POSITION SUMMARY:

Direct and oversee the activities and performance of the Agents in assigned territory to ensure sales, profit and retention objectives are achieved.

PRIMARY DUTIES

Performance Management:

• Achieve production, profitability, and operational targets for the Agency as determined by Sales Management
• Conduct joint appointments with new agents and career agents (as needed)
• Identify reasons (prospecting, activity, product knowledge, closing skills, etc) for low production and provide appropriate training and development
• When appropriate, demonstrate capability to have performance management discussions with Agents or other staff not meeting expectations.
• Keep agents informed of contest requirements and their YTD standing
• Conduct motivational individual and agency meetings
• Continually communicate compensation and incentive information to agents
• Utilize PPR tool to track and document performance
• Conduct annual performance review
• Ensure processes and procedures are followed in all lines of business.
• Collaborate with Training Department to develop training program for agents and MSS ongoing success
• Consistent joint work with agents to develop and achieve goals

Relationship Management:

• Develop and maintain strong working relationships with all VFB Departments and County Boards
• Collaborate with Product & Actuarial and UW on policy issues as well as convey market/competitor information
• Collaborate with Claims to ensure the highest possible service level to customers
• Collaborate with business partners (including but not limited to Federation, SFB Life, Brokerage, Farm Bureau Bank, HCC) to support their growth and profitability goals.
• Proactively communicate and interact with Field Services and County Boards to ensure open communication
• Attend majority of county board meetings and special events in the community
• Ensure open communication with agency force through agency and individual meetings
• Collaborate with Training & Operations Department and District Field Services Directors to ensure offices are efficient and productive.

Strategic Planning:

• In partnership with management and appropriate departments, develop and manage the attainment of annual growth, retention, and contest goals as well as PIF mix, loss ratio, quoting, bank and life sales goals
• Develop annual agency business plans
• Assist agents in the development of business plans
• Closely monitor actual progress of business plans and adjust as needed

Monitor External Environment:

• Monitor Agency competitive nature of pricing and products and relay important information/make recommendations to Senior Management, Product & Actuarial, and Underwriting

Employee Relations:

• Partner with HR on all disciplinary and employee relations issues; work with Investigations, BOI and legal counsel as needed regarding issues of fraud, E&O, etc.

Process Management:

• Ensure office procedures and MSS responsibilities effectively support the sales process
• Improve effectiveness and efficiency of workflow in all county offices in Agency
• Develop and monitor agent office hours to ensure customer needs are being met and workload is spread evenly throughout the office
• Parter with HR on the agent recruitment process including identifying sources of new agent candidates, taking an active role in recruiting from those sources, interviewing applicants and developing centers of influence for referrals

ADDITIONAL DUTIES

• Participate on special project teams as needed
• Assist in CAT and large claim events to assure Agents are positioned for optimum service.
• All other duties assigned by Regional Sales Manager to include:
  • Assist at all meetings including District Meetings

• • Assist in recruiting
  • Assist in on going sales training
  • Assist in new AMP training

MINIMUM EDUCATIONAL/EXPERIENCE QUALIFICATIONS

• Bachelor's Degree and/or previous sales success in the P&C & Life Industry
• Property & Casualty License
• Life & Health License
• Insurance Industry Designations (LUTCF, CLU, ChFC, or CPCU)
• Previous success in AMP role or management experience

MINIMUM SKILL QUALIFICATIONS

• High level of strategic thinking
• High degree of motivation and initiative
• Proven leadership and interpersonal skills
• Effective verbal and written communications
• Analytical
• Proven ability to conduct effective individual and group training

At VA Farm Bureau, we provide an exceptional benefits package, including ongoing job development and support in all roles, paid training and continuing education reimbursement, medical and dental insurance available on your first day, generous employee 401K contribution, excellent Paid Time off (PTO) plan and more!

Virginia Farm Bureau Companies provide equal employment opportunity in all aspects of employment without regard to race, color, national origin, religion, gender, pregnancy, age, disability, orientation or veteran status.