Director Sales Effectiveness at Worcester

Job Description

Director Sales Effectiveness

Job ID #: 4383 Location: Worcester, MA
Functional Area: Sales SBU: 50000 - Marketing & Distribution
Position Type: Full - Time
Education Required: Bachelors Degree
Experience Required: 7 - 10 Years
Relocation Provided:

Job Description

Delivering on Promises for 160 Years.

Hanover Insurance is a winning company comprised of outstanding professionals focused on a single vision: to be the very best in our business. At The Hanover you will have the opportunity to: Grow Your Career, Love What You Do and Be Valued for Your Contributions.

Apply today and discover:

- Why, in 2010 and 2011, we were recognized by The Boston Globe as a Top Places to Work and by Business Insurance as a Best Places to Work.

- How we continue to grow stronger through acquisitions, increased product offerings and unparalleled credit rating agency upgrades in the industry.

- How we build unique relationships with our Employees, Agent Partners and Customers.

what its like to work for the best insurance company in the industry!!!

Overview

Sales Effectiveness and Training leadership role is a critical and highly visible role across The Hanover. The sales leader is responsible for a comprehensive sales effectiveness agenda. They will be personally be engaged, and will also lead a team, working closely with the field sales and underwriting organization, as well as business unit leaders. This role is charged to develop sales excellence programs, initiatives, implementation plans and tools that drive business results. Working with both personal lines and commercial lines staff, the sales leader will continue to drive and influence The Hanovers already strong sales culture, and be responsible for taking it to new heights. The role reports to VP of Marketing & Sales. This is a director level position, with the potential for increased professional growth and more accountabilities which could lead to an AVP level role over time.

Responsibilities:

Sales Process and Practices Development:

- Must have proven ability to develop practical and effective sales processes and practices

- Must have proven ability to develop tools and resources to support processes/practices

- Must have communication and internal influence skills in order to gain organizational buy in for processes/practices across multiple levels; sales managers & underwriters, sales directors & UW managers, and RVPs.

- Define, measure and assess the adoption and impact relating to the effectiveness of sales processes/practices

Sales Tools and Resources:

- Familiarity with SalesForce.com or other CRM systems is much preferred.

- Desire experience and knowledge on use of mobile sales devices.

- Manage strategic external relationships, such as the Sales Executive Council, to maximize the value for Hanover.

- Engage with various outside vendors to supplement and enhance the sales strategy, as appropriate

Sales Training - Development, Delivery, and Follow-through:

- Must be able to work with internal customers to develop sales training programs/workshops that address business needs and result in sustainable and long term sales behavioral improvement

- Must have the ability to deliver engaging and practical sales training that is relevant to various participant job requirements

- Must be able to develop deep credibility with Commercial Lines staff. Also with Personal Lines.

- Ability to deliver sales training across multiple levels; sales managers & underwriters, sales directors & UW managers, and RVPs.

- Adept in developing workshops, with clear learning objectives, relevant content, interactive elements, overall design, and post-evaluation.

- In addition to sales training, also be capable to develop and deliver sales coaching and performance management training.

- Develop and execute a process for sales assessments, identify and address the strength or gaps of sales and underwriting staff

- Create sales development programs and initiatives to address key leverage points that drive business outcomes

- Ability to travel is important, and while schedules will vary based upon work priorities, annually travel is about 35% of time.

Sales Leadership:

- Leadership strength, with ability to lead, influence, and motivate both direct reports, as well as others across the organization.

- Excellent verbal and written communications in all facets of the role, both in training as well as in leading and managing

- Ability to collaborate with various roles, fostering a win-win sales culture across the organization

- Develop and execute strategic and tactical plans at the organizational level, including key milestones, enrolling key leaders in that process

- Strong personal drive, a self-starter who can take guidance and run with the agenda

- Well organized with ability to successfully manage multiple initiatives concurrently and deliver quality in a timely manner

- Manage and develop direct reports on the Sales Effectiveness and Training team.

Job Requirements

- P&C industry experience required, at least 7 years.

- Must have sales training experiences

- Prefer 5 plus years of commercial lines

- Desirable to also have field operational sales experiences.

- Proven track record of accomplishments and goal orientation.

- Must have aptitude in the use of software/systems support tools (such as Salesforce and Microsoft-office products.

Benefits To Joining The Hanover Team:

- Competitive Pay and Benefits

- Retirement/401(k) Program

- Beneficiary and Ability Assist Programs

- Travel Assistance Program

- Adoption Benefit

- Wellness Programs

- Matching Education Gifts Plan

- Employee Development/Education Assistance and Professional/Industry Designation Programs

- Generous Time Off With Pay

Have you ever considered working in Worcester, MA? Worcester is centrally located and affords an easy commute from locations throughout New England. Hanover Insurance is easily accessible off of I-290 from Cities and Communities such as: Lowell, Framingham, Leominster, Attleboro, Foxboro, Waltham, Franklin, Newton, Milford, Marlborough, Amherst, Springfield and Longmeadow in MA. Hartford, Windsor, Enfield, Manchester, Glastonbury, Colchester, Willimantic and Norwich in CT. Providence, Cranston, Warwick, Smithfield and Woonsocket in RI and The Nashua area in NH.

The Hanover Insurance Group, Inc. (NYSE: THG), based in Worcester, Mass., is the holding company for a group of insurers that includes The Hanover Insurance Company, also based in Worcester, Citizens Insurance Company of America, headquartered in Howell, Michigan, Chaucer Holdings PLC, based in London and their affiliates.

The Hanover offers a wide range of property and casualty products and services to businesses, individuals, and families through a select group of independent agents across the U.S., and has been meeting its obligations to its agent partners and their customers for nearly 160 years. The company is ranked among the top 25 property and casualty insurers in the country and maintains excellent ratings from A.M. Best, Standard & Poors and Moodys.

EEO Statement

The Hanover Insurance Group provides equal opportunity for employment and promotion to all qualified employees and applicants. No person shall be discriminated against in employment on the basis of race, color, religion, gender, age, national origin, marital status, disability, sexual orientation, veteran status or any other status or condition protected by applicable federal or state statutes. The Company is committed to maintaining an environment in which all employees are treated equitably and given the opportunity to achieve their full potential in the workplace.

The Hanover Insurance Group does not accept unsolicited Agency resumes. The Hanover Insurance Group will not pay fees to any third party agency or firm that does not have a signed Employment Agency Agreement already on file with Human Resources - The Office of Talent Management.

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Country: USA, State: Massachusetts, City: Worcester, Company: Hanover Insurance Group.