Regional Sales Director

At EMC, we’re all about working together to make an impact. As part of our team, you’ll have the opportunity to grow, contribute, and gain experience that matters. We strive to be caring leaders, close partners, and responsive experts—always supporting each other to do our best work. Join us, and let’s improve lives together.

**Preferred candidates will ideally be located physically in the Chicago Land area.**

Essential Functions

Agency Management

• Develops branch strategy and business plans with branch leadership team, ensuring agency implications and impacts are represented

• Develops strategies, procedures, and guidelines specific to branch territory to align with corporate office directives.

• Enforces guidelines and procedures across the territory

• Manages the overall branch agency sales force to ensure branch growth and profit goals are met

• Evaluates market conditions and analyzes existing branch agency sales force quality and potential to determine and recommend changes in agency representation within the branch territory

• Manages new agency prospecting, evaluation, and appointment, weighing branch goals and needs as well as agency potential. Makes final recommendations for new agency appointments to Branch Vice President for approval

• Manages branch rehabilitation efforts of underperforming agencies and recommends agency terminations when appropriate

Territory Sales Development

• Develops and executes branch production plans as part of the branch leadership team

• Allocates production goals to the various branch field territories overseen. Monitors progress of production plans, providing regular reports to the branch leadership team.

• Adjusts strategies as necessary to achieve desired outcomes

• Develops and drives strategy for the production of desirable new business growth and business retention efforts

• Manages branch sales pipeline, ensuring a collaborative and proactive approach is taken to drive profitable growth

• Develops marketing and sales plans specific to the branch, including working and negotiating with associations, vendors, and corporate office departments.

• Monitors impacts on results and adjusts as necessary

Agency Relationships

• Builds and cultivates relationships with key partners in key agencies, acting as a liaison between the branch and those agencies, conducting agency visits and presentations to grow profitable relationships and rehabilitate underperforming agencies

• Manages escalated highly complex and difficult agency relationships or issues that arise Identifies situations that may require Branch Vice President attention and involves them as appropriate

• Continuously monitors branch team member agency assignments and recommends changes as needed to improve relationship fit to drive branch goals

• Facilitates agency interactions with senior field and executive leadership to ensure appropriate and effective engagement for all parties

• Seeks feedback from agents and takes action to improve their experience with EMC, communicating to and partnering with other team members as needed

• Represents EMC at various functions, such as agency sales meetings, agency trade association meetings, providing direction and oversight for EMC-hosted events

Team Leadership

• Leads performance management, hiring, coaching, and succession planning for the team.

• Promotes diversity, innovation, and cross-functional collaboration.

• Manages budgets and ensures alignment with departmental and branch goals.

Education & Experience

• Bachelor’s degree, preferably in marketing or business or equivalent relevant work experience

• Ten years of underwriting or sales/marketing experience in property and casualty insurance industry or related experience

• Previous supervisory/leadership experience

• Insurance designations, such as CPCU or CIC, preferred

Knowledge, Skills, & Abilities

• Superior knowledge of property and casualty insurance industry, including independent agency operations, market conditions and competitor information

• Exceptional relationship-building and interpersonal skills

• Advanced knowledge of marketing and sales

• Advanced leadership skills and ability to motivate the team

• Exceptional verbal and written communication skills, including presentation skills

• Excellent problem-solving and decision-making skills, including effective conflict management and resolution skills

• Excellent organizational, time management and planning skills

• Strong computer skills, including knowledge of Microsoft Office and social media

• Travel required; valid driver’s license with an acceptable motor vehicle report per company standards required if driving

The hiring salary range for this position will vary based on geographic location, falling within either the $109,818-$157,391 range or the $121,061-$173,534 range. A hiring range represents a subset of the full salary range.  The actual salary will depend on several factors, including relevant education, skills, and experience of an applicant, geographic location, and business needs. 

Our employment practices are in accordance with the laws that prohibit discrimination due to race, color, creed, sex, sexual orientation, gender identity, genetic information, religion, age, national origin or ancestry, physical or mental disability, medical condition, veteran status, active military status, citizenship status, marital status or any other consideration made unlawful by federal, state, or local laws.

All of our locations are tobacco free including in company vehicles.