Supervisor - Personal Lines Sales

Holman is a family-owned, global automotive services organization anchored by our deeply rooted core values and principles that have enabled us to continue Driving What's Right throughout the last century. Our teams deliver the Holman Experience by treating our customers and each other as we would like to be treated, and creating positive, rewarding relationships all around.

The automotive markets Holman serves include fleet management and leasing; vehicle fabrication and upfitting; component manufacturing and productivity solutions; powertrain distribution and logistics services; commercial and personal insurance and risk management; and retail automotive sales as one of the largest privately owned dealership groups in the United States.

JOB INPUTS

• Oversee and develop Personal Lines frontline Account Reps, sales support staff, and dealership referral program.
• Understand the annual production goals for HIS as set forth by the business and then assist with the recruiting, hiring, training and ongoing development of Account Representatives (ARs) who will join the team with varying levels of experience and background. The Retail Platform Supervisor will be responsible for maintaining staffing levels that are aligned with annual budgeting and expectations for topline results.
• Learn and understand every aspect of the sales process within the agency from the lead generation at the dealership level to the binding and issuing of new business. This will include learning about the personal lines carriers and products, understanding the comparative rating system and having an in-depth knowledge of carrier new business processes.
• Work with the existing group of ARs to help them achieve individual and group sales goals. This will involve helping the business gain efficiencies in workflow while maximizing the efforts and skills of each member of the AR team.
• Deliver training to the AR team on workflows (taking a prospect from initial referral to bound business), new business procedure, compliance, time management along with all other aspects of the sales process. This will be accomplished through group training (live and webcast), one-on-one sessions, role playing and leading by example.
• Coordinate closely with other leaders in the HIS business to ensure training gaps are quickly being identified and filled and that the entire sales team is focused on goals and expected results.
• Become acquainted with, and a competent user of, all agency systems necessary for the running of the business. These systems will include Sales Force, our agency management system (AMS), carrier and MGA platforms, Workday (Holman HR) and others that might be implemented as the business continues to grow.
• Maintain direct involvement with the AR group (e.g. sit-in on appointments, participate in client calls, assess new producers, etc.). This means that this individual will be expected to sit-in on appointments to enhance training, participate in client calls when needed, assist new producers with the binding of business to demonstrate the process, etc. Candidates should be ready and willing to roll-up their sleeves to make sure the mission for the personal lines division is accomplished.
• Provide consistent accountability for the AR group. This means making sure that sales goals are communicated clearly and that each member on the team understands expectations for his or her contribution on an ongoing basis. This responsibility will also include working closely with under-performing producers to encourage improvement with results, whether those results are quality of business or quantity of business related. ARs who are unwilling or unable to improve will be put on a Performance Improvement Plan, which the Supervisor will be responsible for writing and maintaining in partnership with the Holman HR department.
• Serve as the main point of contact for HIS with all dealerships within the designated region or territory and be responsible for both the quantity and quality of activity coming from this retail channel. This will involve building relationships with GMs, F&I Consultants and other store personnel. It will also involve tracking activity (through our Sales Force platform), reporting those results to retail leadership and overseeing the conversations to ensure participation is at 100% across the platform.
• While the emphasis for new business production revolves around the dealership processes, the Supervisor should also help develop new resources for referrals and new customers.
• Supervisor will be responsible for reporting biweekly, monthly, quarterly, and annually on leads, quotes, and binds, as well as analyze trends and institute corrective action based on the analysis.
• Supervisor will be responsible for sales efforts nationally, which will require travel to dealerships for the purpose of business development.
• Hold regularly scheduled 1 on 1 meetings with staff to address concerns, remove obstacles to their productivity, train, and provide feedback for their development.
• Hold regularly scheduled team meetings to address trends in the business, communicate changes in SOP, and handle departmental business.
• Perform all other duties and special projects as assigned

Education and/or Training:

• Bachelor's degree or related work experience in the insurance industry.
• Candidates must have an insurance license or be able to sit for and pass state licensing exams for both Property and Casualty and Life and Health.
• Industry designations and certifications are an advantage. For example, CIC (Certified Insurance Counselor), CISR (Certified Insurance Service Representative), CPCU (Chartered Property Casualty Underwriter), AIS (Associate in Insurance Services), sales leadership certifications, AINS (Associate in General Insurance), CPCU (Chartered Property Casualty Underwriter), or Certified Professional Insurance Agent (CPIA).
• Proficient in various desktop tools including MS Office Programs (i.e. Outlook, Excel, Word, PowerPoint, Project, Visio, SharePoint etc.) and Salesforce.

Relevant Work Experience:

• 3-5 years' experience in the related area as an individual contributor.
• Supervisory experience is preferred.
• Success in a sales organization and a thorough understanding of the "soft" sales approach is required.
• Breadth and depth of expertise in a technical or functional area; knowledge of work processes and tools is generally limited to own area of responsibility or department.
• Reviewing and improving processes, methods, and tools to increase efficiency and accuracy.

