Assistant Vice President of Sales

Employment Type: Full-time

Location(s):

• Alpharetta, Georgia
• Chicago, Illinois
• Dallas, Texas
• Remote-CT
• Remote-GA

Position Overview

The Assistant Vice President of Sales is responsible for leading and executing the sales and distribution strategy for a defined regional area or product line within Kemper’s Commercial Lines business. This role is focused on driving profitable growth, enhancing customer acquisition and retention, and expanding the agency distribution footprint. The AVP of Sales partners closely with cross-functional leaders to align on corporate strategy, build a high-performing sales team, and optimize the use of data, technology, and market intelligence to maximize business results.

Responsibilities

• Develops and successfully implements a sales and distribution strategy to drive profitable growth for Kemper Commercial Lines of business.
• Builds and implements sales programs that accelerate the pace of customer acquisition, improve retention, and expand the current distribution footprint.
• Develops an agency segmentation approach and deploys the sales team to execute on sales strategies targeted at each segment.
• Successfully partners with product, underwriting, operations, marketing, and claims to develop, align, and execute the Kemper strategy.
• Creates a high-performing sales organization that effectively leverages Data & Analytics driven decision-making to grow our business and capitalize on market opportunities.
• Acts as a true steward of Kemper Auto sales resources and implements effective measurement and tracking of all agency compensation campaigns.
• Develops strong relationships, influences, and advances key distribution accounts to achieve Kemper growth goals.
• Effectively leverages technology to augment traditional distribution models.
• Supports Kemper transformation initiatives (e.g., implementation of new Guidewire policy processing system and CRM) to drive rapid agency adoption through effective use of change management and agency training tools.
• Hires, develops, coaches, and retains a high-performing sales leadership team.
• Cascades sales strategies, initiating and developing highly effective sales relationships that drive profitable growth in specific commercial segments.
• Consistently delivers on commercial profit and revenue goals.
• Demonstrates advanced sales skills coupled with superior knowledge of commercial products and services.
• Understands specific industry characteristics of commercial segments, including the needs and buying patterns of commercial clients.
• Develops annual business development plans across territories and partnerships.
• Owns the business development process within assigned territory with heavy emphasis on building a pipeline of profitable new business and renewal retention.
• Qualifies and appoints commercial distributors that align with underwriting and financial standards.
• Maintains superior knowledge of competitor products and capabilities, along with local market trends.
• Leads the advancement of relationship management skills.
• Demonstrates advanced resilience: Maintains a high level of commitment to get things done, assuming personal responsibility for achieving outcomes and working effectively with little direction.
• Demonstrates advanced problem-solving skills and the ability to exercise decisive judgment.

Requirements

• Bachelor’s degree preferred.
• MBA and/or advanced degree and/or insurance designation are preferred.
• Demonstrated track record in the insurance industry, preferably including first-hand knowledge of the auto insurance market. Non-standard experience is not required but is a plus.
• 7+ years of directly related, progressively responsible, sales & marketing experience.
• Has successfully managed a sales staff of over 3+ years.
• Experience with agency management systems/CRM for effective lead management.
• Dynamic and engaging critical thinking skills.