FM is a leading property insurer of the world's largest businesses, providing more than one-third of FORTUNE 1000-size companies with engineering-based risk management and property insurance solutions. FM helps clients maintain continuity in their business operations by drawing upon state-of-the-art loss-prevention engineering and research; risk management skills and support services; tailored risk transfer capabilities; and superior financial strength. To do so, we rely on a dynamic, culturally diverse group of employees, working in more than 100 countries, in a variety of challenging roles.
Position Overview:
Regional Sales Managers are responsible to lead their region’s new business development activities by ensuring their Business Development Executives are frequently coached, developed and mentored in the field as appropriate to their experience level and individual performance. RSMs are expected to lead the effort in writing profitable new business, guide and direct the collaboration effort with Ops, and supervise management of their team’s Sales Funnels. They are also responsible to ensure that our prospecting efforts produce well-aligned clients who view FM Global as Trusted Advisors through the effective use of the Client Service Process.
Key Responsibilities:
1. Provide focus on training, coaching, developing and mentoring BDEs in the field to:
* Open doors, create new opportunities and maintain a full funnel at all times.
* Engage and collaborate with DMs, Operations management, and BDSs to meet both individual and regional goals.
* Develop the necessary skills and talent to sell risk improvement, close direct business and win with brokers.
* In conjunction with the Division Manager and the VP of Sales, establish New Business objectives at a Region, Division, Operation, and individual level.
Achieve new business objectives for the region to include:
1. New business premium and the percent direct quota.
2. Quote/written ratio objective.
3. Number of calls.
Work jointly with divisional and operations management to support the sales process by engaging DMs, OMs, and other key personnel to target mutually agreed Prospects.
Additional Responsibilities:
1. Work with the Sales Enablement Manager to expedite prospect qualification, research, lead development and nurturing by dedicated Business Development Specialists.
2. Develop, coordinate and implement both an annual and 3-year strategic sales plan for the region.
3. Engage and integrate BDEs in operations and work with Operations management to effectively promote and ingrain FM Global’s dual delivery strategy.
4. Evaluate BDE performance in conjunction with Operations management.
5. Lead the Client Service Process by striving for early CST appointment, collaborative prospect strategies, and the use of associated tools.
Minimum Qualifications:
1. Bachelor's Degree.
2. 10 or more years in the Insurance Industry with proven leadership ability.
3. Strong listening, communication, and persuasion skills.
The final salary offer will vary based on individual education, skills, and experience. The position is eligible to participate in FM Global’s comprehensive Total Rewards program that includes an incentive plan, generous health and well-being programs, a 401(k) and pension plan, career development opportunities, tuition reimbursement, flexible work, time off allowances and much more.
FM is an Equal Opportunity Employer and is committed to attracting, developing and retaining a diverse workforce.
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