PRIMARY PURPOSE OF JOB
The Sales Coordinator serves as a key operational and strategic support role within Ollis/Akers/Arney’s growth engine. This position supports agency Advisors, sales leadership, and client-facing teams by creating structure, accountability, and consistency throughout the sales process.
This role is designed to increase Advisor selling capacity, strengthen pipeline visibility, improve prospect and client experience, and support the consistent delivery of the agency’s proprietary business model, Ollis Edge 360. The Sales Coordinator acts as the connective point between sales activity, client discovery, proposal development, onboarding, and ongoing business development initiatives.
ESSENTIAL FUNCTIONS AND PERFORMANCE AREAS
Sales Pipeline Monitoring and Growth
- Maintain accurate CRM records including, pipeline stages, next steps, follow-up commitments, and stalled opportunities.
- Work closely with New Business Marketing Manager to forecast workflow based on CRM pipeline.
- Manage Advisor access, onboarding, termination, and best-practice training for sales technology platforms, including Freshsales, Ennabl, Zywave, and ChatGPT.
- Partner with Marketing to create Ideal Client Campaigns through email, events, in person meetings, etc.
- Manage lead generation process and Advisor distribution to ensure timely response and routing.
- Coordinate follow-up workflows tied to marketing campaigns, events, referral sources, and centers of influence.
- Track referral and testimonial opportunities and source attribution to provider to marketing.
- Support event, networking, sponsorship, and business development logistics.
Advisor Support & Sales Preparation
- Meet with Advisors regularly to identify barriers to new-business activity and recommend processes, tools, or resources that improve results.
- Prepare Ollis standard materials for prospect meetings, renewal strategy discussions, stewardship meetings, and executive presentations.
- Support discovery preparation, account research, pre-call planning, opportunity documentation, and other coordination that allows Advisors to focus on high-value selling activities.
- Develop and maintain competitive analysis cards for sales team on top competitor SWOT.
- Streamline the RFQ, flyer, event coordination processes for high impact - low friction outcomes.
- Coordinate sales training with the Chief Sales Officer, including technical insurance, Ollis Edge 360, professional development, internal processes, and cross-departmental collaboration.
- Partner with Marketing to develop messaging and materials that support the sales process.
- Support and track the preparation, coordination, and delivery of Ollis Edge 360 process and materials throughout the client lifecycle.
Client Onboarding and Implementation
- Coordinate the new client onboarding process after a prospect becomes a client.
- Ensure required documentation, applications, agreements, timelines, and internal handoffs are completed.
- Support a smooth transition from sales to service while reinforcing the client experience promised during the sales process.
- Help ensure early client interactions reinforce confidence, professionalism, and clarity.
Sales Analytics & Leadership Reporting
- Produce weekly and monthly pipeline reports, dashboards, scorecards, and sales-meeting materials for Advisors and leadership.
- Track key performance indicators, including opportunities, booked revenue, close ratios, Advisor activity, lead and referral sources, pipeline velocity, proposal volume, forecasted revenue, and onboarding completion.
- Analyze trends, bottlenecks, Advisor capacity, pipeline health, and opportunity quality to identify opportunities for stronger sales execution.
- Partner with the New Business Marketer to confirm that Advisors book accounts in accordance with agency guidelines.
Other Responsibilities
- Perform additional duties and special projects as assigned by the Chief Sales Officer.
KNOWLEDGE, SKILLS and ABILITIES
- Strong knowledge of industry, services, policies and procedures.
- Skill in completing multiple tasks at once.
- Ability to work with sales goals, pipelines, and client service timelines.
- Knowledge of RFQ, proposals, presentation, and submission preparation processes.
- Comfortable holding Advisors, internal teams, and external partners accountable to timelines.
- Ability to work well with sales professionals, executives, account teams, carrier partners, and clients.
- Knowledge of recordkeeping, document management, and confidentiality.
- Skill in operating office equipment and proficiency in utilizing Excel, Artificial Intelligence, and other Microsoft Office software applications.
- Familiarity with agency management systems, CRM platforms, sales reporting tools, and event coordination.
- Ability to pay close attention to detail and to ensure accuracy of reports and all client communication.
- Ability to be decisive; evaluating tasks, duties, projects or people using good judgment and decision-making skills.
- Ability to work independently and on a team, be self-motivated, and meet managerial and departmental team goals.
- Ability to take initiative; to make, form, conceive and visualize thoughts and expressions to produce new methods, suggestions, or solutions.
- Ability to follow oral and written instruction.
- Ability to manage processes and coordinate with sales and support team.
- Ability to work in a fast-paced, team environment with frequent interruptions.
EDUCATION, TRAINING AND EXPERIENCE REQUIREMENTS
- Associate degree or equivalent college coursework in business or related field preferred.
- 3+ years of experience in sales support, insurance operations, agency administration, account management, revenue operations, or project coordination.
- Experience working in an insurance industry preferred.
- A valid driver's license is required.
