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Senior Inside Sales Manager

2 months ago

Frederick, United States who... a staffing company Full time

SENIOR MANAGER, INSIDE SALES: FREDERICK, MD


Who Staffing is looking for a Senior Manager, Inside Sales, for a full-time, direct hire opportunity with our client, an award-winning insurance company in Western Maryland. This organization is UK based but has an approximately 600-person location in their US Headquarters in Western MD. Continuously rated one of the top employers in MD, this organization offers incredible benefits, a beautiful campus, and an excellent work life balance.


Job Summary:

The Senior Manager Inside Sales, is a key contributor to the strategic growth agenda. Reporting to the VP, Digital Distribution & Strategic Growth, the Senior Manager Inside Sales will be accountable for:

  • Attainment of annual sales and profitability targets applied to contact center sales within Direct-to-Consumer distribution.
  • Executing the strategic growth vision and scaling traditional and non-traditional revenues leveraging partner-direct opportunities where the contact center is used a fulfillment solution.
  • Development and administration of annual department budgets to attain business goals with operational stability.
  • Developing and deploying sales strategies for the Direct-to-Consumer distribution channel, to drive optimization of conversion rates of marketing spend, growing revenues and increasing profit margins.

Responsibilities:

  • Develop, lead, and execute the strategy for the Direct-to-Consumer contact center distribution channel, inclusive of sales and forecasting. Provide key input to senior leadership for product development, pricing, and underwriting strategies to implement in the Direct-to-Consumer distribution channel.
  • Accountable to the P&L of the contact sales channel in Direct-to-Consumer while driving profitable APE/VNB.
  • Meets or exceeds prescribed sales and premium targets assigned to the contact sales channel while maintaining profitability and mortality margins.
  • Effectively manages the sales center budget for staffing, licensing, operations, and commissions.
  • Manages a team of call center sales agents and new business case managers. Creates performance and quality programs designed around call monitoring, real-time coaching and motivation to drive call center performance. Mentor junior associates enabling them to collaborate independently and grow as individuals.
  • Deliver results defined against measurable ROI through strategic innovation, performance reporting, and human capital development.
  • Deliver sales forecasts based on current and planned marketing activity and budget to balance demand and resources needed to execute on lead generation campaigns.
  • Collaborates with Director, Digital Marketing to optimize paid marketing campaigns to increase lead-to-sale conversions to drive placement rates and APE/VNB, and develop in-force customer marketing campaigns aimed at finding new revenues from existing client base.
  • Find and grow alternate distribution and partner-direct distribution leveraging the sales center as an enrollment and fulfillment solution for partnerships with no established fulfillment solution.
  • Work in collaboration with Digital Growth, VPs to manage partner-direct programs they cultivate to grow APE/VNB for the Digital Distribution Channel.
  • Serve as key contact for partner-direct relationships, including C-suite level executives, to develop strategically important relationships and uncover tapped revenue streams.
  • Works with VP, Risk & Compliance to ensure quality of customer interactions through variety of tactics to minimize risk to the organization.
  • Oversees the full-funnel optimization of the customer life cycle, from lead nurture through paid policy and develops tactics to maximize policy placement and minimize policy lapse.
  • Develops and analyzes performance metrics, benchmarks and projection plans that map to business objectives, to present to senior leadership. Measures and reports performance of sales to plan and digital marketing campaigns against goals (ROI and KPIs) optimizing cost per acquisition in the Direct-to-Consumer channel.
  • Develop and maintain effective organization of responsibility, including efficient recruiting, training, licensing, coaching, recognition, workflow patterns, performance standards, compliance standards, staffing levels and supervision.
  • Uses market research to gain competitive intelligence on areas of growth focus and builds and executes strategies to take market share from competition.
  • Effectively manage cross-functional relationships within the organization (i.e., Marketing, Distribution, IT, Product, Operations, Finance and Legal) and external vendors and agencies.
  • Define and report on the competitive position of LGA products, processes and platforms within the competitive landscape of Direct-to-Consumer life insurance distribution.
  • Represent Digital Distribution team in cross-departmental work groups.
  • Complete other projects as assigned by management.

Qualifications:


Education:

Bachelor's Degree (Business, Communications, Marketing or Other Related Field)

Experience / Knowledge:

  • 5+ years of industry experience in contact center sales, preferably in insurance, financial services, or performance marketing sectors. Experience specific to managing teams of sales professionals, preferably in a contact sales center, and a proven track record of successful sales growth.
  • Expertise in designing coaching programs to increase team performance and maximizing conversions and revenues to achieve prescribed growth targets
  • Solid understanding of life insurance ecosystem
  • Experience defining, designing, and deploying sales strategies that drive KPIs and consumers to action
  • Experience working in a multi-disciplined team to optimize sales funnel to maximize revenues
  • Familiarity with SQL and data visualization and reporting tools (Tableau)
  • Understands applications of machine learning and data analytics to sales, marketing, and customer experience
  • Ability to bridge the gap between business needs, data, and technical solutions
  • Proven record driving strategic growth for D2C, B2B and B2C channel sales activity for an organization
  • Understands the latest trends and sales methods that drive profitable and sustainable growth
  • Fiscally disciplined to manage and optimize resource budgets
  • Excellent verbal and written communication skills with the ability to lead presentations and guide direct reports
  • Proficient in MS Office (Word, Excel, PowerPoint) and Salesforce.com (CRM)

Skills:

  • Dynamic collaborator with a passion for growth and ability to innovate and think creatively
  • Strong organizational skills with ability to multi-task and effectively assess critical and priority issues
  • Strong interpersonal and communication skills, presentation, and negotiation skills
  • Initiative-taker with the ability to work independently, thrive under pressure and manage difficult issues in a professional, courteous manner
  • Strong work ethic, initiative, and the ability to accept full ownership of responsibilities


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