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AIA Territory Sales Consultant - Ohio

Company: Allstate
Location: Cincinnati
Posted on: July 14, 2019

Job Description:

Where good people build rewarding careers.
Think that working in the insurance field can't be exciting, rewarding and challenging? Think again. You'll help us reinvent protection and retirement to improve customers' lives. We'll help you make an impact with our training and mentoring offerings. Here, you'll have the opportunity to expand and apply your skills in ways you never thought possible. And you'll have fun doing it. Join a company of individuals with hopes, plans and passions, all using and developing our talents for good, at work and in life.
Job Description
The TSC supporting the Independent Agency channel is responsible for "owning" the market to which they are assigned and achieving Allstate business objectives - which include but are not limited to - ensuring strategic, long-term profitable growth and increased market share. This will be achieved through:

  • Collaborating with cross-functional business partners to develop and implement market-specific sales tactics designed to achieve specific growth and profit goals and targeted business results
  • Provide insight as requested to help inform effective regional, market and/or state specific sales programs to drive results
  • Effectively communicate with internal associates and agencies, presenting business cases to influence decision making and business results
  • Creating and tracking performance to a strategic business plan for the market
  • As the Allstate Representative, consulting with Independent Agency Owners (AIA) to develop strategic business plans, provide advice on Independent agency operations, identify issues and recommend plans for resolution, and provide access to Allstate resources as requested
  • Effectively communicate with internal associates and agencies, presenting business cases to influence decision making and business results
  • Lead the market distribution channel to maximize areas of opportunity, including identifying and appointing new agencies aligned with the strategy and ending relationships with incumbent agencies who are not aligned with the strategy
  • Communicating Allstate messages to AIA's, apply the message to the IA-specific business model, and assisting AIAs, as requested, to create an action plan to adjust operations accordingly
  • Installing successful business practices and processes, as requested, through coordination with the Regional and Field Sales Leaders and staff.
  • Prospect for, assess and recruit Independent Agency candidates in accordance with the market deployment strategy. Leverage Big I and Trusted Choice relationships to ascertain benchmarking data (compensation, technology, best practices, etc.) and potential prospects
  • Ensure compliance with state and Allstate rules, regulations, programs and guidelines Key Responsibilities
    Driving and Tracking Agency Results
    • Consults with agencies to drive results in order to meet the market production plan Business Planning
      • Creates a short term (1 year) and long term (3 year) strategic market business plans, and drives market performance to those plans, as requested
      • Collaborates with AIAs to assist with creation of agency-specific short term (1 year) and long term (3 year) strategic business plans, periodically reviews and suggests adjustments as necessary to achieve results Consulting and Process Support
        • Acts as a Strategic Business Advisor to AIAs in order to achieve short & long term business objectives
          • Listens to AIA primary aims, business goals, and challenges
          • Suggests appropriate marketing programs and processes
          • Uses financial modeling to provide advice on creating a business case for key investments with AIA
          • Consults on staffing models
          • Identifies operational issues within agencies, recommends solutions and opportunities and produces an action plan for resolution
          • Monitors agency results to the plan, communicates impact to agency and consults with AIA to recommend adjustments where appropriate Key Responsibilities (Cont'd)
            Communication & Relationship Management
            • Acts as an ambassador for Allstate with the agencies, and take ownership of Allstate messages
            • Communicates Allstate messaging on all relevant topics, including business objectives, sales promotions and incentives, compensation and bonus structure, Allstate and Insurance Industry news.
            • Customizes messaging for the specific agency, assesses the implications, and suggests necessary actions Recruiting
              • Works with the Strategic Deployment Leader (SDL) to determine strategic deployment opportunities
              • Prospects for candidates, and sells them on the Allstate value proposition
              • Interviews candidates to determine aptitude and financial viability, and makes recommendations on appointments
              • Works with new candidates on business planning and integrating the Allstate Products and Services into the agency Insurance Industry Advisor
                • Consults with Independent Agency owners by having a strong knowledge of the Independent Agency channel, including industry competitors, major brokers and national industry associations.
                • Advises Independent Agency Owners on sales and operational processes by leveraging experience in various insurance products, sales management, general management, mergers and acquisitions and portfolio management Job Qualifications
                  Experience and Knowledge
                  • 5 years business experience in a leadership role
                  • Sales Experience
                  • Experience in insurance product, sales management or general management
                  • 4 year college degree preferred
                  • MBA and or industry certification preferred (CPCU, CHFC/CLU) Analytical and Technical Skills
                    • Business planning skills
                    • Business consulting skills - strategy formulation, problem solving, and change management
                    • Analytical skills - ability to assemble information, analyze data and deliver insights e.g. making market projections from trends and conditions
                    • Sales skills - knowledge of all aspects of sales process and drivers (examples include: projections, goals, targets, shop, buy, cross-sell, retain, profitability, compliance, quality) Job Qualifications (Cont'd)
                      • Recruiting skills - Knowledge of candidate prospecting techniques, candidate development, deployment models, process installation, and education techniques
                      • Industry & Company Expertise - In-depth knowledge of the Allstate business model, products and processes (including pricing, claims, market planning etc.)
                      • IT Skills - Ability to use Microsoft Office products, Allstate technology, a variety of prospecting and quoting systems and to conduct business from a remote location
                      • Independent Agency IT Needs - Ability to integrate Comparative Rater, AMS, automated re-quote systems and processes with Allstate systems Non-technical Skills
                        • Strong interpersonal and communication skills - Includes presentation, business writing, negotiation, motivation and relationship management.
                          • Excellent communication skills; speaks clearly and persuasively in positive or negative situations
                          • Ability to manage priorities across multiple disciplines Job Qualifications (Cont'd)
                            • Strong facilitation skills
                            • Relationship Management skills - Blends people into teams when needed; creates strong morale and spirit, defines success in terms of the whole team; creates a feeling of belonging in the team
                            • Organizational and process management skills - Can engage resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently
                              • Strong general management, analytical, planning and organizational skills
                                • Strong knowledge of the Independent Agency channel, including industry competitors, major brokers and national industry associations
                                • Strategic Thinking - Understand Allstate's core business drivers. This is demonstrated by the ability to articulate our business objectives and their alignment to Allstate's strategic direction, successfully prepare long-range plans for a project, prioritize objectives into manageable and measurable units, and practice Allstate's policies, processes and procedures.
                                • Thriving in Change - Posses a solid understanding of Thriving in Change as demonstrated by the ability to openly support and embrace change, approach change in a factual, positive and constructive manner prior to reacting, able to make effective and accurate decisions in a fast-changing environment, show flexibility and open-mindedness when priorities and goals change, identify, respect and utilize the different capabilities and interests of others, is able to plan and estimate future work efficiently, and anticipate problems and obstacles in sufficient time to minimize impact.
                                • Extensive travel required

                                  Required Licenses (including certifications)
                                • P&C Licensed in state of residence The candidate(s) offered this position will be required to submit to a background investigation, which includes a drug screen.
                                  Good Work. Good Life. Good Hands--.
                                  As a Fortune 100 company and industry leader, we provide a competitive salary - but that's just the beginning. Our Total Rewards package also offers benefits like tuition assistance, medical and dental insurance, as well as a robust pension and 401(k). Plus..... click apply for full job details

Keywords: Allstate, Cincinnati , AIA Territory Sales Consultant - Ohio, Professions , Cincinnati, Ohio

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