Senior Internal Sales Manager

4 weeks ago

West Des Moines, United States EquiTrust Life Insurance Company Full time

The Senior Internal Sales Manager manages and directs the Internal Wholesalers, Sales Desk and Data Analysts with the goal of meeting the strategic goals and day-to-day business objectives of EquiTrust. The Senior Manager will partner with the Assistant Vice President, Sales to execute on annual sales goals and deliverables to achieve said goals. The Senior Internal Sales Manager acts as an advisor, coach and mentor to the team and carries out their duties and responsibilities in a manner that is consistent with EquiTrust's Company Values of Integrity, Leadership, Accountability, Teamwork and Passion. This Manager will work collaboratively with Marketing, Marketing Technology and other internal departments to grow sales and strengthen our position in the industry.


Essential Duties and Responsibilities:

  • Manages employees, including but not limited to the following activities: makes recommendations and decisions for hiring, termination, promotion and transfers, assessing and completing performance appraisals, responsibility allocations and task completion, employee engagement, problem identification and resolution and other day-to-day people management and leadership responsibilities.
  • Provides management to the EquiTrust Internal Sales team, which includes the Sales Desk, Internal Wholesalers and Sales Data Analysts.
  • Works closely with the AVP, Sales to most effectively drive sales through ongoing training, coaching and development of the Internal Sales team - including on product, sales concepts, sales positioning and other sales tactics.
  • Partners with the AVP, Sales to proactively recommend, support and execute the development of new sales initiatives to enhance EquiTrust's success and grow overall sales.
  • Develops and manages outbound calling campaigns of Internal Wholesalers and Sales Desk and tracks success results based on statistical data from production.
  • Manages and administers the distribution compensation module which includes marketing organization compensation and bonus along with agent compensation and bonus with support from AVP, Sales and Marketing and Product Development team.
  • Leads onboarding training and coaching for new Internal Wholesalers.
  • Provides on-going call review and coaching for the Internal Wholesalers.
  • Works with Sales Desk Manager to ensure accuracy and effectiveness on Sales Desk call review and coaching.
  • Partners with the AVP, Sales to work with Internal Wholesalers and RVP's in the development of sales goals and marketing plans to grow sales, market share and increase visibility of EquiTrust.
  • Works with Sales Data Analysts to analyze the effectiveness and recommend improvements to various communication mediums including, but not limited to, calling campaigns, email, agent website and agent mobile app.
  • Works with Marketing to develop training materials and webinars for both the internal sales team as well as external distribution partners and independent agents.
  • Coordinates with and advises Marketing on content development including sales material, presentation support and email communications to our distribution partners and independent agents.
  • Works closely with Marketing Technology in the recommendation, building and implementation of internal CRM platform improvements to better serve the internal and external sales teams.
  • Works with Sales Data Analysts in the design, development and implementation of new sales reports to better serve the EquiTrust Sales team and our distribution partners.
  • Partners with the AVP, Sales in the development of the partnership between the Internal Wholesalers and the RVPs to best position them to grow the sales of their territories.
  • Delivers internal sales and activity reporting to senior management. · Monitors the competitor/competitive landscape for products and activities to provide suggestions to the Product Development team.
  • Attends and participates in various strategic partner meetings, sponsorships and conferences as needed.
  • Supports the Sales and Marketing department and/or other departments on an as needed basis.
  • Willingly takes on additional responsibilities as requested in order to accomplish department and Company objectives.
  • Actively participates and contributes to the goals and objectives of the Company by working collaboratively and fostering a positive and inclusive work environment.


Skills and Abilities:

  • Advanced and in-depth knowledge and understanding of annuity market and competitive products.
  • Advanced and in-depth knowledge of selling strategies and methods.
  • Ability to learn and maintain knowledge of the company's products, competitive position and market.
  • Excellent communication and presentation skills, both verbal and written.
  • Ability to train others from basic to more intense and comprehensive levels.
  • Excellent interpersonal skills are required, including a high degree of professionalism.
  • Advanced computer skills and the ability to navigate multiple systems and programs including Microsoft Office, SalesForce, proprietary systems, and other technology solutions.
  • Understanding of data analysis tools and databases.
  • Ability to work well within many different team environments while either leading the team or working with others who are in management roles.
  • Carries out responsibilities in a manner that is consistent with EquiTrust's Core Values and focus on customer service; helps to create an environment of openness and trust for all employees and strives for continued professional skills development.


Training or Work Experience:

  • Minimum 7 years of life and annuity experience required.
  • Minimum 7 years of sales or wholesaling experience required.
  • Direct leadership or management experience is preferred.
  • FRM - Life, Accident & Health Insurance license or ability to obtain the certification within 120 days of start date required.
  • CFA preferred.
  • Field experience in either wholesaling or retail sales of life and annuity products preferred.
  • Experience with Advanced Sales Concepts as related to life and annuity products preferred.


Education:

  • Bachelor's Degree required.
  • Bachelors Degree in Business or Marketing preferred.


Working Conditions:

  • Mostly On-Site Location: West Des Moines, Iowa.
  • Business Travel: Moderate travel (10 - 20% of the time)

#LI - KL1

#LI –Onsite


EquiTrust is an Equal Opportunity Employer and participates in the U.S. Federal E-Verify program. Applicants have rights under federal and state employment laws. To learn more, visit

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