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Develops territory to full sales potential as described in the production plan. Achieves top and bottom line results for assigned territory through effective Agency Performance Management. Works in conjunction with State Executive, Division Marketing Manager, Commercial Center Manager and members of the Home Office Commercial team to develop an effective business plan that incorporates sufficient marketing, sales, retention and pricing initiatives to accomplish assigned territory’s financial plan. Engages with specific segments of agents to meet sales goals, which may include using one-on-one appointments, sales builder meetings, and effective training. Coordinate with State Executive, Division Marketing Manager, District Managers, Commercial Center Manager and agents to set goals, define marketing/sales objectives, achieve profitability, influence business processes, and follow through to defined goals. Represents State Office on all product and pricing issues as directed by the State Executive Director.
Essential Job Functions
Achievement of top line and bottom line sales results within assigned territory. Accomplishes rotating territory field travel schedule as outlined in the plan for meeting one-on-one with agents or in groups to present methods, ideas and support for the specific purpose of increasing sales in the assigned territory. Develops business plans for defined territory, districts and agents to focus activity on achieving all sales goals, including specific marketing and sales activities, as well as presentations and sales training that will be used within the assigned territory to drive sales results to the specified goals. Reviews territory performance and prepares estimated run rates and reports of operations that include corrective actions where necessary. Assist agencies in the identification of prospective customers through recommendations of effective lead developing methods. Follows through on identified quotes with underwriting to assure achievement of desired hit ratios, evaluating results on a monthly basis, recommending actions to either correct deficiencies or to exploit a developing market opportunity. Establish methods to gain knowledge and understanding of market conditions, product innovations and competitor’s products, prices and sales, as well as new regulatory and statutory requirements that may affect marketplace and distribution system. Represents State Office on all product and pricing issues as directed by the State Executive Director. Works with State Executive, Commercial Center Manager and Home Office to achieve profitability in assigned territory. Promotes safety at all times and complies with safety/ergonomic standards as outlined in relevant company published manuals. Performs other duties as assigned.
Required job duties consist of occasional walking, standing, driving and /or carrying 20 lbs maximum, and seeing. Requires up to 60% travel, depending upon territory.
Required job duties are normally performed in a climate-controlled office environment, with some exposure to uncontrolled outside environmental conditions and travel via automobile and/or commercial transportation.
Four-year college degree and attainment of, or actively pursuing, CPCU or CIC designations.
Field Management Sales program must be completed within first 12 months of employment.
Five years property & casualty insurance marketing or sales experience; or five years commercial underwriting experience.
Special Skill Requirement
Knowledge of Farmers commercial products and appetite, as well as demonstrated general property & casualty and workers compensation insurance knowledge.
Strong selling skills and creative sales approach.
Strong ability to analyze and interpret information.
Strong organizational skills.
Demonstrate above average oral and written communication skills.
Able to share information in a clear, concise, and well-organized manner.
Proficient with computer using Word, Excel, Power Point and Lotus Notes.
An Equal Opportunity Employer
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