Regional Sales Director, Multi-Line (Sales)

Penn National Insurance has an incredible opportunity for a Multi-Lines Regional Sales Director to join our Inservco division! The ideal candidate will have a minimum of 5 years of sales experience within the TPA or ancillary industry focusing on medical malpractice, liability, and workers compensation insurance coverages. In addition to excellent salesmanship, the successful candidate will have experience in responding to RFPs and knowledge of TPA claims insurance coverages, standards, and guidelines. The territory for this remote position is across Pennsylvania with some travel into New Jersey.

 

The Regional Sales Director provides direct sales and service of workers compensation and other multi-line TPA services (including medical malpractice and professional liability) to individuals and pooled self-insureds, RRG's, insurance carriers, brokers, and consultants.

 

The Regional Sales Director is responsible for attaining predetermined sales goals in assigned territories that support Inservco corporate financial goals. New business development is the critical responsibility.

 

COMPETENCIES AND ESSENTIAL DUTIES OF THE MULTI-LINE REGIONAL SALES DIRECTOR

 

Business Acumen

• Provides direct presentation to groups to enhance contacts, business opportunities, business referrals, and networking allowing the Company to maintain a high community profile within the self-insured market, to include the public entity market, the healthcare community, and others involved in the medical malpractice industry.
• Coordinates all related sales activities of the claims staff and regional offices attaining individual activity and performance goals which accomplish overall corporate revenue targets maximizing corporate profits for the annual business year.

 

Negotiation

• Liaison with department heads and other personnel to facilitate effective operations.

 

Results Oriented

• Attains sales goals through the direct sales of Company services to prospective clients, as aligned with business plan objectives and determined by the President and Executive Vice President.
• Attains activity and direct contact goals by follow-up sales meetings to reach sales goals.
• Utilizes designated insurance markets, training, product design, proposals and documents which identify target markets allowing regional revenue goals to be attained.

 

Time & Priority Management

• Provides required sales data through monthly activity, bid specification, and market analysis reports ensuring quantity, quality, and sales activity are present to meet sales goals and enhance market share.

 

Decision Making

• Directs and manages the corporate sales effort in the designated region to obtain regional corporate new business revenue and contract retention goals.
• Evaluates on an on-going basis, responsiveness in assigned territory pursuant to product, promotion, price, and people to attain business goals within the territory.
• Performs various projects requested or assigned by the President & CEO Inservco

 

 CORPORATE CORE COMPETENCIES OF THE MULTI-LINE REGIONAL SALES DIRECTOR

 

 Effectively Communicates and Connects

• Communicates and negotiates effectively with peers regarding work outcomes.
• Influences by making a strong case, bringing other people on the team to understand the presented viewpoint.
• Provides feedback and is clear when disagreeing with an approach; offers suggestions for improvement.
• Attentively listens and asks clarifying questions and paraphrases to enhance understanding.
• Builds and nurtures positive relationships within the workplace.

 

Customer Focused

• Identifies explicit and implied customer needs.
• Asks probing questions to fully understand business requirements.
• Develops positive relationships with customers by meeting their needs as well as incorporating their feedback.
• Responds quickly and takes action with high quality solutions that address needs and improve overall customer experience.
• Owns resolution of customer experience outcome.

 

Talent Development Mindset

• Discusses technical and professional development with peers to gain suggestions for further development.
• Actively seeks and acts on opportunities to recognize peers for high performance.
• Stays alert to identify learning opportunities for self.

 

Demonstrates Adaptability

• Contributes to progressive thinking within the team by posing questions that challenge traditional methods or processes.
• Proposes ideas and suggests new approaches to tackling own work tasks and issues in a better way to drive organization success.
• Participates in and actively supports change initiatives and provides ideas to promote their success.
• Recognizes and manages an ambiguous work environment.
• Demonstrates flexibility in generating alternative solutions and recommendations.

 

Demonstrates Accountability

• Applies judgment in making decisions about own work and takes responsibility for actions.
• Demonstrates reliability by producing steady work results and delivering on commitments to team members on time.
• Takes responsibility for regularly seeking and applying feedback and actively learning from errors and setbacks.
• Understands the mission of the organization.

 

SPECIAL RELATIONSHIPS OF THE MULTI-LINE REGIONAL SALES DIRECTOR

• Incumbent has direct contact with all levels of personnel within both Inservco Insurance Services and Penn National Insurance.
• Incumbent has direct contact with external customers, vendors, medical providers, brokers, consultants, and attorneys.

 

QUALIFICATIONS FOR THE MULTI-LINE REGIONAL SALES DIRECTOR

 

Education/Credentials

• Four-year college degree, or equivalent relevant work experience required

 

Experience

• Minimum of 5 years of demonstrated successful sales experience required; sales experience within the TPA or ancillary industry highly preferred
• Experience in responding to RFPs

 

Technical/Professional Knowledge

• Must have a demonstrated knowledge of medical malpractice, liability, and workers compensation insurance coverages as well as other TPA claims insurance coverages, standards, and guidelines
• Demonstrated experience and knowledge of sales principles and practice, with thorough understanding of market planning and support activities.
• Excellent research, analytical, and decision-making skills
• Excellent customer service skills
• Excellent communication skills, both oral and written, to include the ability to effectively communicate information that may be highly technical in nature
• Good math aptitude
• Proven sales, negotiations, and solution-selling skills
• Working knowledge and skill in company automation systems, to include fundamental knowledge on the use of personal computers
• Good financial analysis skills
• Excellent time management and organizational skills
• Good PC skills, with an emphasis on Microsoft Office Suite

 

JOB REQUIREMENTS (as required by ADA – Americans with Disabilities Act)

• This position is primarily a sedentary position that requires occasional standing and walking throughout the office environment.
• Must be able to see and effectively use a computer monitor.
• Must be able to operate a computer, keyboard and applicable printers and other general office equipment.
• Must be able to access and enter information accurately using automated systems.
• Must be able to hear and communicate via the telephone and/or monitoring devices to both internal and external clients.
• Must be able to present information to individuals and groups.
• Must be able to interpret and apply concepts that may or may not be based upon established guidelines.
• Must be able to maintain acceptable attendance and adhere to scheduled work hours.
• Must have a valid driver's license and be able to operate a motor vehicle.
• Must be able to travel, with overnight stays required.