SUMMARY:
The Employee Benefits Producer is responsible for building, maintaining, and retaining a book of group insurance business, with employers with 20 or more employees. The Employee Benefits Producers are expected to effectively use direct prospecting efforts for book growth and development, as well as become proficient with the various resources available from INSURICA, to help attract and retain customers.
ESSENTIAL FUNCTIONS:
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Responsible for consistent direct prospecting for new customers, developing prospecting programs, and using all means available including, but not limited to, direct phone calls, drop-in calls, networking, social media, and referrals to generate and maintain an active client pipeline
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Schedule prospect interview meetings, and prepare for the meeting by familiarizing with the prospect, in advance, as much as possible, using resources such as SalesForce, miEdge, and the customer's own website for insight
- Utilize INSURICAs CRM platform, SalesForce, to maintain prospect and client information; the Employee Benefits Producer is expected to build and maintain group information to build an effective pipeline for future sales activity
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Coordinate production efforts with marketing and service personnel, as needed
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Responsible for collecting appropriate data from group prospects to obtain accurate proposals from insurance carriers or administrators
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Conduct regular meetings with an assigned team of account managers, or other support colleagues, to keep them abreast and informed of client issues, upcoming proposals, presentations, enrollments, and renewals
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Identify and communicate potential cross-selling opportunities for both commercial and personal lines
- Exhibit leadership by fostering teamwork with all colleagues in the branch
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Participate in all branch sales meetings, keeping the Branch Leader informed, at least monthly, of new business activity and sales successes
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Participate in scheduled Corporate meetings including, but not limited to, Rising Star meetings, new resource reviews, compliance updates, and sales strategies
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Keep abreast of trends and techniques to maintain a competitive status for the agency within the industry
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Attend sales seminars and educational training activities needed to improve sales techniques, stay up-to-date on the latest developments in the marketplace, and maintain required licenses
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Review all agency activities relating to the public, customers, and companies to avoid issues involving potential errors and omissions
ADDITIONAL RESPONSIBILITIES
This job description is intended to describe the level of work required of the person performing the position. Essential functions are outlined; however, other duties may be assigned, as needs arise, or as required to support the essential functions. Specific performance objectives may be developed each year to measure the performance of the tasks and functions listed in this job description.
KNOWLEDGE, SKILLS, AND ABILITIES:
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Excellent sales skills with a strong ability to influence others
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Strong knowledge of group medical products and related federal compliance, value-based solutions to cost increases, and alternatives to traditional fully-insured medical products
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Strong knowledge of other group insurance products including, but not limited to, life, long and short-term disability, dental, vision, voluntary products, and Section 125 Health Reimbursement accounts
- Strong knowledge of federal compliance with group insurance; including ERISA, ACA, HIPAA, and COBRA
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Strong understanding and ability to effectively self-prospect
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Ability to identify and assess gaps, as well as propose effective solutions
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Ability to travel, as needed, both local and overnight
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Excellent presentation and listening skills
- Effective organizational skills and the ability to respond to requests effectively and efficiently
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Ability to carry out detailed written or verbal instructions with multiple variables
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Ability to work within a fast-paced, changing priority environment
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Self-motivated, with the initiative to prioritize and be self-directed
- Regular and punctual attendance is required
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Ability to communicate effectively, both verbally, and in writing
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Excellent interpersonal skills, with the ability to interact effectively with both colleagues, and managers, across all levels
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Ability to promote, and maintain a team environment, willing to find accommodating solutions for our customers, companies, and the Agency
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Ability to successfully adhere to company policies and procedures, as well as maintain strict confidentiality
QUALIFICATIONS:
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3-5 Years previous Employee Benefits sales experience preferred
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2-4 Years of previous sales/production and marketing/underwriting experience in an insurance agency or brokerage firm preferred
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Must possess, or have the ability to quickly obtain, all licenses as required by the State Department of Insurance
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Bachelor's degree in business or other related discipline preferred
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Insurance-related professional designations preferred
WORKING CONDITIONS AND REASONABLE ACCOMMODATIONS:
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Fast-paced, multi-tasking, office environment with periodic high disruption and changing priorities
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Travel required, both local and overnight, up to 50%
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Ability to perform approximately 80% sedentary work, exerting up to 10 pounds of force occasionally, and negligible force frequently
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Ability to lift up to 20 pounds occasionally
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Requires operation of a computer workstation, including keyboard and video display
- All requirements may be modified to reasonably accommodate physical or mental impairment
Compensation and Benefits
This role is compensated under a commission schedule and as a result, compensation will vary dependent upon the amount and size of the clients the Producer works with. In certain situations, Producers may begin employment on an initial base salary which will later transition to commission compensation. In these situations, the expected base compensation will be $50,000 to $120,000. The base compensation, if applicable, will be determined on a case-by-case basis accounting for the applicant’s experience, skills, certifications, education, and location. In addition to the base or commission compensation, this position may be eligible for additional performance-based incentive compensation which can be discussed during the interview process. In addition to compensation, INSURICA offers a competitive total awards package including health and welfare benefits, paid time off, volunteer time off, tuition assistance, 401(k), and employee assistance plans. Thanks to our colleagues, INSURICA also provides an award-winning culture, being named the Best Independent Agency to Work for in America by Insurance Journal in 2022.
