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POSITION SUMMARY:
Meet sales, retention and profit goals for assigned book of business and direct and oversee the activities and performance of the Agents in assigned territory to ensure sales, retention and profit goals are met.
Meet sales, retention and profit goals for assigned book of business and direct and oversee the activities and performance of the Agents in assigned territory to ensure sales, retention and profit goals are met.
PRIMARY DUTIES
Maintain & service existing accounts:
Conduct insurance reviews on existing customers to uncover additional insurance needs, answer questions, and submit changes/additions/deletions
Identify and utilize appropriate company to meet members’ needs; keep abreast of and be knowledgeable in all product offerings including VFBMIC, SFBLIC, and Brokerage companies
Review Farm Bureau producer members’ accounts a minimum of once every three years
Maintain loss ratio commensurate with Company standards
Strategic Planning:
Work with Sales management to develop Personal and Agency Business Plans to include VFBMIC, SFBLIC, Brokerage (IAS), and Farm Bureau Bank (FBB). Business plan should include growth, retention, mix of business, profitability, and new business sales and activity goals including quoting and reviews as well as contest and incentive goals
Assist agents in the development of their Agent Business Plans
Performance Management:
Monitor Agent and Agency performance compared to business plans, working with sales management to implement any needed corrective measures
Conduct joint appointments with new agents and career agents, identifying areas needing improvement for agents not meeting sales and activity goals including prospecting, activity, product knowledge, closing skills, etc. and implement appropriate training and development needs
Ensure agents understand contest, incentive and bonus requirements and their YTD standing toward qualifying for these incentives
Conduct agency meetings communicating YTD performance, incentive, contest and bonus standing and providing motivational and teambuilding leadership
Utilize PPR tool to document and score performance, including conducting Annual Performance Review to be completed by February 28th each year
Work with sales management to develop appropriate balance between servicing personal book of business and managing the agency, ensuring an appropriate level of regular supervision occurs in each office
Work with sales management and County Farm Bureau leadership to develop recruiting plan for current or future agent openings and work with HR to facilitate interviews and testing
