Director of Sales
Plymouth Rock Assurance

Job Info

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Plymouth Rock has been awarded the #1 Large Employer in New Jersey in 2021. We would love for you to join our award winning team!

This person is responsible for the overall productivity and effectiveness of the Plymouth Rock Sales Center operation in Woodbridge, NJ which includes both an inbound and outbound sales operation along with training/operations teams. The responsibilities include expense forecasting and planning, reporting, systems architecture and ecosystem, quota setting, sales process optimization, training, recruiting and selection of sales force talent. This is a pivotal position within our organization, as the Direct Response Channel for Plymouth Rock has ambitious growth goals and this position is instrumental toward achieving our 5-year growth objectives. This position will report directly to the Vice President of Service, Underwriting and Sales and has high visibility to the CEO and senior executive leadership team. We are not just looking for someone who can do the job well - we are looking for someone that can take our already well run Sales Center to the next level.

Essential Functions and Responsibilities

• Responsible for the overall productivity and effectiveness of the Sales Center operation (inbound and outbound) in our Woodbridge, New Jersey location.
• Responsibilities include oversight and management of our Sales Center leadership, Operations Management, Training, and CRM System Administrators. Necessary skill sets are technical, analytical, and strategic, with strong leadership abilities. We are a roll-up your sleeves type organization and, as such, we are seeking a candidate that is comfortable getting in the trenches to dissect various issues and opportunities to advance our collective business objectives.
• Expected to possess a significantly comprehensive understanding of the key metrics which drive the sales center operations and which operational levers to exercise to drive specified goal oriented outcomes. This include call center metrics, as well as insurance acquisition economics and how those metrics tick and tie.
• Coordinates sales and expense forecasting and optimization, planning, and budgeting processes used within the Sales Center. Works closely with Marketing personnel to ensure appropriate marketing output (both in terms of quantity and scheduling) as related to staffing levels.
• Through increased efficiency, identify strategies to lessen the telesales cost load as part of our total Direct and Agency acquisition economics. Maintain thorough understanding of Direct and Agency acquisition economics, as well as what levers to pull to drive to desired economic levels.
• Proactively monitor and strive to maintain high levels of quality, accuracy, and process consistency of Sales Center. Perform extensive Quality Assurance scoring of sales reps through staff. Continually identify opportunities for sales process improvement to inspect sales process quality and prioritize opportunities for improvement. Facilitates an operation of continuous process improvement.
• Implement forward-thinking processes aimed at developing and improving sales results and customer retention/satisfaction based on extensive analytics and comprehensive understanding of the operation.
• Initiate and foster teamwork within the department to create and maintain an environment of partnership, quality service, and superior sales results.
• Serve as an expert resource on sales process, procedures, and techniques by maintaining and enhancing product, process, communication and sales skills.
• Develop and oversee performance measures for Sales Center, monitor progress toward these goals. Through analysis and testing, develop sales strategies resulting in increased productivity.
• Oversee all hiring, promotions, compensation, and termination decisions for staff.
• Review day to day operations and quality to ensure adherence to all policies, procedures, and programs.
• Ensure compliance with State laws and regulations that govern the sale of personal lines insurance.

Qualifications and Education

• Minimum of 3 years sales management within a dynamic Sales Center environment required. Insurance background is required.
• Possess highly analytical skills, problem-solving skills and decision-making ability. Incumbent must have the ability to grasp direct and agency acquisition economic principles, the primary economic drivers of the insurance business and incorporate them into decision optimization.
• Proven leadership and ability to motivate and drive sales teams to greater sales performance through expanding capacity (improving efficiencies) and improving close rates.
• Experience in building relationships with internal and external business partners. Strong business acumen required.
• Ability to work with diverse groups with varying levels of ability and skills.
• Excellent written communication skills and ability to influence across various leadership levels.
• Advanced performance management and problem solving skills required.
• Supervisory or lead experience with demonstrated ability to lead teams effectively, train personnel, and communicate/enforce policies and procedures.
• Demonstrate strong organizational and time management skills. Experience developing or using work force management software programs is a must.
• College degree is required. MBA preferred.
• Must maintain an active P&C License or obtain one within first 3-months of employment.

About the Company

The Plymouth Rock Company and its affiliated group of companies write and manage over $1.6 billion in personal and commercial auto and homeowner's insurance throughout the Northeast and mid-Atlantic, where we have built an unparalleled reputation for service. We continuously invest in technology, our employees thrive in our empowering environment, and our customers are among the most loyal in the industry. The Plymouth Rock group of companies employs more than 1,900 people and is headquartered in Boston, Massachusetts. Plymouth Rock Assurance Corporation holds an A.M. Best rating of "A-/Excellent".

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