Job Details

Are you driven to keep people safe? That's what we do every day at MEM Insurance.

We've created a casual, values-driven work culture that's making a positive impact on the way people live and work. This is a place where you can grow with confidence — because that's what safety and success really mean to us.

SUMMARY:

This position is responsible for providing leadership, execution, oversight and direction to the research, development, communication and planned pursuits of the Sales Department, with the key focus of driving corporate sales strategies for obtaining and retaining profitable business. Works with all senior leaders within the company to make quality corporate decisions for the company that incorporates a sales culture.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Sales Strategy & Execution

• Develop and Implement Sales Strategies: Create and execute comprehensive sales strategies for new business acquisition, retention, agent relations, compensation, market research, and overall revenue and profit growth.
• Establish Sales Best Practice: Develop, implement, and continuously refine a system of Sales Best Practices.
• Territory Sales Management: Lead Sales Executives in managing each territory's book of business, setting annual and monthly objectives aligned with the company's business plan.
• Internal Sales Management: Oversee the internal sales team (commissions and licensed producers), ensuring their activities align with company-wide sales strategies, maintaining accountability for written premium, and driving overall performance.

Business Development & Market Analysis

• Strategic Business Growth: Develop and execute both short- and long-term business development plans that drive company sales targets, profit growth, and expansion into multi-state markets.
• New Opportunity Assessment: Identify, evaluate, and pursue strategic sales opportunities; develop business plans for these opportunities, oversee their implementation, and manage outcomes.
• Market Research: Direct market research initiatives, analyze industry trends and competitor practices, and collaborate with corporate leadership to adjust strategies as needed.

Cross-Functional Collaboration & Executive Support

• Strategic Collaboration: Collaborate with the Senior Management Committee on MEM strategic planning and key projects/initiatives.
• Executive Guidance: Advise the CEO, executives, and the senior leadership team on sales strategies, producer relations, and customer satisfaction.
• People & Team Leadership: Organize the team structure to maximize departmental efficiency and ensure opportunities for professional development. This includes:
• Conducting timely performance reviews using the MEM Performance Management Process.
• Ensuring department management conducts timely performance reviews on all direct reports utilizing the MEM Performance Management System.
• Ensuring resources are ready and available for adequate individual and team development.
• Establish compensation plans for the sales team, including salary structure and bonus plans.
• Establish compensation plans and incentive programs for agency and producer partners on an annual basis.
• Sales Team Performance Metrics and Monitoring: Work closely with the Chief Revenue Officer to establish measurable performance indicators that directly align with revenue growth, profitability, and market share expansion.
• Goal setting: Work with the Sales leadership team to set goals that are meaningful and outcomes-centered. This includes:
• Goals that are outcomes focused and that align with the team's overall strategy.
• Goals that meaningfully align with the Individual Development Plans authored in partnership with Sales and Account Executives.

QUALIFICATIONS:

Education:

A bachelor's degree or equivalent industry experience in the areas of Business, Marketing, Public Relations and/or Sales is required.

Designations/Certifications:

CPCU or CIC Certification or other insurance designation is preferred.

Licenses:

A valid drivers' license is required.

Experience:

• 15 years' experience in business and product development, sales, and marketing.
• 10 years of experience in a management or leadership capacity is required.
• Experience with leading new insurance product rollout is preferred.
• General insurance knowledge is required, including knowledge of Workers Compensation.
• Insurance carrier background in leading marketing, sales activities, and/or Underwriting.