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Commercial Lines Business Development Representative

2 months ago

Lansing, Michigan, United States Michigan Farm Bureau Full time
Job Summary

We are seeking a highly motivated and experienced Commercial Lines Business Development Representative to join our team at Michigan Farm Bureau. As a key member of our sales team, you will be responsible for building and executing a proactive sales strategy to grow our market share of commercial business within the region.

Key Responsibilities
  • Partner with Managing Partners, Associate Managing Agents, and assigned Multi-line Farm Bureau agents to develop and execute a sales strategy to grow commercial business within the region.
  • Work directly with Farm Bureau agents and solicitors to write and retain profitable commercial accounts.
  • Act as an ambassador for Michigan Farm Bureau's commercial insurance offerings for assigned agents within the region.
  • Ensure that Michigan Farm Bureau's commercial products are competitively positioned in the market.
  • Promote effective agent training and development of commercial acumen.
  • Assist in the placement of direct commercial account sales and service of commercial property/casualty insurance markets for agents within the region.
  • Collaborate with the Commercial Sales Support and Commercial Service Center teams to place and guide ongoing service needs for commercial accounts.
  • Partner with agents to further their commercial production and knowledge of Michigan Farm Bureau's offerings, commercial appetite, target market focus, and competitive position within the commercial insurance marketplace.
  • Work with regional Managing Partners and Associate Managing Agents to establish growth, profitability, risk concentration, and retention goal execution for the assigned region.
  • Train and educate agents on the technical information and sales techniques applicable to the commercial property/casualty markets.
  • Provide guidance on sales and service best and preferred practices to build confidence in commercial product placement with reduced levels of support over time.
  • Partner with the Commercial Marketing Partner assigned to the region to conduct seminars and workshops, both virtually and in person, at the partnership level.
  • Prepare and execute presentations at Agent Trusted Advisor training, regional pod meetings, and new agent training through the agents' first three full years.
  • Write sales articles for partnerships and company publications.
  • Assist in the design of sales training programs and materials.
  • Provide assigned agents with guidance annually on commercial growth planning and execution that aligns with regional and company-wide performance goals.
  • Keep technical knowledge current by participating in advanced educational programs and by studying current publications to keep abreast of recent developments affecting commercial sales.
  • Collaborate with, influence, and support internal business areas to identify and capitalize on opportunities, share competitive feedback, and serve as a voice for agents and insureds.
  • Establish and maintain relationships with Farm Bureau Partners Group and become fluent with their systems and processes.
  • Assist assigned Farm Bureau Multi-Line agents in placing commercial business with them.
  • Assist the Community Service Acceptance Company (CSAC) FB Partners Group in identifying new markets, products, and services to supplement the Michigan Farm Bureau Insurance portfolio and ultimately expand future sales of the organization.
Requirements
  • Bachelor's degree in marketing, business, or finance required.
  • Minimum five years of commercial sales or underwriting experience with extensive knowledge of commercial or farm lines in the small to middle market required.
  • Experience in participating in the commercial or farm insurance marketplace required.
  • Must possess a valid driver's license with an acceptable driving record.
  • Designation in CIC preferred.