Manager, Sales Development - Personal Insurance (Los Angeles & CA North Region)

Overview

The Sales Development Manager plays a pivotal role in driving the growth and success of our Sales Development team. This position is responsible for leading the Sales Development function, focusing on the growth and profitability management of the Company’s agency distribution within a designated region. The manager will develop and mentor a high-performing team of Sales Representatives, implement strategic sales initiatives, and manage the sales pipeline and profitability targets for the Company.

Successful execution of the role’s key responsibilities requires possession of deep industry knowledge, strong leadership skills, and a data-driven approach to sales strategy. This role also requires collaboration with cross-functional teams to align sales efforts and enhance agency engagement, ultimately contributing to the Company’s revenue and market share growth.

The Sales Development Manager will report to the Director of Sales Development and be a vital contributor to achieving the organization’s overall objectives.

Responsibilities

Team Leadership and Development

• Recruitment & Training: Identify and onboard top talent for the Sales Development team. Conduct comprehensive training programs to equip team members with product knowledge, sales techniques, and industry insights.
• Performance Management: Monitor performance metrics and conduct regular performance reviews to provide constructive feedback and recognition.
• Coaching & Mentorship: Foster a culture of continuous learning through one-on-one coaching sessions, team workshops, in the field ride-alongs, and role-playing exercises to enhance selling skills.

Sales Strategy and Execution

• Sales Planning: Develop and execute strategic sales plans to drive new business growth. Tailor strategies based on specific agency models, opportunity, and desired outcomes.
• Pipeline Management: Oversee the sales pipeline, ensuring effective engagement activity, platform channel, and conversion processes.
• Target Achievement: Monitor key performance indicators (KPIs) and sales metrics to assess team performance, adjust strategies as necessary, and ensure the achievement of targets and goals.

Market Analysis and Strategy Development

• Industry Research: Stay abreast of market trends, competitor activities, and regulatory changes impacting the P&C insurance sector. Leverage insights to inform strategic decision-making.
• Agent Insights: Analyze agent feedback and industry data to identify pain points and opportunities for product development or service enhancement.

Cross-Functional Collaboration

• Collaboration with Departments: Work closely with Product, Underwriting, and Customer Service teams to align sales initiatives with targeted segments, product offerings, and service delivery.
• Client Engagement: Build and maintain strong relationships with key agent partners to enhance agent satisfaction and loyalty. Address any issues that may arise promptly.

Reporting and Analytics

• Data Analysis: Utilize sales analytics to track performance against targets and identify areas for improvement. Prepare regular reports for senior management, providing insights and recommendations based on data analysis.
• Market Positioning: Monitor and evaluate the competitive landscape, adjusting sales tactics to maintain a competitive edge.

Qualifications

Education:

• Minimum: Bachelor’s degree in Business, Marketing, Insurance, Risk Management, or a related field.
• Preferred: MBA or relevant certifications (e.g., CPCU, CIC) preferred.

Experience:

• Minimum of 6 years of sales experience in the Property & Casualty insurance industry.
• Preferred: Previous managerial or leadership role leading an insurance sales team preferred. 
• Minimum: Excellent leadership, communication, and interpersonal skills. Strong analytical and problem-solving abilities. Proficiency in CRM software (e.g., Salesforce) and Microsoft Office Suite.

Perks and Benefits

Join an amazing team that is consistently recognized for our achievements and culture, including our most recent Forbes award of being one of America's Best Midsize Employers!

Why choose a career at Mercury? 

At Mercury, we have been guided by our purpose to help people reduce risk and overcome unexpected events for more than 60 years. We are one team with a common goal to help others. Everyone needs insurance and we can’t imagine a world without it. 

Our team will encourage you to grow, make time to have fun, and work together to make great things happen. We embrace the strengths and values of each team member. We believe in having diverse perspectives where everyone is included, to serve customers from all walks of life. 

We care about our people, and we mean it. We reward our talented professionals with a competitive salary, bonus potential, and a variety of benefits to help our team members reach their health, retirement, and professional goals. 

Learn more about us here: https://www.mercuryinsurance.com/about/careers 

We offer many great benefits, including: 

• Competitive compensation
• Flexibility to work from anywhere in the United States for most positions
• Paid time off (vacation time, sick time, 9 paid Company holidays, volunteer hours)
• Incentive bonus programs (potential for holiday bonus, referral bonus, and performance-based bonus)
• Medical, dental, vision, life, and pet insurance
• 401 (k) retirement savings plan with company match
• Engaging work environment
• Promotional opportunities
• Education assistance
• Professional and personal development opportunities
• Company recognition program
• Health and wellbeing resources, including free mental wellbeing therapy/coaching sessions, child and eldercare resources, and more

Mercury Insurance is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other characteristic protected by federal, state, or local law.

Pay Range

Salary : $96,292 - $178,435