Contractor Corner Sales Specialist

OBJECTIVE

To build and execute a proactive sales strategy to grow the company’s market share of contractor class commercial property/casualty (P/C) business to include all property, liability, commercial auto, work comp, umbrella, and ancillary lines of coverage. To leverage high competency in Farm Bureau contractor appetite, product portfolio, and capabilities in working directly with Farm Bureau agents and solicitors to write and retain profitable contractor accounts. To use a deep knowledge base of contractor exposures and available insurance products to ensure proper coverage is offered to all our contractor clients. To create and maintain a comprehensive program of sales and service materials, reference content, and training modules specific to contractor business. To analyze Farm Bureau and competitor insurance forms and pricing structures and provide feedback and actionable steps to ensure that Farm Bureau is positioned as a leader in the contractor insurance marketplace.

RESPONSIBILITIES

Be the subject matter expert in contractors’ business insurance.

Cultivate relationships with Farm Bureau agents and solicitors that encourage marketing to contractors and drive new business submissions. Provide support through training, market intelligence, and marketing materials.

Evaluate contractor submissions and conduct appropriate research to determine completeness of information and desirability of risk. Work with agents to gather additional requirements and identify potential exposures. Quote all applicable coverage parts with Farm Bureau Insurance and seek supplemental coverage through Farm Bureau Partners Group. Negotiate with underwriting to secure favorable terms. Provide coverage recommendations to agents and assist them in presenting to clients as needed.

Assist agent in analyzing prospective insureds’ risk exposure and current insurance coverage. Identify gaps in coverage and align Farm Bureau’s products and value-added services to provide a solution that meets the contractor’s needs.

Actively identify and pursue cross-sell opportunities. Promote and recommend our risk management services. Generate referral opportunities.

QUALIFICATIONS

Required: Bachelor's degree in marketing, business, insurance, or finance required. Must possess a valid driver license with an acceptable driving record.

Preferred: Minimum ten years of commercial sales or underwriting experience required. Experience in the contractor industry preferred. Designation in CPCU required. Designation in CIC preferred.

PM19

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