Job Description
Established nearly two centuries ago, FM is a leading mutual insurance company whose capital, scientific research capability and engineering expertise are solely dedicated to property risk management and the resilience of its policyholder-owners. These owners, who share the belief that the majority of property loss is preventable, represent many of the world’s largest organizations, including one of every four Fortune 500 companies. They work with FM to better understand the hazards that can impact their business continuity to make cost-effective risk management decisions, combining property loss prevention with insurance protection.
FM is currently looking for a Regional Sales Manager based in our Paris Office to join our Global Sales EMEA and APAC team.
Regional Sales Managers (RSMs) are responsible for leading their region’s new business development activities by ensuring their Business Development Executives (BDEs) are frequently coached, developed and mentored in the field as appropriate to their experience level and individual performance. RSMs are expected to lead the effort in writing profitable new business, guide and direct the collaboration effort with Operations, and supervise management of their team’s Sales Funnels. They are also responsible for ensuring that our prospecting efforts produce well-aligned clients who view FM as Trusted Advisors through the effective use of the Client Service Process.
Provide focus on training, coaching, developing and mentoring BDEs in the field in order for them to:
Open doors, create new opportunities and maintain a full funnel at all times
Engage and collaborate with Division Managers (DMs), Operations Management and Business Development Specialists (BDSs) to meet both individual and regional goals
Develop the necessary skills and talent to sell risk improvement, close direct business and win with brokers
In conjunction with the Division Manager (DM), and the VP of Sales, establish New Business objectives at a Region, Division, Operation and individual level
Achieve new business objectives for the region to include the:
New business premium and the percent direct quota
Quote/written ratio objective
Number of calls
Work jointly with divisional and operations management to support the sales process by engaging DMs, Operations Managers (OMs), and other key personnel to target mutually agreed Prospects
Where possible/appropriate, they should:
Work with the Sales Enablement Manager to expedite prospect qualification, research, lead development and nurturing by dedicated Business Development Specialists
Develop, coordinate and implement both an annual and 3-year strategic sales plan for the region
The annual plan should cover prospect, broker and BDE development and be presented at least annually to the Operations Management for the next rolling 12 to 36 months. Quarterly meetings with BDEs should be designed to check the status of “best few” and “in funnel” prospects, with a focus on overcoming hurdles and objectives as a Team.
Engage and integrate BDEs in operations and work with Operations management to effectively promote and ingrain FM’s dual delivery strategy
Evaluate BDE performance in conjunction with Operations management.
Collaborate with operations management to develop strategies to maximize our relationships with brokers and consultants
Lead the Client Service Process by striving for early CST appointment, collaborative prospect strategies, and the use of associated tools, including the call plan/report, client service plan and new business proposal templates
In CRM, document:
Call Plans and Reports for unique and key strategic calls Jointly drafted strategies and action items that reflect information developed during calls and meetings with client service teams
Develop Client Service Plans in conjunction with Prospects
Develop Proposals that affirm the value, confirm the details, sell the “people, process and plan” and demonstrate the value of the risk improvement plan
Create and maintain sales territories of equal opportunity and equivalent prospect workload for individual BDEs
Leverage the BDSs to qualify the entire region’s universe of prospects
Ensure that BDEs continue filling their funnel at all times, especially while they are managing their Best Few prospects
Train and coach BDEs to collaborate with BDS’ to continuously push prospects down into the funnel
Insure that all prospects are assigned to BDEs at all times and keep information in CRM accurate and up-to-date
Utilize available tools to ensure that call activity is properly planned and focused on strategic players.
Coach and mentor to meet minimum call quality criteria
Dry-run key meetings with BDEs to ensure they have properly planned the Call
Establish and monitor an annual call planning process to achieve unique call objectives Establish monthly objectives for direct and face to face calls on strategic players
Bachelor’s Degree
10 or more years in the Insurance Industry with proven leadership ability
Strong listening, communication, and persuasion skills
FM is an Equal Opportunity Employer and is committed to attracting, developing and retaining a diverse workforce.
FM is currently looking for a Regional Sales Manager based in our Paris Office to join our Global Sales EMEA and APAC team.
Regional Sales Managers (RSMs) are responsible for leading their region’s new business development activities by ensuring their Business Development Executives (BDEs) are frequently coached, developed and mentored in the field as appropriate to their experience level and individual performance. RSMs are expected to lead the effort in writing profitable new business, guide and direct the collaboration effort with Operations, and supervise management of their team’s Sales Funnels. They are also responsible for ensuring that our prospecting efforts produce well-aligned clients who view FM as Trusted Advisors through the effective use of the Client Service Process.
Provide focus on training, coaching, developing and mentoring BDEs in the field in order for them to:
Open doors, create new opportunities and maintain a full funnel at all times
Engage and collaborate with Division Managers (DMs), Operations Management and Business Development Specialists (BDSs) to meet both individual and regional goals
Develop the necessary skills and talent to sell risk improvement, close direct business and win with brokers
In conjunction with the Division Manager (DM), and the VP of Sales, establish New Business objectives at a Region, Division, Operation and individual level
Achieve new business objectives for the region to include the:
New business premium and the percent direct quota
Quote/written ratio objective
Number of calls
Work jointly with divisional and operations management to support the sales process by engaging DMs, Operations Managers (OMs), and other key personnel to target mutually agreed Prospects
Where possible/appropriate, they should:
Work with the Sales Enablement Manager to expedite prospect qualification, research, lead development and nurturing by dedicated Business Development Specialists
Develop, coordinate and implement both an annual and 3-year strategic sales plan for the region
The annual plan should cover prospect, broker and BDE development and be presented at least annually to the Operations Management for the next rolling 12 to 36 months. Quarterly meetings with BDEs should be designed to check the status of “best few” and “in funnel” prospects, with a focus on overcoming hurdles and objectives as a Team.
Engage and integrate BDEs in operations and work with Operations management to effectively promote and ingrain FM’s dual delivery strategy
Evaluate BDE performance in conjunction with Operations management.
Collaborate with operations management to develop strategies to maximize our relationships with brokers and consultants
Lead the Client Service Process by striving for early CST appointment, collaborative prospect strategies, and the use of associated tools, including the call plan/report, client service plan and new business proposal templates
In CRM, document:
Call Plans and Reports for unique and key strategic calls Jointly drafted strategies and action items that reflect information developed during calls and meetings with client service teams
Develop Client Service Plans in conjunction with Prospects
Develop Proposals that affirm the value, confirm the details, sell the “people, process and plan” and demonstrate the value of the risk improvement plan
Create and maintain sales territories of equal opportunity and equivalent prospect workload for individual BDEs
Leverage the BDSs to qualify the entire region’s universe of prospects
Ensure that BDEs continue filling their funnel at all times, especially while they are managing their Best Few prospects
Train and coach BDEs to collaborate with BDS’ to continuously push prospects down into the funnel
Insure that all prospects are assigned to BDEs at all times and keep information in CRM accurate and up-to-date
Utilize available tools to ensure that call activity is properly planned and focused on strategic players.
Coach and mentor to meet minimum call quality criteria
Dry-run key meetings with BDEs to ensure they have properly planned the Call
Establish and monitor an annual call planning process to achieve unique call objectives Establish monthly objectives for direct and face to face calls on strategic players
Bachelor’s Degree
10 or more years in the Insurance Industry with proven leadership ability
Strong listening, communication, and persuasion skills
FM is an Equal Opportunity Employer and is committed to attracting, developing and retaining a diverse workforce.
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