About this AVP, Commercial Sales and Marketing role at Hallmark Financial Services
Job Description:
AVP, Commercial Lines Sales & Marketing is responsible for leading Hallmark Commercial’s sales and marketing efforts, with a primary focus on expanding the company’s distribution footprint through the prospecting, recruitment, and appointment of established Commercial P&C agencies. This role provides strategic leadership, manages the Sales & Marketing team, and partners across departments to drive profitable growth.
Job Duties
Develop and manage sales and marketing activities that promote the brand and effectively communicate HCI’s product appetite and business objectives.
Prospect, identify, and recruit established Commercial P&C agencies with strong production potential and alignment with HCI’s appetite. Build relationships with agency principals and Commercial Lines leaders, evaluate prospective agencies, and develop a pipeline of qualified new appointments.
Conduct agency visits and presentations, manage prospects through appointment and onboarding, and track prospecting activity, appointments, and production in Salesforce to expand HCI’s presence in targeted markets.
Partner with HCI leadership to identify profitable target markets, define sales and engagement metrics, and develop and execute marketing plans that support growth and profitability objectives.
Lead agency management efforts, including performance tracking, rehabilitation plans, termination of underperforming agents, and identification and engagement of new agents in alignment with strategic objectives.
Establish sales objectives and minimum performance criteria for commercial sales staff; coordinate sales and service efforts to achieve maximum results. Provides coaching and mentorship to direct reports.
Manage HCI Elite Agent partnership activities, including regular engagement, quarterly performance reviews, and planning an annual Elite agent event.
Track market and competitor trends; communicate relevant market intel to HCI Leadership includng changes in product offerings, rates, competitor entrants or exists, etc.
Develop deep working knowledgeable of HCI’s commercial underwriting appetite, guidelines, and policy coverage language.
Collaborate with Agency Licensing and Compliance team to optimize agency appointment and maintenance processes.
Communicate regularly with HCI Leadership, Underwriting, Claims, and Licensing personnel, as needed.
Other duties as may be assigned.
Independence
This position provides a high level of independence. The individual performing this job should be confident in his/her decision-making abilities and have a general understanding of when issues should be brought to Leadership or Human Resources.
Supervision
- Supervises 2-4 direct reports, including Business Development Representatives
Carry out supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, hiring and training employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Education, Experience, Knowledge, and Skills:
- Bachelor’s degree from a four-year college or university; or equivalent experience or training.
- Prior Commercial Lines sales and marketing experience with a successful track record required.
- Continuing education with certificates in CPCU, ARM or other similar industry designations preferred.
- Working knowledge of Salesforce preferred
- Strong working knowledge of Commercial P&C products including knowledge of coverage provided for all commercial lines of business.
- Basic knowledge of standard agent contracts, commission levels, and profit share schemes offered in the industry.
- Knowledge of agency management metrics and the ability to analyze relative data, draw appropriate conclusions and develop actionable items from the data.
- Ability to build internal/external relationships and develop long-term strategic partnerships.
- Ability to work in a team environment and be flexible to daily changing needs and job duties.
- Ability to analyze and solve problems by working closely with others to coordinate and complete projects.
- Excellent oral, written, and interpersonal communication skills.
- Proficient Microsoft Office Skills and competent understanding of company specific systems and tools.
- Occasional overnight travel required
Hallmark Financial Services is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.