Summary

The Director of Sales & Marketing will play a pivotal role in leading sales and marketing and will be responsible for driving sales growth, ensuring a consistent and strategic sales and marketing process, as well as recruiting and training new talent and nurturing a high performance sales culture. The ideal candidate will bring a track record of successful sales management, marketing oversight, and team leadership within the insurance industry or a similar sales-driven environment. They will serve as an active member of the Executive Leadership Team ensuring alignment between sales, marketing and overall company goals and objectives.

Duties & Responsibilities

Sales Leadership & Management

• Team Oversight - manage a team of sales brokers, providing guidance, mentorship coordination, and performance evaluations.
• Accountability & Performance Management - Conduct bi-weekly accountability meetings with unvalidated brokers to review performance, provide coaching, and set actionable goals.
• Sales Meetings - Organize and lead monthly, quarterly, and annual sales meetings to drive alignment, share insights, and recognize achievements.
• Recruitment – Partner with HR & Principals to attract, recruit, and onboard experienced and inexperienced sales talent to build a strong, diversified sales force.
• Sales Manager Duties - Act as the direct manager for sales staff, setting performance expectations, monitoring metrics, and ensuring a consistent and results-driven approach.

Sales Training & Professional Development

• Training Development -Create and implement sales training programs focused on professional development, sales techniques, and industry best practices.
• Mentorship Program Coordination - Establish and oversee mentor-mentee relationships within the sales team, facilitating regular check-ins and development milestones.
• Professional Development - Identify and manage individual development plans for team members to foster career growth and advancement opportunities.

Marketing Oversight & Strategy

• Marketing Strategy Execution - Develop and execute marketing strategies to support sales goals, including client acquisition, retention, and branding initiatives.
• Sales Collateral Consistency - Ensure consistency in the use of marketing and sales collateral, maintaining brand alignment and updating materials as needed.
• Marketing Team Oversite - Work with the marketing team to develop campaigns, promotions, and other outreach efforts to enhance market visibility and generate leads that are followed-up on.

Executive Team & Cross-Functional Collaboration

• Executive Team Participation - Participate on the executive leadership team weekly meeting to provide insight and recommendations on sales strategies, marketing efficiency and sales performance metrics.
• Sales-Related Reporting - Provide regular updates on sales metrics and team performance to the executive team.
• Process Improvement - Lead and contribute to process improvements within the sales and marketing functions to streamline workflows and improve outcomes.

What Does Success Look Like:

• Un-validated brokers meeting new business revenue goals
• Un-validated Brokers on track to become validated by end of year 3
• Un-validated Brokers meeting Prospect Qualifying and New Business Presentation meeting goals every Quarter
• All sales team members with complete understanding and able to articulate sales process.
• Top performers receiving recognition in a systematic way
• Sales team has easy access to all sales/marketing collateral.
• Sales team proficient in all technology resources (Salesforce, Zywave, MiEdge, etc.)
• MarshBerry Sales Culture Assessment score of 75+
• Marketing efforts generating specific leads that are tracked and reported on.
• All mentors having regular meetings, with a structured agenda, on a regular cadence with mentees.

Education & Experience:

• Bachelor’s Degree required: Preferred in Business Administration or Marketing or related field
• 10+ years Sales Management experience required in a leadership role.
• Proficient in utilization of Salesforce including creating and running reports
• Proficient in utilization of Sales Navigator, MiEdge and other similar technologies to identify triggering events
• Independent Insurance Agency Brokerage Experience Preferred

Compensation:

• $120,000 - $160,000 per year + 5% of new client business generated by unvalidated brokers.

Work Environment :

This position operates in a typical office environment. The office areas includes cubicles and open workspaces. The noise level is generally low to moderate. Employees are expected to work on computers and communicate in person or via phone and email.

Physical Demands :

While performing the duties of this job, the employee may be regularly required to sit, stand, talk, hear, reach, stoop, kneel, and use hands and fingers to operate a computer, telephone, and keyboard. Specific vision abilities required by the job include close vision (working on a computer) and the ability to adjust focus. This role is also required to lift, push, pull, and carry items up to 40 pounds occasionally.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.