Job Details

POSITION OBJECTIVE:

To build and execute a proactive sales strategy to grow the company's market share of light, small and artisan manufacturing class commercial property/casualty (P/C) businesses. To build a comprehensive program for light manufacturing accounts to include cross-divisional disciplines such as risk management, claims, underwriting and actuarial. The program must be built from the ground up with no available company resources. To work directly with Farm Bureau agents and their teams to write and retain profitable manufacturing accounts. To create and maintain a comprehensive sales and service materials program, reference content and training modules specific to manufacturing businesses. To analyze Farm Bureau and competitor insurance forms and pricing structures and provide feedback and actionable steps to ensure that Farm Bureau is positioned as a leader in the small manufacturer insurance marketplace. To utilize the insights available from our connections to the marketplace through FBPG carriers and brokers to establish the best possible market position.

ESSENTIAL FUNCTIONS:

Be the subject matter expert in light manufacturer business insurance.

Cultivate relationships with Farm Bureau agents and staff that encourage marketing to manufacturing accounts and drive new business submissions; provide support through training, market intelligence and marketing materials.

Evaluate light manufacturer submissions and conduct appropriate research to determine completeness of information and desirability of risk; work with agents to gather additional requirements and identify potential exposures; quote all applicable coverage parts with Farm Bureau Insurance and seek supplemental coverage through Farm Bureau Partners Group; negotiate with underwriting to secure favorable terms; provide coverage recommendations to agents and assist them in presenting to clients as needed.

Assist agent in analyzing prospective insureds' risk exposure and current insurance coverage; identify gaps in coverage and align Farm Bureau's products and value-added services to provide a solution that meets the small manufacturer's needs.

Actively identify and purse cross-sell opportunities; promote and recommend our risk management services; generate referral opportunities.

Cultivate and maintain relationships with strategic light manufacturer trade associations and trade groups; attend and present Farm Bureau Insurance's products and Trusted Advisor value proposition at meetings and trade shows.

Collaborate with our risk management and underwriting teams to establish clear eligibility guidelines for all types of light manufacturing. Work with our claims team to communicate preferred account types, describe the nature of the desirable exposure and share how competitors in the marketplace are active in Michigan.

Create a process to deliver relevant feedback to the actuarial team with the support of the Commercial Sales Field Manager.

Work with home office marketing to develop strategic marketing campaigns.

Work with the Marketing Client Product Development team to build and maintain a library of light manufacturer specific marketing materials and proposal content for use in the sales process as well as reference content on the Agent Tool Shed.

Work with Agency Development team to create and deliver light manufacturer specific training to the field force and relevant home office teams.

Monitor and evaluate growth and performance of light manufacturer book of business overall; stay current on competitive trends including pricing and product offerings; provide insight and recommend enhancements and modifications as part of product development and rate review cycles.

Work with Managing Partners and regional Commercial Lines Marketing Representatives to spread awareness of our potential and capabilities in the small manufacturer market by participating in partnership meetings and writing sales articles.

Keep technical knowledge current by participating in advanced educational programs and by studying current publications to keep abreast of recent developments affecting commercial sales in the light manufacturer market and insurance industry as a whole.

OTHERFUNCTIONS:

Assist the Community Service Acceptance Company (CSAC) FB Partners Group in identifying new markets, products, and services to supplement the Farm Bureau Insurance portfolio and ultimately expand future sales of the organization.

The primary purpose of this description is to aid in establishing a salary range for this position. Only those duties necessary for proper evaluation and labor market analysis have been included.

KNOWLEDGE,SKILLSANDABILITIES

• Commercial product knowledge
• Light or small manufacturer commercial insurance coverage needs knowledge base
• Experience in the small manufacturer industry to include tool & die shops, CNC machine shops and artisanal high quality low volume manufacturers

• Interpersonal skills
• Organizational skills
• Planning skills
• Sales and marketing skills
• Strong oral and written communication skills
• Training skills
• Working knowledge of the insurance industry as a whole

QUALIFICATIONS:

• Bachelor's degree in marketing, business, insurance, or finance required.
• Minimum five to eight years commercial insurance sales or underwriting experience required. Experience writing, servicing and managing small or light manufacturer accounts is required.
• Must possess a valid driver license with an acceptable driving record. Designation in CIC preferred. Designation in CRM preferred.

CORECOMPETENCIES:

Demonstrates 'individual contributor' core competencies.

• Member/Customer Focus (develops trusted relationships with all internal and external members/customers)
• Communication (communicates effectively through multiple ways to a variety of audiences in an effective and transparent manner)
• Adaptability (adapts to new information, changing conditions and unexpected obstacles)
• Accountability (holds self and others accountable for achieving quality results)
• Collaboration (works effectively with others to create a team-based environment)
• Critical Thinking (examines issues, ideas and situations to impact results and implement improvements)

This position requires the ability to perform the essential functions contained in this description. These include, but are not limited to, the following requirements. Reasonable accommodations will be made for otherwise qualified applicants unable to fulfill one or more of these requirements.

PHYSICAL REQUIREMENTS:

Must be sufficiently ambulatory to travel in connection with the position. Because of the extensive interpersonal contact required by the position, both in person and over the telephone, must have no significant hearing or speech impairment. Because of the extensive reading required by the position, must have no significant sight impairment. Must be able touse/operate a personal computer, keyboard and printers. Extensive keying required by the position. Ability to use computing devices for extended periods of time required.

WORKINGCONDITIONS:

Temperature controlled office environment. Overnight travel may be required both in and out of the state of Michigan.

NOTE: The above description is intended to describe the major functions and characteristics of this position. It is not intended to describe all the functions or responsibilities which may be assigned to the employee. Please refer to job posting for any additional functions or responsibilities. It is always within the employer's right to add to, delete from, or further modify this position description at any time. This document is not to be construed as an employment contract of any type.