AVP Recreational Marine Sales Manager

Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine watercraft.  For over a hundred years, Chubb has offered unparalleled stability and protection for small boats, yachts and mega-yachts. 

Chubb Personal Risk Services is seeking a Recreational Marine Sales Manager for our Midwest Region that includes 14 branches along with some of our top performing Recreational Marine Specialist agents and a large non-specialist agency distributing.  This position is an external facing role requiring daily, independent travel to assigned Recreational Marine Specialty and High-Net-Worth Personal Lines Property & Casualty independent agents and brokers. 

The Recreational Marine Sales Manager will be responsible for new client acquisition, renewal client management and agency relationship management, reporting directly to the Vice President, Recreational Marine Sales. 

 Key Responsibilities: 

• Develop business plans with assigned independent agents to attract new clients and retain existing ones, including top performing Specialist agent partners
• Strengthen sales results across the assigned territory grow new clients through effective pipeline development, account pre-qualification, and territory management.
• Work with the regional PRS Sales and Distribution team to target profitable new business opportunities from high-net-worth personal lines agents and broker, including the launch and adoption of a new rating system to become their go-to insurer for watercraft. 
• Oversee new client acquisition, including pipeline development, management, quote optimization, and follow-up, ultimately leading to closing deals.
• Analyze new business trends, including quote volume, quality, and success rates to effectively manage business results.
• Manage renewal retention by effectively communicating rate and exposure changes using value-based selling techniques.
• Support assigned agencies by providing:
  • Training on Chubb’s products, services, and competitive advantages.
  • Updates on product and service enhancements and rate changes.
• Follow a disciplined sales process to ensure consistent execution of best practices, including agency assessments, sales plans, and call documentation.
• Identify opportunities for new agency appointments.
• Travel within the assigned territory, supported by office time for appointments, call planning, reporting, agent follow-up, report generation, presentation preparation, etc.
• Manage book of business by analyzing new business and retention results to identify agency-specific and territory trends.
• Participate in internal meetings and report on results as needed.
• Collaborate with agents and underwriting on new quotes and retention.
• Work closely with Sales, Underwriting, Risk Consulting, Product, Claims, and Branch Administration teams.

Competencies:

This role requires strong interpersonal skills and the ability to build effective working partnerships with agents and their various internal departments, with a solid understanding of how those functions work together to deliver results. The ideal candidate will also demonstrate strong collaboration skills with internal department partners and stakeholders across the PRS division and the field/branch network. In addition, this person must have strong organizational skills, be adaptable to changing conditions in a fast-paced market, and keep initiatives moving forward through effective stakeholder engagement.

• Results Orientation: Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast- paced environment by:
  • Recognizing and capitalizing on opportunities
  • Distinguishing what results are important with a focus on achieving high-payoff activities and goals 
  • Challenging self and others to do better without minimizing accomplishments
  • Identifying critical success factors to accomplish desired results and develop plans to achieve them
  • Ensuring goals and objectives are measurable and focus on goals not activities
  • Continually looking for ways to change and improve processes to create improved business results

• Adaptability: Agile learner who can quickly absorb information and apply it to current business situations by:
  • Responding well to change
  • Handling multiple demands/priorities
  • Adapting to best fit with situation at hand
  • Handling conflict effectively
  • Developing new skills quickly
  • Accepting new responsibilities willingly

• Customer Engagement: Delivers end to end customer engagement that leads to measurable revenue growth by:
  • Building rapport quickly and finding common ground
  • Establishing trust and credibility through timely delivery of commitments
  • Leveraging goodwill to gain larger share of wallet
  • Allocating resources to maximize business potential
  • Analyzing data with the goal of discerning useful information that informs conclusions and supports fact-based decision-making

• Problem Solving: Identifies/reacts to problems and opportunities, produces alternatives and implements viable solutions by: 
  • Responding to, and resolving, inquiries in a timely manner 
  • Engaging appropriate resources to resolve problems and following through to conclusion 
  • Simplifying complexity by breaking down issues into manageable parts
  • Looking beyond the obvious to get at root cause
  • Developing insight into problems, issues and situations

• Sales Acumen: Leverage market, business and technical knowledge and insights by:
  • Possessing a big picture perspective and detailed operational understanding of own area of responsibility 
  • Employing a disciplined sales process to ensure consistent execution of best practices (agency assessments drive pipeline management, business plans set goals and drive execution of tactics, effective agency engagement, advances new business activities/results, etc.)
  • Effective utilization of Salesforce to view dashboard information, review open opportunities and add updates, run agency financial reports and summarize agency engagement
  • Intrinsic curiosity paired with effective questioning and active listening skills
  • Strong negotiation, leveraging and value-based selling skills 

• Influence Management: Influence and inspire others by:
  • Communicating effectively and passionately about Chubb/Personal Risk Services 
  • Successfully persuading, convincing and influencing others on “why Chubb”
  • Anticipating and preparing for how others will react and overcome obstacles/resistance
  • Leveraging agency relationships to close deals