2VP Sales Development Lead
Hartford, CT, USA | Travelers
Industry:Insurance - General
Job Description:120 people have viewed this job
Sales Development Lead will own the end-to-end process of tracking sales activities, improving productivity of the sales force and improving the sales funnel. Primary responsibilities will include management of the Business Readiness Council, implementation of operational sales tactics/”Go to Market” plans and outcomes, implementation of sales automation tools and corresponding training. This role will own and drive sales strategy support through collaborative partnerships throughout the organization to increase sales productivity. They will work in collaboration with Sales leadership, Product Management, and Sales Analytics to influence and drive Small Commercial Sales strategies that create a competitive advantage and drive growth.
Primary Job Duties & Responsibilities
Influence and drives effective Select-specific sales strategies, best practices and cultural / behavioral attributes that will lead to sales and business success through partnerships with Regional Vice Presidents, Sales Directors and Sales Executives. Translates this strategy into operational plans.
Builds a sales management capability to inspect sales process quality and prioritize opportunities for improvement. Works across the division to understand sales process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports and assists in the development of new reporting tools as needed.
Through collaboration and influence, create an environment that fosters high performance, learning and engagement. Supports sales directors on sales coaching discipline with best practices to deliver more effective sales performance.
Sponsors and coordinates sales development venues & communication media, including SE Council & SD calls, sales meetings, as well as Subject Matter Expert (SME) panels; Includes management & maintenance of internal communication platform to support best practices, processes, technology and reporting (e.g. sales SharePoint, SE Tool Box). Scrutinize and proactively manage measures of point of sale success, sales plan effectiveness, and customer satisfaction.
Implements enabling technologies to field sales teams. Monitors the sales organization’s compliance with required standards for maintaining data. Works closely with Small Commercial leadership team to optimize the effectiveness of the firm’s technology investments.
Coordinate marketing, communications, and training content to ensure it articulates our story in a cohesive and compelling manner while aligning to our sales activation approach.
Drive countrywide adoption of sales best practices to achieve excellence in sales execution and create countrywide consistency.
Participate in shaping the organizational and cultural strategies to support ongoing innovation and change. Act as a change agent for critical sales initiatives.
Act as sales subject matter expert (SME) to recommend innovative solutions to cross functional business partners.
Drive council meetings, set agenda, ensure organized meetings, develop clear follow up tasks.
Direct the Small Commercial Business Readiness Council (BRC). Define and execute process. Coordinate, prioritize, align and set direction for the Council’s assignments in partnership with SP&E, Business owners and the Functional Groups. Ensure organization and marketplace are primed for adoption of new capabilities.
Formulate and drive the go-to market activation approach in tandem with business owners.
Manage and maintain accurate master list of Small Commercial strategic projects.
Collaborate with business owners to ensure scope/funding/resources are appropriately articulated.
Coordinate with functional areas to ensure resource alignment with state objectives.
Oversee intake process for new requests.
5 years of sales effectiveness or enablement experience
Demonstrated ability to work collaboratively in a matrixed management environment
Exceptional influencing skills to gain support for new ideas and approaches
Education, Work Experience, & Knowledge
Must have exceptional influencing skills as well as the ability to translate technical language into layman’s terms and vice versa
Experience leading and influencing people and processes
Experience building sales onboarding and development programs
Functional knowledge of Commercial Lines products and services
Strategic & tactical leadership
Management skills and discipline
Business and financial acumen
Platform skills, including facilitation
Technical sales & marketing and include superior knowledge of selling through intermediaries and distributors
Excellent sales skills and ability to coach and mentor
Interpersonal and communication skills
5+ years insurance marketing or sales experience preferred
Proven managerial experience and 2+ years of leadership experience
4 years college degree or business equivalent preferred
Environmental / Work Schedules / Other
Travel Requirements: Travel Occasionally
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