The Field Team Sales Manager is directly responsible for establishing the field Sales objectives; manages the performance of each agent and team performance; develops and maintains strategic relationships; participates in the selection, training, coaching, and evaluation of Field Sales agents to promote participation in PAWS and promote insurance sales; manages work activities using Sales Force, completes and approves records and reports, and communicates compliance standards.
Participate in planning and projecting quarterly and annual revenue and participation targets by region and new business development opportunities in allocating leads and managing accounts.
Utilize reporting to assess account opportunities, monitor accounts, and produce and analyze sales pipeline, evaluate continuing sales revenue and cost performance in relation to budget plan; and determine where additional support is needed.
People (Performance Management) – Drives a culture of communication, coaching, feedback and change management for personal and professional guidance. Develops talent in the organization for succession planning and handles all performance management tasks and related functions for team.
Participate in the recruiting, selection, training, and evaluation of field account staff; recommend staffing changes as needed.
Ensure field team has the necessary tools to effectively grow the channel; ensure an effective on-boarding training program.
Set clear targets, objectives, and expectations; regularly monitor performance through pipeline management using standard metrics, informal and formal evaluations, and coaching; instill company culture and values; promote team selling and cooperation.
Consider business issues related to growing the veterinary channel and increasing participation in PAWS existing practices which may require consulting with management, considering ROI models, and recommending effective actions.
Protect and develop strategic business partner relationships to increase the growth of the veterinary channel.
Analyze market practices and industry trends in pet health care consumer demand and confer with sales management regarding competitor activities, product enhancements, and marketing and sales development tactics.
Work with Marketing Support Team in coordinating prospects, literature and customized materials requests, and related communications with VPI marketing representatives.
Complete administrative functions with high quality in a timely manner, such as expense reports, reporting, and evaluation records.
Direct associates including, performance management, salary planning and administration, workflow and organizational planning, hiring, placement, and disciplinary actions.
Other duties as assigned.
Desired Skills and Experience
Education: Bachelor’s degree in Business Administration, Marketing, Sales or a related field preferred. Master’s degree in Business Administration or specialized training and certification in management is desirable.
License/Certification/Designation: Valid class C state driver’s license, an acceptable driving record, and proof of insurance, as required by the company. If quoting, pricing, negotiating, or rating insurance, the employee must be able to attain a valid P&C (Property & Casualty) Insurance license along with the required appointment from the issuing insurance company. Licensed employees are expected to successfully complete at least 25 hours of continuing education each year. Employees must be able to frequently travel on company business.
Experience: Seven years experience in a combination of: 1) sales, business development, account and territory management; 2) employee supervision, and 3) sales management in a health or animal care related industry. Experience in an insurance company or agency is a plus.
Knowledge: Account management and opportunity development practices; proposal development and evaluation practices; sales pipeline management practices; long-term marketing penetration, sales development, and relationship building strategies; competitor products and services; ROI principles in sales decision-making; principles of employee motivation, supervision, and evaluation; sales training methods and closing techniques.
Skills/Competencies: Evaluate business opportunities, broker networks, special markets, and account development potential; analyze account management practices, communications methods, and sales strategies to determine what changes are needed; exercise initiative in translating leads to business opportunities and accounts; independently organize and manage work tasks to achieve effective use of time; make persuasive presentations and communicate effectively with strategic partners, special market representatives, clients, group accounts, staff, executive management, and other VPI representatives. Ability to read, analyze, and interpret general business periodicals, professional journals, and technical procedures. Ability to write reports, and business correspondence. Ability to speak in front of others; to lead; to facilitate; and to train small to large groups including employees, policyholders, and outside groups. Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exits. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.