Regional Risk & Insurance Manager - West / South Central

Job Description

Common mission: Align with product and geography to grow revenue within the region for insurance, Risk Management and ECIB products. Support and protect the network through ongoing training within the region. Serve the network as the local product expert for all things related to Risk Management and Insurance.

Owns: 

• Owns a set of high value insurance targets that generates an increase of (25% or XXXXX amount) in new net revenue per year per geography. This includes house policies, brokered policies, claims management, loss control risk assessment and cargo signal). Mission area: Profit.
  • 32 sales calls per month, measured in CRM, 24 in person sales calls per month
  • 2 networking events per month
  • 5 proposals per month / 2 closes per month
  • Develop list and actively pursue Top 25 “A” / GAM Accounts throughout region
  • Diversified mix of customers and targets throughout region

Teaches:

• Teach and track employees within region on limited liability and claims training each year, recorded & measured in PDC. Mission area: Employee, Customer & Compliance 
• Teach and track for all customer interacting, quoting and/or pricing employees the art of the deal in selling transactional insurance, recorded & measured in PDC. Mission area: Profit.

Creates and/or Implements:

• Design and implement a desk level insurance selling program that grows a minimum of 10% per year over previous year in every branch in region. Measured by revenue growth (separate from policy sales). Mission area: Profit.
• Design and implement in every branch a bond sales program that grows at the same pace as entry count growth. Increase our total percentage of bond coverage to 100% of our customers. Measured by bond revenue. Mission area: Profit.

Manages: 

• Maintain a database that tracks customer bond renewal dates and status. Measured via bond reporting. Mission area: Profit.
• Ensure all CRM customers in each district has a renewal date recorded or data that indicates insurance is not a marketable product to customer. Measured via CRM. Mission area: Profit & Customer
• Track sales and account management targets on insurance and use personal diplomacy, educational support, and leadership in making each sales reps insurance revenue equate to 5% of total net revenue. Measured by net revenue. Revenue goals for sales is a minimum of 5% or $5,000 of total monthly revenue. Mission area: Profit

Supports: 

• Support Service Provider and Security, Health and Safety as needed in security incidents. Mission areas: Customer, Service Provider & Compliance. 
• Support CHQ claims with underlying carrier claims and supports timely communication regarding PNCs and claim resolution. Mission areas: Customer, Service Provider & Compliance. 

Acts as subject matter expert: 

• Support Sales, Account Management, and Product management with sales on their targeted accounts as a subject matter expert. Mission areas: Profit & Customer
• Attend and participate in Industry events and obtain proper certifications. Mission area: Profit, Customer, Compliance.

Qualifications

Knowledge

• Three to 5 years’ sales experience desired
• Continual growth with industry knowledge as demonstrated by proficiency when speaking with customers and internal stakeholders 

Skills

• Demonstrate success in meeting quotas, targets and sales/revenue goals
• Excellent spoken and written communication skills, which include the ability to speak effectively in a class and sales setting

Behaviors

• Able to drive sales opportunities through individual pursuit of targeted companies
• Able to demonstrate expertise to build credibility with insurance buyers
• Able to build influence through effective networking, internally and externally
• Able to foster and maintain relationships with key influencers
• Willingness to travel extensively throughout the region on a regular basis
• Hands-on, business minded approach
• Self-starter, detail oriented, good with time and territory management
• Able to work will with minimal supervision 

Education and Experience

• 4 Year College Degree
• Completion of the Expeditors Insurance Course
• Must obtain and maintain Insurance Producer’s license

Additional Information

Expeditors offers excellent benefits:

• Paid Vacation, Holiday, Sick Time
• Health Plan: Medical
• Life Insurance
• Employee Stock Purchase Plan
• Training and Personnel Development Program
• Growth opportunities within the company
• Employee Referral Program Bonus