Position Summary/Purpose

Lead a team of Business development representatives in 2 offices, Orange County, and San Diego County.

Build sales and profits through the development and orchestration of effective sales processes. Establish contact with individuals and organizations for the purpose of making sales presentations that will lead to new customers.

Effectively manage the sales department through staffing, training, and management of the sales staff, creation of the sales plan, documentation of sales activity and results, and achievement of sales goals.

Primary Duties and Responsibilities

· Function as an effective member of the management team, setting overall direction for the company, and representing the sales function in all planning efforts.

· Exceed company targets for sales revenue and goals for sales activity metrics.

· Identify potential new markets and customers.

· Develop annual, monthly, and weekly sales goals in conjunction with the strategic plan.

· Develop sales strategies and processes.

· Maintain sales capacity through effective hiring, training, and territory assignment for sales representatives.

· Deliver effective sales presentations.

· Ensure up to date documentation of all sales activities, results, customer and partner information, and sales routes and territories.

· Provide input into annual entertainment budget and control expenditures within the budget.

· Maintain market leadership through effective selling processes, high quality marketing materials, web site, and presentations.

· Participate in and network within trade associations, affinity groups, networking organizations, and community associations.

· Develop existing accounts and maintain phone and in-person contact.

· Assist in establishing pricing for services.

· Provide direction and input on sales representative compensation plans and accurately calculate sales commissions.

· Track and report significant changes involving the economy, markets, and competitive landscape related to the company’s services.

Additional Duties and Responsibilities

· Network with executives in similar positions.

· Attend trade shows and industry organization events as required.

· Actively develop sales staff to prepare them, where appropriate, for higher level positions within the company.

· Provide recommendations to company owners and management on participation in insurance company vendor programs and third-party claims administration programs.

· Maintenance and management of company assets employed by the sales team–e.g., company vehicles, computers, communication devices.

· Prepare and conduct effective weekly sales meetings.

Decision Rights and Authority

· Approve all sales compensation plans and sales commission payments.

· Development of strategic goals and objectives related to the sales function.

· Purchases within the budget established in the strategic plan.

· Hiring and termination authority for sales representatives.

Working Relationships and Scope

· Work with managers responsible for all company functions to support planning related to capacity and ability to effectively deliver timely quality services to customers.

· Maintain effective communication and strong working relationships with insurance industry, trade associations, community contacts, partnering contractors, and others who may refer potential customers to the business.

· Work closely with Operations management to remain current on active job status and progress in order to keep customers and referral sources updated.

· Actively reinforce the need for all functions and employees within the company to have a sales mentality in everything they do.

Performance Competencies

· Relationship Development
Effectively builds social and professional networks. Brings value to partners and maintains appropriate contact.

· Integrity
Ironclad – Does not cut corners. Does what is right, even when it means taking a stand. Earns trust of co-workers. Intellectually honest. Not politically expedient.

· Oral Communication
The individual speaks clearly and persuasively in positive or negative situations. Effective in one-on-one, small, and large group situations. Adaptable and able to think on his/her feet.

· Written Communication
Writes clear, precise, well organized letters, proposals, and emails. The individual edits work for spelling and grammar and is able to read and interpret written information. Uses appropriate vocabulary and grammar. Is familiar with the structure and content for business procedures.

· Constructive Confrontation
Able to present and support their position, defend in the face of opposition from senior managers and owners. Willing to stick to their convictions in a professional and constructive manner.

· Team Building
Achieves cohesion and effective team spirit with subordinates. Sustains a climate characterized by open, honest relationships where differences are constructively addressed rather than ignored, suppressed, or denied. Treats subordinates fairly. Shares credit.

· Planning and Organizing
Plans, organizes, schedules, and budgets in an efficient and productive manner. Focuses on key priorities. Effectively juggles multiple projects. Coordinates plans with other managers and executives. Manages personal time well.

· Employee Development
Effectively coaches and mentors employees. Develops them for current success and prepares them for higher level positions.

· Judgment and Decision-Making
Applies a mature approach to decision-making. Demonstrates consistent logic. Anticipates consequences of decisions.

· Dependability
The individual is consistently at work and on time, follows instructions, responds to management direction, and solicits feedback to improve performance.

· Technology
The individual uses typical communication devices to effectively speed communication and appropriately utilizes company-approved customer contact management, standard word processing, spreadsheet, and Power Point software tools to enhance efficiency and accuracy of work performed.

Qualifications – Knowledge, Skills, and Abilities

· Education and Experience

Associate degree in business, marketing, or related field required with a bachelor’s
(4-year) degree preferred. Five (5) to seven (7) years of relevant experience including three (3) years of management experience.

· Selling Skills

Understands and effectively applies the concepts of differentiation and adding value. Knows customer markets, the issues and challenges they face, and can translate that information into useful selling strategies. Builds long-term relationships that drive increased revenue and demand for services.

· Financial Reports and Documents

Understands concepts and the content of financial reports: Profit & Loss, Balance Sheet, and Cash Flow. Able to interpret results and translate into focused actions.

· Strategic Skills

Comprehends the “big picture.” Determines opportunities and threats. Is comfortable contributing to the strategic plan and future direction for the organization.

· Mathematical Skills

Strong math and accounting skills. Ability to compute rate, ratio, and percentages, interpret financial reports, and analyze performance against business plans and industry benchmarks.

· Computer Skills

Demonstrates proficiency in the use of computers and computer software including enterprise systems (e.g., Dash, Insight 360, JPP), MS Office, Word, and Excel, and bookkeeping software (e.g., Quick Books, Peachtree).

· Certificates, Licenses, and Registrations

None required for this position.

Job Type: Full-time

Pay: $90,000.00 - $160,000.00 per year

Benefits:

• Paid time off

Schedule:

• 8 hour shift
• Monday to Friday
• Weekend availability

Supplemental pay types:

• Bonus pay

Ability to commute/relocate:

• Oceanside, CA 92054: Reliably commute or planning to relocate before starting work (Required)

License/Certification:

• Driver's License (Required)

Work Location: Hybrid remote in Oceanside, CA 92054

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