Regional Sales Manager

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.

Regional Sales Manager – Paris Office

Key Responsibilities

• Lead their region’s new business development activities by ensuring Business Development Executives (BDEs) are frequently coached, developed and mentored in the field.
• Lead the effort in writing profitable new business, guide and direct the collaboration effort with Operations, and supervise management of their team’s Sales Funnels.
• Ensure that prospecting efforts produce well-aligned clients who view FM as Trusted Advisors through the effective use of the Client Service Process.
• Provide focus on training, coaching, developing and mentoring BDEs in the field to open doors, create new opportunities and maintain a full funnel at all times.
• Engage and collaborate with Division Managers (DMs), Operations Management and Business Development Specialists (BDSs) to meet both individual and regional goals.
• Develop the necessary skills and talent to sell risk improvement, close direct business and win with brokers.
• In conjunction with the Division Manager (DM), and the VP of Sales, establish New Business objectives at a Region, Division, Operation and individual level.
• Achieve new business objectives for the region including new business premium and the percent direct quota, quote/written ratio objective, and number of calls.
• Work jointly with divisional and operations management to support the sales process by engaging DMs, Operations Managers (OMs), and other key personnel to target mutually agreed Prospects.
• Where possible/appropriate, work with the Sales Enablement Manager to expedite prospect qualification, research, lead development and nurturing by dedicated Business Development Specialists.
• Develop, coordinate and implement both an annual and 3-year strategic sales plan for the region; 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.
• Conduct quarterly meetings with BDEs to check the status of "best few" and "in funnel" prospects, focusing on overcoming hurdles and objectives as a team.
• Engage and integrate BDEs in operations and work with Operations management to effectively promote and ingrain FM’s dual delivery strategy.
• Evaluate BDE performance in conjunction with Operations management.
• Collaborate with operations management to develop strategies to maximize our relationships with brokers and consultants.
• 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:
  • Call Plans and Reports for unique and key strategic calls.
  • Jointly drafted strategies and action items that reflect information developed during calls and meetings with client service teams.
  • Client Service Plans in conjunction with Prospects.
  • Proposals that affirm the value, confirm the details, sell the “people, process and plan” and demonstrate the value of the risk improvement plan.
• Create and maintain sales territories of equal opportunity and equivalent prospect workload for individual BDEs.
• Leverage the BDSs to qualify the entire region’s universe of prospects.
• Ensure that BDEs continue filling their funnel at all times, especially while they are managing their Best Few prospects.
• Train and coach BDEs to collaborate with BDS’ to continuously push prospects down into the funnel.
• Insure that all prospects are assigned to BDEs at all times and keep information in CRM accurate and up-to-date.
• Utilize available tools to ensure that call activity is properly planned and focused on strategic players.
• Coach and mentor to meet minimum call quality criteria.
• Dry-run key meetings with BDEs to ensure they have properly planned the Call.
• Establish and monitor an annual call planning process to achieve unique call objectives; establish monthly objectives for direct and face to face calls on strategic players.

Key Qualifications

• Bachelor’s Degree
• 10 or more years in the Insurance Industry with proven leadership ability
• Strong listening, communication, and persuasion skills

FM is an Equal Opportunity Employer and is committed to attracting, developing and retaining a diverse workforce.