Job Description

The Producer is responsible for prospecting, soliciting, quoting, and selling new Employee Benefits Commercial Accounts. Continuing to counsel and market to existing customers professionally is another essential function of the position. Specific sales goals and retention responsibilities are determined during the yearly planning process for this position. Meets service and sales standards of volume with timeliness and quality.

Responsibilities

NEW SALES

1. Identifies and develops insurance prospects.
2. Creates and maintains list of prospects with the use of Salesforce and Applied.
3. Responds to introductions quickly and effectively.
4. Pre-qualifies insurance prospects for insurability and quality of risk through pre-call strategy.
5. Designs insurance plans and recommends coverages to prospects/customers.
6. Assists in preparation of insurance proposals; makes sale presentations to prospective and existing customers on new and renewal business.
7. Develops, follows, and completes sales objectives.
8. Requests and delivers binders to insureds.
9. Educates customers concerning agency payment expectations and cancellation procedures.
10. Collects down payments from insureds for purchases of new coverages; and obtains signatures on all applications for insureds.
11. Actively asks for introductions from insureds to help generate new business.
12. Actively refers customers to Personal and Commercial Lines departments for solicitation of new business.

RETENTION AND CONTINUOUS MARKETING

1. Explains coverages and exclusions and documents explanations on automated file for future reference.
2. Develops a book of business that is profitable for both the agency and carriers.
3. Works with client to ensure limit and coverage adequacy.
4. Provides needed information and clarifications about customers to account managers and/or company personnel, and documents system by transaction date.
5. Creates letters to customers offering coverage, share information and advice regarding insurance matters. Uses these to round out accounts fully.
6. With account managers, reviews existing policy coverages, at least annually, to upgrade accounts and remarket, if necessary.
7. Assists service staff to collect client information in preparation of scheduled of insurance, summaries, and renewal proposals.
8. Review appropriate policy change request and other account activity. Documents automated file as appropriate. Uses each client contact as an opportunity for coverage review and marketing of needed coverage.
9. Reviews Applied activities on daily basis.
10. Retains assigned percentage of accounts at each renewal.
11. Continues to develop relationships with insureds.
12. Accepts and handles any duties/prospects as assigned by agency management.

PERSONAL AND ORGANIZATIONAL DEVELOPMENT

1. Participates in sales meetings and pre-call strategy development meetings.
2. Develops centers of influence to generate introductions.
3. Sets priorities and manages workflow to ensure efficient, timely and accurate processing of new business sales and other responsibilities.
4. Keeps informed regarding industry information, new product information, coverages, and technology to continuously improve knowledge and stay current.
5. Reads and interprets technical manuals and insurance information from carriers, vendors, and publishers, etc.
6. Participates in seminars and classes for skill and knowledge development.
7. Interacts with others effectively by utilizing good communication skills; cooperates positively and provides information and guidance, as needed to contribute to the business efforts of the agency.
8. Identifies training needs with assistance from managers. Develops a personal improvement plan and takes responsibility for learning and improving technical and sales skills regularly. 

Requirements

1. College education or equivalent insurance experience.
2. Ability to communicate orally and in writing with others, to explain complex issues, to receive and interpret complex information, and respond appropriately.
3. Ability to understand written and oral communication and interpret abstract information.
4. Life, Health, and Accident License (can be obtained within first 60 days)
5. Full knowledge of insurance products and usages.
6. Adequate knowledge of rating procedures, coverages, and industry operations to effectively manage, maintain, and write assigned customer and prospect lists.
7. Full knowledge of insurance markets and reference to markets.
8. Knowledge of insurance rating and underwriting procedures.
9. Ability to generate new business sales, retain existing business and to close sales in insurance.
10. Ability to carry out complex tasks with concrete and abstract variables.
11. Ability to add, subtract, multiply and divide whole numbers, and to accurately perform simple calculations involving decimals and fractions.
12. Ability to utilize computer programs and understand functionality. Computer keyboarding skills.
13. Ability to drive a vehicle, visit clients and make related calls to others.
14. Ability to perform 70% sedentary work, exerting up to 10 pounds of force occasionally and exert negligible force frequently or constantly to move objects, including the body. May be asked to exert up to 20 pounds of force periodically, as needed.
15. Field of vision must be adequate to observe up and down or right to left while eyes are fixed on a given point.
16. Ability to process written and other materials visually.
17. Physical efforts required include fingering, repetitive small motor activity, grasping, verbally communicating detailed and important information to others quickly and accurately, stooping, reaching, standing, lifting light objects under ten pounds frequently, and climbing occasionally.
18. Requires ability to receive detailed information through oral communication, perceiving the nature of sounds with no less than a 40 dB loss at 500 Hz, and 2000 Hz without correction.