VP, MM Sales & Distr Mgmt

The Travelers Companies Hartford, CT
Primary Job Duties & Responsibilities

Provide strategic direction for the sales and distribution functions to support business objectives. Identify, build and maintain sales capabilities needed to support and deliver on the business model and enterprise needs. Establishes consistent approach to development and execution of sales programs, tools and processes so that centralized/national approaches are leveraged across the regions/states. Provide direct management for execution of business line sales activities such as new business development; sales support; customer retention; branding; product positioning and launches, market research and web strategy/content. Assists in driving the field's strategic and tactical efforts in the development and promotion of productive distributor relationships by creating a thorough understanding of our products, services and value proposition Works with field leadership and the enterprise to assist with the agency planning process including setting expectations, segmenting agents, building plans and relationships with targeted agents. Acts as the Middle Market main point of contact with BI Marketing team. Ensure marketing spend/resources align with MM business priorities. Accelerate speed to market with sales aides that assist agent and client facing activities. Determine appropriate resource allocation methods and project management workflows and processes using both internal and external resources. Develop the metrics and practices for measuring impact of sales efforts and communicate the learning/best practices across the organization to contribute to ongoing business goals. Provide daily work direction and performance management standard within the department. Recruit, motivate, coach and develop staff members. Support efforts of the corporate Field Management team to manage key strategic distribution relationships with national brokers, regional brokers, planning agents, and other significant cross-enterprise distribution resources. Identify and execute on initiatives and improvement areas for the top 25 MM brokers, distributers and aggregators. This work would include activities involving broker platforms, centralized placement models, panels, industry verticals, sales plans, quarterly checkpoints, cross-sell, and strategic work intake. Perform other duties as assigned.

Job Summary

Reporting to the VP, Business Development & Distribution, accountable for providing the leadership and strategic direction of the Middle Market Business Development team to support business objectives. Works collaboratively with Enterprise, Business Insurance and the Middle Market business partners to drive consistency of sales and marketing behaviors and share best practices across the Middle Market to positively impact new business and renewal performance. Assists in driving the field's strategic and tactical efforts in the development and promotion of productive distributor relationships.Acts as a liaison to Middle Market Field leaders, service partners, business unit presidents/practice leaders and key distributers to identify needs, promote products, and execute long-term strategies. This job is a Manager: Responsible for setting work objectives and goals for employees and managing their performance. Typically involved in compensation decisions. Employees have a formal reporting relationship to this job. This job works under Broad Oversight: Receives guidance in terms of broad goals and overall objectives and establishes the methods to attain them. Generally the incumbent is in charge of an area of work and typically formulates policy for this area, but may have final authority for approving policy.

Education, Work Experience & Knowledge

Master's Level Degree 10 years P&C insurance marketing, sales and distribution

Minimum Qualifications

8 years of experience in P&C insurance marketing, sales or distribution. Solid understanding of Property Casualty insurance, business climate and regulatory issues.