Sales Executive Commercial Lines
You spend more than half of your waking hours working. Make these precious, fleeting moments matter by working for an organization and a cause you can believe in.
Western Growers exists for one reason only: to ensure the future viability of its members – the hard-working, salt of the earth farmers who grow the fruits, vegetables and tree nuts that feed our nation and nourish our bodies. But their way of life, their ability to pass their multi-generational farms and family legacies on to their children and grandchildren, is being jeopardized by a host of threats, many of them beyond their control. They face a growing litany of laws and regulations that make it increasingly difficult and expensive to do business.
Our members depend on us to help them remain competitive and profitable in spite of these trying circumstances, which we do by fighting – heart and soul – for them every single day. We passionately advocate for them in the halls of Congress and on the steps of the state capitol. We actively facilitate the advancement of technology designed to help them become more efficient and less dependent on diminishing resources. We diligently provide health insurance to their farm workers, as well as other insurance solutions tailored to the unique business. We do all of this, and more, from a position of leadership in the agriculture industry, which requires a team of intelligent, inquisitive and innovative individuals sold out for our common purpose.
Job Description Summary
The Sales Executive (SE) reports to the Sr. Vice President of Insurance Services. The SE is responsible for brokering Western Growers Insurance Services (WGIS) insurance products to new or existing customer base. The SE is expected to partner with production, service, and resource professionals working towards a unified WGIS team.
- BS/BA degree preferred and five years of prior successful insurance new sales experience required.
- The appropriate States’ Department of Insurance license(s) is required.
- Comprehensive understanding of how insurance products are presented, described, financed, purchased and delivered.
- Proven ability to influence company decision makers i.e. principals/owners, chief executives, chief financial officers, human resources management etc. to purchase insurance.
- Strong skills in end-user MS Office software (Word, Excel, PowerPoint), SalesForce, and other systems containing prospect and client information.
- Extensive knowledge of how organizations (e.g., employers, purchasing coalitions, etc.) purchase Commercial Lines Insurance products and services.
- Excellent verbal, written and presentation skills; strong ability to communicate complex concepts to staff members and C-level customers.
- Agriculture or related industry experience helpful.
- Ability to plan work strategically by locating and pursuing new business opportunities.
- Verifiable clean DMV record and the ability to travel to locations throughout the U.S. (mainly California and Arizona) up to 70% of the time.
Duties And Responsibilities
- Sell various types of commercial lines insurance products to meet and exceed new sales goals.
- Seek out new customers by developing opportunities through networking, cold calling and seminars to generate “warm-leads” or prospects.
- Understand and own the WGIS sales process
- Interface regularly with WG resources by providing accurate prospect information and ascertain best customer rates and/or products. Work with carriers and markets to determine the best product in the customer’s interest/needs.
- Lead presentations to C-level audiences.
- Design and negotiate best coverage terms, conditions and pricing.
- Meet minimum call, appointment, and presentation frequency expectations as outlined & agreed to.
- Seek out and sell new Western Growers memberships.
- Broker consultant / relationship manager between WGIS and the client.
- Orchestrate strategic and tactical execution of account planning and development.
- Execute the WGIS renewal strategy
- Ensure accounts are exposed to all WGA and WGIS offerings.
- Develop and grow C-Suite and decision maker relationships within accounts.
- Identify and enlist the help of internal and external resources/staff for account retention.
- Cross-sell other WG products and services to seek a level of penetration in each account relationship.
- Build a book of business through the aggressive retention of sold accounts.
- Transmit marketing and sales intelligence relating to competition and changes in the marketplace.
- Adopt and fully use the appropriate relationship management systems.
- Maintain a regular course of self-improvement to satisfy licensing continuing education requirements and increase professional job knowledge.
- Plan and execute work in a helpful and collaborative manner.
- Maintain awareness of competitive activities and opportunities.
- Understand the WGIS compensation model.
- Understand and articulate the Western Growers story and act as a leader to internal and external clients.
- Utilize all capabilities to satisfy one mission — to enhance the competitiveness and profitability of our members. Do everything possible to help members succeed by being curious and striving to understand what others are trying to achieve, planning and executing work in a helpful and collaborative manner, being willing to adjust efforts to ensure that work and attitude are helpful to others, being self-accountable, creating positive impact, and being diligent in delivering results.
- Maintain a clean DMV record and the ability to travel to locations throughout the U.S. (mainly California and Arizona) up to 70% of the time.
- Maintain the appropriate states’ Department of Insurance license(s).
- All other duties as assigned.
Physical Demands/Work Environment
The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk and sit. The employee is frequently required to use hands to finger, handle, or feel objects, tools, or controls and reach with hands and arms. The noise level in the work environment is usually moderate.