory.
Regularly travels to various events which may include public speaking appearances.
Performs other related work as assigned.
Direct Reports: 0
General Description of Indirect Reports (2 and 3-downs): 0
EDUCATION AND/OR EXPERIENCE:
Bachelor’s degree in Business or other related field of study; plus a minimum of six (6) years of related experience; or equivalent combination of education and/or experience.
Experience working in the life insurance industry.
Experience in sales and territory management.
2 or more years of managing a sales territory.
CERTIFICATES, LICENSES, PROFESSIONAL DESIGNATIONS:
Must possess a valid Driver’s License and be insurable.
Life Insurance License is preferred.
KNOWLEDGE, SKILLS AND ABILITIES:
Goal and achievement oriented; highly motivated to succeed.
Outstanding customer service orientation.
Outstanding interpersonal and relationship skills.
Effective verbal and written communication skills with ability to effectively present information to top management, public groups, and/or boards of directors.
Ability to write speeches and articles for publication that conform to prescribed style and format.
Ability to effectively build and maintain relationships.
Effective negotiation skills.
Strong organizational and planning skills with ability to effectively prioritize and multitask.
Math skills with strong attention to detail.
Strong problem-solving skills with ability to define problems, collect data, establish facts, and draw accurate conclusions on complex problems in a timely manner.
Ability to work cooperatively and successfully with employees, customers, and other outside third parties.
Ability to successfully handle pressure and meet deadlines in a fast-paced work environment.
Ability to read, analyze, and interpret technical journals, financial reports, and legal documents from regulatory agencies, and other members of the business community.
Proficient in the use of Microsoft Office applications.
Ability to travel 50% to 65% of the time.