Planning/Organizing/Managerial Knowledge:

• Able to balance a number of priorities including training and supervision of the Account Representative team, dealership platform oversight and responsibilities as part of the HIS leadership team in personal lines.
• Must be able to understand sales and production goals and then execute upon a plan to achieve or exceed those goals.
• Important to be able to lead and train others in the sales process. Account Representatives will range in experience and industry knowledge, so a personal, customized approach is required.
• Makes day-to-day decisions within or for a group/small department

• Excellent organizational skills and attention to detail
• Excellent time management skills, with a proven ability to meet deadlines
  • Plans and prioritizes work efficiently and effectively, delegating when appropriate
• Strong leadership skills
  • Keeps purpose front and center as they make daily decisions
  • Understands how team's work ties in with the organization's vision and purpose
  • Follows efforts through to completion
• Applies management expertise to improve efficiency and accomplish operational objectives within own area of responsibility or department
  • Manages team goals, metrics, KPI's, work volume
  • Sets priorities for employees to meet daily deadlines; develops plans to meet short-term objectives
  • Removes obstacles that impede progress and goal attainment
  • Effectively manages change within their team (transitions, new hires, promotions)
  • Identifies and removes barriers to effective teamwork
  • Sets challenges to encourage learning; treats failure as an opportunity to learn
  • Takes action quickly when performance is not meeting expectations
• Adjusts quickly to new or changing work environment
• Works within budgetary/financial objectives set by management
• Identifies and resolves operational problems using defined processes, expertise and judgement
• Decisions are guided by policies, procedures and business plan; receives guidance and oversight from manager

Communicating & Influencing Skills:

• Able to interact comfortably, both over the phone and in person, with prospects, clients, referral sources and business colleagues both in and outside of the Holman group of companies.
• Adaptive to varying types of conversation and situations.
  • With respect to AR management - encouraging those that are meeting or exceeding goals while equipping and training to reach a new level of success.
  • With respect to work within the dealership network - motivating F&I consultants and others who will be participating in the referral program.
• Problem solving skills
• Analytical skills
• Excellent verbal and written communication skills.
  • Responsible and accountable for the communication process
  • Able to clearly articulate the company's vision for the future
  • Sets clear and agreed upon performance objectives and standards
• Excellent interpersonal and customer service skills.
  • Actively solicit feedback; share and address; adjust plans as necessary; follow through
  • Recognize and reward the contributions of team members
  • Promote camaraderie among team members
  • Help people see the role they can play in supporting the advancement of the vision and purpose
• Effectively coaches, gives performance feedback and provides development opportunities within own area of responsibility or department
  • Regular and frequent engagement in face-to-face communication
  • Provides timely and clear, positive and constructive developmental feedback
  • Shows a genuine interest in the career goals and development of direct reports
  • Promotes the implementation of development plans for all employees and supports training goals
• Interprets customer needs and assesses requirements to meet needs

Outputs:

• Daily supervision and oversight of the team of Account Representatives and sales support staff. Success in this area will be measured in key metrics around new business revenue including new written, policies per household, retention and others.
• Direct accountability for new leads and quotes coming from the group of Holman dealerships nationwide. Working with F&I consultants and other personnel to sustain and improve momentum.
• Work with the HIS leadership team to develop new strategies and sales processes to continue improving sales results in the north.
• Understand and help oversee the financial results of personal lines. This will require a thorough understanding of how revenue is generated in the business along with a shared responsibility for the management of expenses.
• This position will have responsibility across the board with regard to the personal lines sales results. Managing the topline of the process means acting as an effective liaison and motivator within partnered dealerships. Success in the rest of the process involves training and developing our Account Representatives to seek continuous improvement in their personal and shared goals with the team.

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At Holman, we exist to provide rewarding careers and better lives for employees and their families. We hire, train, empower, and reward exceptional people. Our journey is guided by our desire to get it right every time and the acknowledgement that we have an opportunity to be better. To be better, we have to do better, and to do better we must know better. That's why we are listening, open to learning new things - about ourselves and each other. We will never stop striving for improved diversity, equity, and inclusion because we are successful together when we feel trusted and supported. It's The Holman Way.

At Holman, your total compensation goes beyond your paycheck. To position you for success and provide a rewarding career and better life for you and your family, Holman is proud to offer you the benefits you deserve; including protection against illness, disability, loss of work, or preparation for retirement. Below is a brief overview of the programs available to full-time employees (programs may vary by country or worker type):

• Health Insurance
• Vision Insurance
• Dental Insurance
• Life and Disability Insurance
• Flexible Spending and Health Savings Accounts
• Employee Assistance Program
• 401(k) plan with Company Match
• Paid Time Off (PTO)
• Paid Holidays, Bereavement, and Jury Duty
• Paid Pregnancy/Parental leave
• Paid Military Leave
• Tuition Reimbursement

Benefits:

Regular Full-Time

We offer excellent benefits including health, vision, dental, life and disability insurance, and 401(k) with company match. Our time off benefits include Paid Time Off (PTO), paid holidays, bereavement, and jury duty. In addition, we offer paid pregnancy and parental leave, and supplemental paid military leave to eligible employees.
Click here for Washington State benefit information.

Temporary or Part-Time

In geographic areas with statutory paid sick leave, part-time and temporary employees will receive a paid sick leave benefit that meets the mandated requirements.
Click here for Washington State benefit information.

Pay:

We offer competitive wages that are commensurate with job-related skills, experience, relevant education or training, and geographic location, starting in the range of $81,210.00 - $117,760.00 USD annually for full time employees. The annual compensation range is comprised of base pay earnings.

Equal Opportunity Employment and Accommodations:

Holman provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

If you are a person with a disability needing assistance with the application process, please contact HR@Holman.com

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.