Vice President, P&C
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
This position reports to the President of Western Growers Insurance Services (WGIS) and is active on the WGIS leadership team. This position is responsible for the oversight of the sales team for all property and casualty lines of business. The incumbent will lead the property and casualty sales efforts to provide creative insurance options for Western Growers Association (WGA) members and prospective clients. Additionally, the incumbent is responsible for the sales strategy to include growing new business and retention of existing business. The position will have the following direct reports; Seven Sales Executives (SE) located throughout California and Arizona.
- BA/BS degree and five (5) to eight (8) years of commercial insurance brokerage sales (including managing and developing a sales team) experience.
- Active CA/AZ Property Casualty Insurance license.
- Superior leadership and team development skills in a high volume, high energy, dynamic, fast-paced sales environment.
- High-level carrier relationships and large account broking experience. Program experience a plus.
- Excellent consultative, selling, negotiation, and relationship management skills.
- Strong knowledge of multiple product lines, distribution channels, and the competitive market relative to the commercial brokerage.
- Strong experience in risk management sized accounts.
- Excellent verbal and written communication skills, particularly with presentations, proposals, financial and internet applications.
- Advanced knowledge of tracking and prospect database systems utilization to effectively target, analyze, and report on potential groups and membership objectives.
- Advanced computer experience with Salesforce and Microsoft Office Suite: Word, Excel, PowerPoint, and Outlook.
- Verifiable, clean DMV record and the ability to travel to various locations throughout the U.S. (mainly California and Arizona) up to 50% of the time.
Duties And Responsibilities
- Provide leadership, direction, and vision to the sales and account management teams aimed at the execution of the sales, service, and retention strategies.
- Effectively translate and communicate company and segment strategies; develop and implement tactical plans resulting in the achievement of company growth and earnings objectives.
- Define, develop, and manage multiple differentiators to achieve overall sales goals and foster relationships.
- Create and execute large account sales strategy and modify to achieve increased results. Assemble and lead teams from across all aspects of the Association.
- Achieve personal production goals as agreed to with President.
- Lead and support presentations; create relationships with large client prospects. Create peer-level relationships with large prospective members’ executive teams.
- Lead large account renewal and new business process from “huddles” to presentations.
- Hold monthly performance accountability meetings with the sales team.
- Work with peers in the Association, Assurance Trust, Pinnacle, and other parts of the organization to build relationships and drive the desired results for all involved.
Management & Leadership
- Develop, manage, and lead a team of 3A+ self-accountable professionals.
- Develop a culture of real, personal accountability by modeling the behavior that defines it.
- Instill a culture of safety and expectation, within your respective area/s.
- Require direct reports to hold themselves accountable to high standards of performance and personal conduct, in a clear, helpful, straightforward way.
- Conduct one-on-one conversations with every direct report, quarterly, focused on their 3A+ capabilities, impact, and effort.
- Make decisions and choices, impacting staff, by using the steps as outlined in the “Outward Mindset Skills for Leaders” guide.
- Assess, coach, and recruit talent.
- Identify and source acquisition opportunities.
- Develop budgets, schedules, and sales incentive plans; administrative oversight, and operations.
- Report on the monthly sales team performance accountability meetings to executive leadership.
- Create a large account strategy and identify current capabilities within Association entities, identify needed resources, and weave together to create a value proposition.
- 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 helpfully and collaboratively. Be willing to adjust efforts to ensure that work and attitude are helpful to others, being self-accountable, creating a positive impact, and being diligent in delivering results.
- Maintain a valid CA/AZ Property Casualty Insurance license.
- Maintain a clean DMV record and the ability to travel to locations throughout the U.S. (mainly California and Arizona) up to 50% of the time.
- 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 perform the essential functions of this job successfully. 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 communicate with others. The employee frequently is required to travel to both indoor and outdoor areas that can vary in exposure and temperature. The employee is frequently required to operate a motor vehicle, use objects, tools, or controls, and/or required to lift up to 50lbs. The noise level in the work environment is usually moderate.