Development and Education Activities

§         Successfully completes the education and development program for FSA.

§         Develops the skills and competencies necessary to transition to a front-line sales leadership position.

§         Attends and participates in all Sales Education phases of the agency education curriculum.

§         Works in a high performing agency for a specified period of time to successfully complete the selling and agency development requirements.

§         Successfully completes the Field Sales Leadership development phase, including, but not limited to, the following regional education:

§         Agency support (recruiting, agency establishment, agency development, inside sales support).

§         Marketing

§         Sales promotions

§         Agency analysis (reports, demographic information, agency quality results, Property Casualty (PC) compliance and Financial Services (FS) securities supervision).

§         Claims overview

§         Completes FS sales, product and processing overview and education.

§         Completes Designated Supervisory Principal (DSP) licensing requirements.

§         Completes any other leadership and development workshops as deemed necessary.

§         Participates in leader job shadowing across all sales functional areas (Sales Support Department, Agency Sales Leadership).

 Mini Market Phase

The length of the mini market phase will vary based upon FSAs performance and market availability.  Generally, a mini market consists of 15-18 agencies from a selected market.  The purpose of this phase is to apply education phase learning to real life application of business practices.

Relationship Management

§         Focuses on building and maintaining relationships with Exclusive Agencies (EAs), Exclusive Financial Specialists (EFSs), sales leaders and Company employees to support individual agency objectives and the organization’s strategic priorities.

§         Implements tactics and processes to achieve the mini market business objectives. 

§         Provides resources, tools, and information, as requested, to help agencies grow the business.

§         As requested, assists EAs and EFSs in identifying, installing and implementing sales and marketing processes to help agencies achieve business objectives.

§         As requested, participates directly in sales activities (seminars, sales calls, prospecting).

§         Facilitates the acceptance and utilization of EA/EFS partnerships within agencies to increase sales production and retention.

§         Works with and communicates with EAs and EFSs in a manner consistent with their respective agreements with the Company.

§         Builds and maintains a collaborative working relationship across the sales functional areas (Sales Support, Sales Leadership) and proactively shares information to ensure a common vision and partnership in support of agency growth.

§         Provides agencies with information about their progress toward achieving the expected business results, and may complete an annual review of agency results (depends on the timing of the mini market phase of the development plan).

§         Provides sales tips, marketing, customer service and promotion ideas to producers.

Consulting

§         Consults with EAs and EFSs on immediate sales consulting needs and acts as primary point of contact to refer EA/EFSs to the appropriate resource.

§         Utilizes available field sales leader technology to maximize agency diagnostic efforts and improve agency operations, growth and profitability.

§         Analyzes EA and EFS results, as requested.

§         Diagnoses problems in agencies and prescribes resources as appropriate to provide solutions and monitors progress.

§         Conducts consultations with EAs and EFSs designed to help them identify issues and opportunities and recommends possible actions that may be taken to correct problems and improve agency operations and sales production.

§         As requested, assists EAs and EFSs to completing business planning to achieve targeted agency results including financial objectives, agency operations and marketing results.

§         As requested, helps agencies understand and implement processes that will enhance agency operations and the economic interest of the agency.

Property and Casualty (PC) and Traditional Life (TL) Compliance

§         Focuses on ensuring PC and TL compliance with regulatory requirements, as well as company policies and standards.

§         Uses existing technology/reports to monitor PC and TL compliance issues, communicates findings, and educates producers on acceptable business practices.

§         Identifies PC and TL compliance education needs and facilitates education to close any skill gaps.

§         Confirms compliance with requirements concerning the safeguarding of customer information.

Financial Services (FS) Supervision

§          Provides day-to-day supervision of registered representatives (EAs) to ensure that they meet SEC, NASD, and all other broker/dealer requirements (excludes Series 7 activity).

§         Completes in-person reviews to discuss and record registered representative’s securities business. Some of the reviews will involve an examination of customer account files and the use of the Supervisory Contact Checklist.

§         Reviews agency securities-related correspondence and securities business produced by an agency, as required by the company, and/or regulatory bodies.

§         Promptly addresses any suitability concerns brought to his/her attention and ensures that the appropriate documentation is in place for future auditing, and when requested, works with the Compliance Department to address any securities related customer complaints and internal investigations.

§          Ensures that all registered representatives participate in the annual compliance meetings and complete the required continuing education.

§         Confirms compliance with requirements concerning safeguarding customer information.

EA/EFS Appointments

§         Assist in the forecasts of EA and EFS appointment needs, anticipates turnover and develops contingency plans to meet the market appointment plan. 

Development

§         Focuses on educating and developing self and, in a manner consistent with their contracts, agencies:

§         Conducts market education on significant business issues (i.e. products, pricing, revenue, contract, customer satisfaction, policy and procedure, business standards).

§         Utilizes diverse education approaches to maximize the different ways people learn information (i.e. facilitated sessions, web conferences, teleconferences, one-on-one sessions, written material, role play, case studies).

§         Utilizes and consults with education resources on product, technology, agency operations and business educational needs for producers. 

Administration

§         Focuses on performing administrative functions and utilizing technology to achieve maximum performance effectiveness.

§         Compiles, analyzes and communicates sales results.

§         Completes documentation of EA and EFS results compared to business objectives.

§         Participates in the expense budgeting process and analyzes and tracks the actual results to the budget.

§         Plans and coordinates materials and logistics for market meetings.