Regional Sales Manager

Overview

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.

Responsibilities

Regional Sales Managers are responsible for leading 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 for ensuring that our prospecting efforts produce well-aligned clients who view FM Global as Trusted Advisors through the effective use of the Client Service Process.

Provide focus on training, coaching, developing, and mentoring BDEs in the field in order for them to:

1. Open doors, create new opportunities, and maintain a full funnel at all times.
2. Engage and collaborate with DMs, Operations management, and BDSs to meet both individual and regional goals.
3. Develop the necessary skills and talent to sell risk improvement, close direct business, and win with brokers.
4. 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.

Where possible/appropriate, they should:

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. The annual plan should cover prospect, broker, and BDE development and be presented at least annually to the Operations Management for the next rolling 12 to 36 months.
4. Quarterly meetings with BDEs should be designed to check the status of “best few” and “in funnel” prospects, with a focus on overcoming hurdles and objectives as a team.
5. Engage and integrate BDEs in operations and work with Operations management to effectively promote and ingrain FM Global’s dual delivery strategy.
6. Evaluate BDE performance in conjunction with Operations management.
7. Collaborate with operations management to develop strategies to maximize our relationships with brokers and consultants.
8. Lead the Client Service Process by striving for early CST appointment, collaborative prospect strategies, and the use of associated tools, including the call plan/report, client service plan, and new business proposal templates.

In CRM document:

1. Call Plans and Reports for unique and key strategic calls.
2. Jointly drafted strategies and action items that reflect information developed during calls and meetings with client service teams.
3. Develop Client Service Plans in conjunction with prospects.
4. Develop Proposals that affirm the value, confirm the details, sell the “people, process, and plan,” and demonstrate the value of the risk improvement plan.
5. Create and maintain sales territories of equal opportunity and equivalent prospect workload for individual BDEs.
6. Leverage the BDSs to qualify the entire region’s universe of prospects.
7. Ensure that BDEs continue filling their funnel at all times, especially while they are managing their Best Few prospects.
8. Train and coach BDEs to collaborate with BDSs to continuously push prospects down into the funnel.
9. Ensure that all prospects are assigned to BDEs at all times and keep information in CRM accurate and up-to-date.
10. Utilize available tools to ensure that call activity is properly planned and focused on strategic players.
11. Coach and mentor to meet minimum call quality criteria.
12. Dry-run key meetings with BDEs to ensure they have properly planned the call.
13. Establish and monitor an annual call planning process to achieve unique call objectives.
14. Establish monthly objectives for direct and face-to-face calls on strategic players.

Qualifications

Bachelors Degree

10 or more years in the Insurance Industry with proven leadership ability.

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.