PRS Personal Lines Manager (with staff) (PLM)

Chicago or Schaumburg, IL

Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions.  Our clients include many of the most affluent families in the world, executives, business owners and top collectors of art, jewelry, wine and automobiles.

Chubb Personal Risk Services is seeking a Personal Lines Manager (PLM) for our the state of Illinois which has 3 direct reports between ASM’s and ARM’s for the two branches..  The PLM position is responsible for overall territory management including people management, agency relationship management, new client acquisition and renewal client management.  The territory will include the Chicago and Schaumburg branches with a requirement for the candidate to live in the Chicagoland area.

The PLM will report directly to the PRS Regional Sales Leader, SVP.

 Key Responsibilities:

Develop strategic and operating plans outlining how the branch will meet financial targets and successfully implement division initiatives.  Monitor and adjust plans throughout the year as needed. Monitor and analyze financial results for the branch, agency segments and key agencies to identify trends.      Understand what’s driving positive trends and spread “what’s working” across other agencies.      Understand negative trends and create and implement a plan to address. Work alongside Product, Underwriting, Risk Consulting and Operations as an active member of the team to: Achieve financial goals Successfully implement division initiatives Develop and execute state and region specific strategies Participate in state product and pricing proposals Monitor, analyze, report and act on the changing competitive landscape Recognize industry trends / issues, their impact on state/local strategies and applying this information where applicable Identify local opportunities and obstacles and create and implement accordant plans Effectively utilize all available resources to ensure team is operating at optimal level Effectively communicate to PRS Regional Sales Leader, SVP and Branch Manager on branch financial results, what’s driving results, and action plans to successfully achieve financial goals and division initiatives Develop positive, productive working relationships and partnerships with Branch Managers and Marketing Managers.      Effectively engage branch administration to: Achieve financial goals Successfully implement division initiatives Ensure alignment on initiatives and priorities Communicate division priorities Serve as the senior leader for PRS in the branch and engage in the marketplace by travelling throughout the territory and developing relationships with key agents across the territory Ensure staff member consistently and exquisitely execute the Sales Best Practices of branch business plans, agency assessments, agency business plans, large account pipeline management, open daily quote follow-up, documented agency travel, agency tiering, and book management Effectively manage the performance of the branch S&D team by: Leading the team to achieve strong performance and ensure alignment to business goals  Creating a work environment that inspires high levels of performance, facilitates teamwork and capitalizes on each individual’s strengths and differences  Identifying the strengths and developmental needs of each team member and creating and executing plans to utilize and build on the strengths, and develop the skill gaps  Promoting the professional development of the staff by providing coaching, mentoring and educational opportunities as part of a career plan Traveling with the team to observe their performance and provide coaching and feedback to improve their skills Coaching the staff on effective sales skills as learned in PRS Selling the Chubb Way sales training in December. This includes ensuring each staff member has an individual coaching plan. Distinguishing amongst levels of performance through pay, recognition and assignments Recruiting and oversee training of new staff  Manage a small book of business as an ARM/ASM/BDM based on business need for tier 1 and 2 agencies.  Manage that book using the appropriate S&D skills and tactics to optimize results.

Competencies:

Execution: Implement a plan or course of action that involves planning/developing a strategy with the appropriate people and resources in place to fully execute the plan and meet goals by continuously reviewing operating plans and measuring results; creating a clear line of sight between individual actions and the broader business goals; pushing self and others to deliver results and not tolerating mediocre performance – take appropriate action with those not meeting performance expectations.

Ownership: Take full accountability for achieving (or failing to achieve) desired results by maintaining momentum under pressure and showing persistence in overcoming obstacles; demonstrating confidence in own opinion, analysis or point of view; raising difficult issues with others (using constructive feedback) to improve business performance; accepting accountability for team’s success or failures and being optimistic about the future and taking personal pride in the company.

Strategic Focus: Paint a compelling future and drive teams towards the future goal by understanding how teams fit into the broader strategy and setting priorities accordingly; anticipating future trends and building or adjusting business plans accordingly; creating a compelling picture of a future that inspires others and using customer and client insights to adjust and/or drive product and service solutions.

Sales Coaching: Coach sales teams to develop the skills, knowledge, and use of strategies that drive results by activating sales teams, branches and the agency plant by leveraging fully developed relationships; discerning competing priorities to ensure the focus remains on new business and retention generating activities, coaching with a focus on leading by observing not doing, providing real-time, action oriented feedback, holding teams accountable for adherence to best practices while helping to turn obstacles/objections that arise during and after the sales process into opportunities and a passion for, with a successful track record of, developing high performing individuals and teams.

Results Orientation: Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast- paced environment by:

• Recognizing and capitalizing on opportunities

• Distinguishing what results are important with a focus on achieving high-payoff activities and goals 

• Challenging self and others to do better without minimizing accomplishments

• Identifying critical success factors to accomplish desired results and develop plans to achieve them

• Ensuring goals and objectives are measurable and focus on goals not activities

• Continually looking for ways to change and improve processes to create improved business results

Adaptability: Agile learner who can quickly absorb information and apply it to current business situations by:

• Responding well to change

• Handling multiple demands/priorities

• Adapting to best fit with situation at hand

• Handling conflict effectively

• Developing new skills quickly

• Accepting new responsibilities willingly

Customer Engagement: Delivers end to end customer engagement that leads to measurable revenue growth by:

• Building rapport quickly and finding common ground

• Establishing trust and credibility through timely delivery of commitments

• Leveraging goodwill to gain larger share of wallet

• Allocating resources to maximize business potential

• Analyzing data with the goal of discerning useful information that informs conclusions and supports fact based decision-making

Problem Solving: Identifies/reacts to problems and opportunities, produces alternatives and implements viable solutions by: 

• Responding to, and resolving, inquiries in a timely manner 

• Engaging appropriate resources to resolve problems and following through to conclusion 

• Simplifying complexity by breaking down issues into manageable parts

• Looking beyond the obvious to get at root cause

• Developing insight into problems, issues and situations

Sales Acumen: Leverage market, business and technical knowledge and insights by:

• Possessing a big picture perspective and detailed operational understanding of own area of responsibility 

• Employing a disciplined sales process to ensure consistent execution of best practices (agency assessments drive pipeline management, business plans set goals and drive execution of tactics, effective agency travel advances new business activities/results, etc.)

• Effective utilization of Salesforce to view dashboard information, review open opportunities and add updates, run agency financial reports and summarize agency travel

• Intrinsic curiosity paired with effective questioning and active listening skills

• Strong negotiation, leveraging and value-based selling skills 

Influence Management: Influence and inspire others by:

• Communicating effectively and passionately about Chubb/Personal Risk Services 

• Successfully persuading, convincing and influencing others on “why Chubb”

• Anticipating and preparing for how others will react and overcome obstacles/resistance

• Leveraging agency relationships to close deals

 

Education and Experience:

Bachelor’s degree or equivalent work experienceMinimum of 8 years of personal lines sales, marketing, underwriting, claims, risk consulting or agency experience Experience selling to high net worth clients preferred