Director, Sales Excellence – Commercial Lines
Encova Insurance
full-time
Posted on:
Location Type: Remote
Location: Ohio • United States
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Salary
💰 $108,812 - $174,099 per year
Job Level
About the role
- Lead, develop, and scale the Commercial Lines Inside Sales team supporting agents without an assigned agency manager.
- Define and execute inside sales strategies aligned with company’s growth, appetite, and profitability goals.
- Establish sales targets, KPIs, and production benchmarks for the inside sales team across account sizes and product lines.
- Drive consistent sales execution, accountability, and pipeline discipline.
- Partner with agency managers (production underwriters and territory managers) and leaders to support agent growth, engagement, and penetration.
- Collaborate with agency operations and marketing on new agency onboarding, growth planning, and territory strategies using inside sales resources.
- Own the design and delivery of sales training programs for all commercial lines underwriters and territory managers.
- Train teams on consultative selling, coverage positioning, value-based conversations, and objection handling.
- Develop sales playbooks, talking points, and tools aligned with commercial lines underwriting appetite and growth strategy.
- Ensure business teams are equipped to effectively influence and support agent sales outcomes.
- Work closely with underwriting leadership to align sales execution with risk selection and pricing strategy.
- Partner with product, operations, and marketing teams to support launches, campaigns, and market initiatives.
- Serve as a key liaison between sales, underwriting, and distribution leadership.
- Analyze sales performance, submission-to-bind ratios, and pipeline trends for assigned agencies.
- Leverage CRM and sales analytics to improve forecasting, activity management, and productivity.
- Identify opportunities to improve speed to quote, close ratios, and agent experience for assigned agencies.
- Champion sales process improvements, automation, and enablement tools.
Requirements
- Bachelor’s degree or equivalent experience preferred
- 4+ years of sales leadership or sales enablement experience required
- Background in sales enablement, training, or learning & development required
- Experience in developing and delivering sales training required
- Experience leading national or multi-regional sales teams strongly preferred
- Strong CRM and sales analytics experience desired
- CPCU, CIC, ARM, or similar professional designation preferred
- Experience supporting independent agency and broker distribution models preferred
- Cross-functional influence (sales, underwriting, distribution)
- Data-driven decision making
- Change leadership and scalability mindset
- Strong presentation and facilitation skills
Benefits
- Health, Dental & Vision Insurance
- Company-provided life and income protection plans
- Eligibility to participate in a company incentive bonus program
- 401(k) Retirement Plan - 100% company match up to 7% on annual salary
- Paid Time Off, Paid Holidays, and Floating Holidays
- Flexible Work Arrangements - Hybrid and remote depending on the role
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
sales leadershipsales enablementsales trainingconsultative sellingcoverage positioningvalue-based conversationsobjection handlingsales performance analysispipeline managementdata-driven decision making
Soft Skills
cross-functional influencechange leadershipscalability mindsetpresentation skillsfacilitation skillsaccountabilitycollaborationcommunicationstrategic thinkingteam development
Certifications
CPCUCICARM