Sales Director

Based in Sarasota, Florida, Gulfstream writes residential insurance in states along the Gulf and Atlantic coasts. With revenues of $131 million in 2014, Gulfstream continues to expand and grow responsibly.

The Sales Director oversees the process of soliciting, appointing and managing new and existing agents representing Gulfstream; manages and is responsible for the sales specialist program. Where opportunity exists, the Sales Director will also work with Territory Managers in either a direct or matrix environment as assigned. The Director is a leader and mentor to the sales staff and is expected to conduct themselves in a professional and exemplary fashion at all times, maintaining high credibility and integrity. The Director is expected to “master” accountability by fully understanding the nature of the marketplace, the competition, and by establishing and maintaining close professional relationships with partner agents. The Director should constantly be developing new ways to improve the Company’s products and services. As part of an expanding company with annual revenues exceeding $130 million, this position enjoys a small-company feel, a terrific work environment, and a generous benefits package.

* Responsible for driving overall performance of premium and policyholder growth, and organizational development. * Coordinate sales planning and assist in quarterly performance reviews with Territory Managers, identifying gaps and devising action plans with VP of Sales to drive goal achievement. * Responsible for coaching and mentoring staff to achieve sales goals. * Facilitates and conducts new hire training to position them for success in the job. * Regularly reviews territory manager logs and follow-up activity and communicates feedback on a timely basis to employees on strengths and opportunities. * Travel with territory managers to observe performance behavior, model appropriate approach and sales skills, communicate feedback and listen/respond to employee questions and concerns. * Maintain consistent contact with all agents within assigned territory in the interest of enhancing profitable business and assuring adherence to all company guidelines. * Complete agency reviews as requested to include agent performance, profitability statistics and profile of business written to date. * Oversees the process of soliciting, appointing, and managing new and existing agents representing Gulfstream and ensures preparation of regular agency reviews. * Maintain thorough understanding of agency appointment procedures, including agency setup and licensing requirements. * Maintain thorough understanding of state and company producer license appointment/termination procedures. * Maintain thorough understanding of business transfer procedures & time frames. * Develop, monitor and manage the sales specialist program. * Assume responsibility for the agency licensing group. * Ensure consistency in agency contract files including obtaining all necessary documents while onsite when feasible. * Analyze market distribution channel and product offerings, identifies gaps and strategic opportunities, and works with internal business partners on plan to increase market share and drive profitable growth. Manages distribution channel by creating and monitoring agency plans and results. * Complete/direct the formalized agency audit procedures. * Maintain thorough knowledge of program rules and guidelines (as well as a specific understanding of rule administration/implementation). * Maintain current understanding of all internal company processing procedures. * Have a general understanding of policy forms, coverages and available options (including responsibility to obtain clarification from management as needed). * Complete and present timely management reports (such as productions reports/analysis,); and assist management with projects as requested. * Act as prime resource for competitive intelligence and distribution channel information. * Facilitate identification of prospects, negotiating, appointing and closing of agencies with VP of Sales. * Identify business development and cross-selling opportunities involving cross/multiple business unites, states, or regions to maximize market penetration. * Meet with agents to discuss business opportunities. * Perform other duties as assigned by VP of Sales and other executive officers.

**Technical competencies:** * Must have at least 10 years Property & Casualty Homeowners Experience * Bachelor’s Degree, preferred * CPCU or similar designations, preferred * Personal residential insurance knowledge * Must have at least 3 years of management/supervisory/executive experience * Proficiency with Microsoft Office package (Access, Excel, Word) **Personal competencies:** * As a leader and mentor in the company, it is critical that the Director of Sales demonstrates excellent interpersonal skills, maturity, and judgment, yet also follow specific directions from the VP of Sales and other executive officers. * Ability to manage difficult situations, professional differences, personality conflicts, liabilities, and potentially uncomfortable and ambiguous situations. * Display a high level of professionalism and integrity, with the goal of achieving a win-win for the organization. * Ability to know when to disengage from extraordinary situations and to seek input and support from the executive team. * Team player mentality. * Willing to be flexible and open-minded in midst of changing priorities. * Ability to communicate and work with employees, customers, vendors, and guests in a positive and professional manner. * Ability to maintain strict confidentiality of company and customer information. * Personal alignment with Company’s core values - including integrity, respect, transparency, and resourcefulness. * Capable of implementing creative and effective solutions * Good written and verbal communication. **Travel and Physical Requirements:** * This position requires the ability to sit for long periods of time and extensive work on computer and electronic communication, as well as up to 75% travel.