At EMC, we’re all about working together to make an impact. As part of our team, you’ll have the opportunity to grow, contribute, and gain experience that matters. We strive to be caring leaders, close partners, and responsive experts—always supporting each other to do our best work. Join us, and let’s improve lives together.

Job Summary:

Develops and manages the strategic plan for sales and business development, including acquisition and retention, sales process execution, account management, and performance management. Ensures that all agent-facing roles have the necessary content, credibility, competencies, and confidence to deliver a consistent sales experience, driving profitable growth and strengthening relationships. Collaborates closely with leaders across sales, field operations, underwriting, marketing/CX, and other departments to adapt to changing business dynamics and improve sales productivity and effectiveness. Drives strategic initiatives that align with the company's long-term goals, leveraging data insights and innovative tools. Embraces and embodies EMC’s Mission: to improve lives; Values: trust, integrity, resilience, inclusion and relationships; and Brand that is all about: keeping insurance human. Empowers a One EMC sales culture by building bridges and breaking down barriers between corporate and field facing teams.

Essential Functions:

• Leads the design and execution of the revenue enablement organization structure and charter in collaboration with National Field Underwriting and Sales leadership, as well as Commercial Lines Underwriting leadership

• Develops the sales enablement strategy and success metrics reporting in collaboration with key partners to ensure regions and sales team members are meeting profitable growth objectives

• Drives and supports EMC’s relationship-focused culture through the development of strong partnerships with key company leaders and stakeholders in various business units

• Establishes and monitors enterprise sales-focused metrics aligned to enablement programs. Evaluates and evolves these metrics to increase sales productivity and profitability, and provides recommendations to improve performance based on data insights

• Establishes a baseline to assess agent-facing roles’ skills, knowledge, processes, and tools to increase sales productivity at each stage of the sales pipeline processes. Aligns development areas to role-specific learning paths and internal career progression

• Develops a cohesive approach to enabling all agent-facing roles that aligns to the strategic priorities of the business, drives business performance, and optimizes agent satisfaction

• Develops and delivers sales and revenue enablement programs with sales and leadership roles across the regions to ensure they have the skills, knowledge, processes, and tools required to lead their sales teams and territories effectively. Provides appropriate coaching as identified

• Drives the attainment of revenue and profitability targets by executing on the sales and marketing strategies, including developing and implementing strategic initiatives that align with organizational goals

• Ensures sales teams are equipped with the necessary tools, training, and strategies to effectively compete in the market and achieve sales objectives

• Oversees the execution of comprehensive sales plans, ensuring alignment with the company's long-term vision and market dynamics

• Leads the development and implementation of innovative sales compensation plans, policies, and procedures to motivate and reward high performance, while considering future trends and business needs

• Builds strong agency partnerships that enable mutually beneficial profitable growth opportunities for long-term success

• Leads the integration of sales methodology and content usage with the company’s sales management and CRM systems to enhance sales effectiveness and efficiency

• Aligns established marketing strategies to sales operations to ensure effective content governance that supports growth practices, training, and learning, including content creation, distribution, management, and ongoing analytics for maximum value and minimum disruption

• Partners with appropriate Business Enablement teams, including MarCom , Learning and Development, and other cross-functional teams to create and/or enhance assets that address specific business needs

• Develops and manages a comprehensive sales communication strategy in close collaboration with the Marketing Strategy team, including oversight of field delivery and seller advocacy, ensuring full alignment with the sales strategy

• Stays informed of and implements innovative tools and technology to improve sales productivity, sales and revenue competence, and drive strategic initiatives

• Collaborates with MarCom/CX leadership to oversee the enablement technology stack and ensure alignment with business objectives to achieve sales and revenue targets

• Manages relationships with external vendors and suppliers of enablement-related training, services, and tools to ensure high-quality support and resources and alignment with business objectives

• Ensures the sales training strategy and content align with EMC’s overarching sales enablement strategy. Designs, manages, and measures sales training programs across various modalities to enhance sales team capabilities. Ensures training learnings are integrated into behaviors by monitoring metrics for improvements. Identifies areas where further learning is necessary

• Develops, deploys, and manages the organization’s sales certification program to ensure consistent and high standards of sales performance

• Regularly attends meetings and sales calls within the regions (physically and virtually) with sales leaders and team members to understand the field reality and build enablement deliverables to meet their needs

• Collaborates with team members to establish performance goals and monitors status, conducts reviews, and provides coaching, ensuring a high-performing sales enablement team

• Develops team expertise and assists with succession planning, including identifying talent and implementing development plans for critical positions

• Provides training for team and encourages continuing education and team member development

• Supports diversity, equity, and inclusion initiatives, including supporting new ideas and providing guidance on potential changes

• Fosters an environment of collaboration within the department and with other departments and profit centers

• Manages budgeted resources by anticipating expenditures, accurately forecasting resource needs/costs and properly accounting for expenses to meet requirements and achieve fiscal responsibility

• Leverages sales leaders as champions of enablement and change management

Education & Experience:

• Bachelor’s degree, preferably in finance, marketing, or business or equivalent relevant experience

• Ten years of experience in property and casualty insurance sales, sales operations, sales management or enablement, including at least five years of experience directly leading and developing teams

• Product marketing/field marketing experience preferred

• Insurance designations, such as CPCU or CIC preferred

Knowledge, Skills & Abilities

• Exceptional knowledge of the property and casualty insurance industry and independent agency operations

• Excellent verbal and written communication, including training and presentation abilities

• Excellent interpersonal and leadership skills

• Ability to build strong partnerships with business units to drive results

• Strong ability to create and implement customer-centric sales methodologies and approaches

• Exceptional ability to leverage agent insights and industry knowledge to identify needs, propose tailored solutions, and close deals effectively

• Strong ability to guide strategic decisions and drive operational excellence

• Exceptional ability to leverage advanced data analytics to interpret data and generate actionable insights

• Demonstrated success working in cross-functional/departmental alignment and matrixed management structures

• Occasional travel: a valid driver’s license with an acceptable motor vehicle report per company standards required if driving

The hiring salary range for this position will vary based on geographic location, falling within either the $138,330-$198,267 range or the $152,515-$218,599 range. A hiring range represents a subset of the full salary range. The actual salary will depend on several factors, including relevant education, skills, and experience of an applicant, geographic location, and business needs.

Our employment practices are in accordance with the laws that prohibit discrimination due to race, color, creed, sex, sexual orientation, gender identity, genetic information, religion, age, national origin or ancestry, physical or mental disability, medical condition, veteran status, active military status, citizenship status, marital status or any other consideration made unlawful by federal, state, or local laws.

All of our locations are tobacco free including in company vehicles.