Note: The job is a remote job and is open to candidates in USA. EMC Insurance Companies is an insurance provider focused on collaborative, customer-centered solutions. The Sales Management Consultant owns a geographic territory and drives profitable premium growth through agency partnership management, pipeline development, retention strategies, and alignment with EMC’s underwriting appetite. The role also provides technical expertise, leads agency training, and collaborates with internal teams to improve sales execution.
Responsibilities
- Owns territory performance and deliver profitable growth outcomes across new business and renewal retention through strategic agency management for all business units
- Manages the full agency lifecycle including pipeline reviews, agency reviews, performance tracking, onboarding, growth planning, performance management, and recommending corrective actions or termination where necessary
- Develops and owns agency strategies including growth, sustain, repair and exit. Monitor agency performance and adjust strategies and direct execution of action plans to achieve objectives
- Leads and oversees agency training on product, appetite, underwriting philosophy, tools, and processes; drive measurable adoption and improved hit rate.
- High-impact collaboration with Underwriting, Sales and Marketing teams and other internal business partners to identify and capitalize on opportunities, resolve problems, share key competitor and industry intel
- Owns high-quality pipeline development in partnership with and direct effort from Sales Management Specialist I and underwriting team; set clear expectations with agencies, ensure consistent execution of pipeline activities, and effectively pre-qualify accounts
- Conducts in-person agency sales visits to establish agency relationships and build joint business plans that lead to measurable results. Comprehensively develop, maintain and help facilitate agency relationships within assigned territory with internal teams for all business units
- Provides technical expertise to regional support and sales team roles to reinforce consistent territory management practices, including agency review preparation, follow-up discipline, and documentation standards to improve execution across the region
- Maintains accurate and timely documentation of all agency activity in CRM to ensure data quality and completeness to enable effective pipeline management, submission quality, agency accountability, and tracking agency strategies
- Maintains competitive intelligence and market feedback loop; lead any actionable report trends and insight recommendations to agents, underwriting and regional leadership
- Identifies new agency prospects; complete due diligence; recommend appointments aligned to territory strategy
- Creates demand within agencies, in close partnership with SDM and MarCom, by actively positioning EMC products, appetite, and value proposition to influence submission flow and business mix. Represent EMC at agency meetings, trade associations, and industry events to strengthen relationships and expand market presence
- Leverages and prioritizes support provided by Sales Management Specialist I to your assigned territory. Assign activities, provide guidance, and ensure alignment to territory and agency strategies
Skills
- Bachelor's degree in business, marketing, insurance, communications or related field; or equivalent relevant work experience
- Five years of experience in territory development, agency management, or related experience
- Ability to communicate clearly and professionally in written and verbal formats
- Ability to organize work effectively and consistently deliver accurate results across multiple tasks and deadlines independently
- Strong attention to detail and maintains reliable, high-quality data and documentation
- Ability to build positive working relationships and collaboration
- Advanced proficiency with standard business tools (e.g., Excel, Power BI, CRM systems)
- Ability to demonstrate initiative, reliability, and accountability in completing assigned responsibilities
- Advanced knowledge of P&C distribution and independent agency operations
- Strong negotiation, presentation, and strategic planning capability
- Valid driver's license with an acceptable motor vehicle report per company standards required if driving
Benefits
- This position can be performed remotely for candidates who reside in Oklahoma
Company Overview