Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions. Our clients include many of the most affluent families in the world, executives, business owners and top collectors of art, jewelry, wine and automobiles. 

 

Chubb Personal Risk Services is seeking a Sr. Agency Sales Manager (Sr. ASM) for the Northeast Region reporting into the Boston, MA office.  The Sr. ASM position is an external facing sales role requiring daily, independent travel to assigned agents and brokers. The territory will primarily include Eastern and Western, MA, some territory in CT and possibly Maine and New Hampshire. 

 

The Sr. ASM will be primarily responsible for new client acquisition that meets Chubb’s account appetite and profitable growth expectations. The Sr. ASM will manage agents in partnership with an Agency Relationship Manager (ARM) who is responsible for the overall agency relationship management including renewal client management, retention and cross selling. The Sr. ASM and the ARM will work as a team, with both individuals responsible for Written Premium Growth, the Sr. ASM assigned to new client acquisition and the ARM assigned to existing client new business and cross selling, for the same group of independent agents and brokers.  

 

The Sr. ASM will report directly to the VP, Personal Risk Services, Boston, MA Branch.  

 

Key Responsibilities: 

Develop agency assessments and business plans with assigned independent agents designed to grow new business from new client.  Identify new clients with annual premium of $5,000 to $250,000+ through effective pipeline development, account pre-qualification and territory analysis/management.  Responsible for new client acquisition including pipeline development and pipeline management ultimately leading to closing deals.  Responsible for new client quote follow up and quote optimization with agents.  Premier account segment new customer table set best practice.  Work with business partners and centers of influence to educate on the value of Chubb and why insurance is a key component to asset management protection Travel within assigned territory 4-5 days/week supported by office time as needed for scheduling agency appointments, agency travel preparation and follow-up, Salesforce documentation etc.  Provide support to assigned agencies with new client development sales matters. This includes:  Agency training to understand Chubb’s products, services and competitive advantages.  Marketing campaigns, events and corporate directives that are designed for new customer development such as new business guideline changes.  Analyze new business trends including quote volume, quality and hit ratio.   Build and maintain strong relationships with assigned agents and brokers to meet or exceed financial objectives for assigned territory.   Follow disciplined sales process to ensure consistent execution of best practices, including agency assessment, business plans and Salesforce documentation.  Participate in internal meetings and report on results as appropriate.  Work with agents and underwriting on new client quotes.  Identify and support branch efforts to onboard new agency appointments in key growth territories Collaborate and interact with Sales, Underwriting, Risk Consulting, Product, Claims and Branch Administration.

Competencies: 

Results Orientation: Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast- paced environment by:  Recognizing and capitalizing on opportunities  Distinguishing what results are important with a focus on achieving high-payoff activities and goals   Challenging self and others to do better without minimizing accomplishments  Identifying critical success factors to accomplish desired results and develop plans to achieve them  Ensuring goals and objectives are measurable and focus on goals not activities  Continually looking for ways to change and improve processes to create improved business results   Adaptability: Agile learner who can quickly absorb information and apply it to current business situations by:  Responding well to change  Handling multiple demands/priorities  Adapting to best fit with situation at hand  Handling conflict effectively  Developing new skills quickly  Accepting new responsibilities willingly  Sales Acumen: Leverage market, business and technical knowledge and insights by:  Possessing a big picture perspective and detailed operational understanding of own area of responsibility   Employing a disciplined sales process to ensure consistent execution of best practices (agency assessments drive pipeline management, business plans set goals and drive execution of tactics, effective agency travel advances new business activities/results, etc.)  Effective utilization of Salesforce to view dashboard information, review open opportunities and add updates, run agency financial reports and summarize agency travel  Intrinsic curiosity paired with effective questioning and active listening skills  Strong negotiation, leveraging and value-based selling skills     Influence Management: Influence and inspire others by:  Communicating effectively and passionately about Chubb/Personal Risk Services   Successfully persuading, convincing, and influencing others on “why Chubb”  Anticipating and preparing for how others will react and overcome obstacles/resistance  Leveraging agency relationships to close deals 

 

Qualifications:

Bachelor’s degree or equivalent work experience  Minimum of 3-5 years of personal lines sales, marketing, underwriting, claims, risk consulting or agency experience   Experience selling to successful individuals and families preferred