Agency Sales Manager

Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions. Our clients include many of the most affluent families in the world, executives, business owners and top collectors of art, jewelry, wine and automobiles.

Chubb Personal Risk Services is seeking an Agency Sales Manager (ASM) for our Seattle Branch.  The ASM position is an external facing sales role requiring daily, independent travel to assigned tier 1 and 2 agents and brokers.  Branch collaboration would also be expected in the office weekly.  The territory will include Washington, Idaho, Montana, & Alaska and the candidate should live in the greater Seattle area.

The ASM will be primarily responsible for new client acquisition that meets Chubb’s account appetite and profitable growth expectations.  The ASM will manage agents in partnership with an Agency Relationship Manager (ARM) who is responsible for the overall agency relationship management including renewal client management, retention and cross selling.  The ASM and the ARM will work as a team, with both individuals responsible for Written Premium Growth; the ASM assigned to new client acquisition and the ARM assigned to existing client new business and cross selling, for the same group of independent agents and brokers.

The ASM will report directly to the AVP Personal Lines Manager.

 Key Responsibilities:

• Develop agency assessments and business plans with assigned independent agents and brokers designed to grow new business from new client.
• Identify new clients with annual premium of $5,000 to $250,000+; through effective pipeline development, account pre-qualification and territory analysis/management.
• Responsible for new client acquisition including pipeline development and pipeline management ultimately leading to closing deals.
• Responsible for new client quote follow up and quote optimization with agents.
• Premier account segment ($50k+;) new customer table set best practice.
• Travel within assigned territory 3-4 days/week supported by office time as needed for scheduling agency appointments, agency travel preparation and follow-up, Salesforce documentation etc.   Approximately 10% of ASM travel should be Center of Influence (COI) related.
•  Provide support to assigned agencies with new client development sales matters.  This includes:

o   Agency training to understand Chubb’s products, services and competitive advantages.

o   Marketing campaigns, events and corporate directives that are designed for new customer development such as new business guideline changes.

• Analyze new business trends including quote volume, quality and hit ratio.
• Build and maintain strong relationships with assigned agents and brokers to meet or exceed financial objectives for assigned territory primarily through in person travel.
• Follow disciplined sales process to ensure consistent execution of best practices, including agency assessment, business plans and Salesforce documentation.
• Participate in internal meetings and report on results as appropriate.
• Work with agents and underwriting on new client quotes.
• Collaborate and interact with Sales, Underwriting, Risk Consulting, Product, Claims and Branch Administration.

Knowledge, Skills & Abilities

• Results Orientation: Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast-paced environment by:

o   Recognizing and capitalizing on opportunities

o   Distinguishing what results are important with a focus on achieving high-payoff activities and goals

o   Challenging self and others to do better without minimizing accomplishments

o   Identifying critical success factors to accomplish desired results and develop plans to achieve them

o   Ensuring goals and objectives are measurable and focus on goals not activities

o   Continually looking for ways to change and improve processes to create improved business results

• Adaptability: Agile learner who can quickly absorb information and apply it to current business situations by:

o   Responding well to change

o   Handling multiple demands/priorities

o   Adapting to best fit with situation at hand

o   Handling conflict effectively

o   Developing new skills quickly

o   Accepting new responsibilities willingly

• Sales Acumen: Leverage market, business and technical knowledge and insights by:

o   Possessing a big picture perspective and detailed operational understanding of own area of responsibility

o   Employing a disciplined sales process to ensure consistent execution of best practices (agency assessments drive pipeline management, business plans set goals and drive execution of tactics, effective agency travel advances new business activities/results, etc.)

o   Effective utilization of Salesforce to view dashboard information, review open opportunities and add updates, run agency financial reports and summarize agency travel

o   Intrinsic curiosity paired with effective questioning and active listening skills

Education and Experience:

• Bachelor’s Degree or equivalent work experience
• Minimum of 3 years of personal lines sales, marketing, underwriting, claims, risk consulting or agency experience.
• Experience selling to high-net-worth clients preferred.

The pay range for the role is $99,000 to $169,900. The specific offer will depend on an applicant’s skills and other factors. This role may also be eligible to participate in a discretionary annual incentive program.  Chubb offers a comprehensive benefits package, more details on which can be found on our careers website.  The disclosed pay range estimate may be adjusted for the applicable geographic differential for the location in which the position is filled.