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Jobs at Cowan Insurance Group

Manager, Benefits Consulting, Small Business Segment

Location: Brantford, Ontario, Canada

Department: National Benefits Consulting

Type: Full Time

Min. Experience: Manager/Supervisor

Reporting to the Practice Leader, Vice-President National Benefits Consulting, the incumbent will be accountable for the profitable growth and retention of the small market client base associated with Group Benefits. The incumbent will also actively lead the small business consulting team by providing coaching and mentoring to experienced consultants; align, assess and manage performance expectations with overall segment goals; reinforce high performance behaviours, engage and develop direct reports.

JOB DUTIES:

Include, but are not limited to:

  • Accountable for the development of industry knowledge related to the segment and the integration of this knowledge into the selling propositions of the lines of business within Group Benefits;
  • Accountable for the development and execution of the segment business and marketing plan;
  • Develops sales plans with direct reports and is accountable for day to day management of this team related to sales, renewal and implementation of strategic initiatives, business and marketing plans;
  • Accountable to promote multi line sales of all lines of business across companies;
  • Reviews, recommends and implements efficient and equitable means to create competitive advantage, maximize talent and secure retention of clients within the segment by analyzing the Group Benefits book across all locations for the small market and matching consultants and clients appropriately. The analysis would include criteria such as complexity, premium volume, potential for multi-line growth etc.;
  • Recommends when files need to move across consultants including creation of appropriate succession plans within the team;
  • Maintains carrier relationships as accountable to the segment;
  • Works closely with the Practice Leader on the overall development of the consulting practice (retention to growth);
  • Overall accountability for increasing the breadth and depth of products and services provided to business clients within the segment, by uncovering opportunities for products and services of all Group Benefits lines of business;
  • New sales, retention, customer loyalty and total revenue generation for products and services supplied to business customers within the segment and for the individual portfolio of the role;
  • Subject matter expert in finalist presentations;
  • Actively involved in major accounts related to strategy and relationship building;
  • Through relationships with the segment clients and knowledge of the industry, provides consultation on new product ideas or current product enhancements to all lines of business within Group Benefits;
  • Provides consultation and client feedback on features and benefits of existing products and services;
  • Generates annual sales projections for the segment and provides input to the annual sales planning process along with ongoing assessments against the business plan;
  • Builds and maintains excellent relationships with clients at multiple entry points, to understand the needs and develop new business opportunities and ensure that Cowan Insurance Group is their preferred partner of choice;
  • Responsible for developing internal relationships, integration and alignment with all lines of business to effectively represent the clients in the segment, both current and emerging;
  • Coordinates with the practice leaders within Group Benefits the delivery of effective training and coaching required for the growth of the segment;
  • Provides direction for the sales and acquisition activities for new segment clients;
  • Ensures an effective account planning process;
  • Overall responsibility for ensuring the input of sales and service activities with Cowan clients in to the CRM system for the segment;
  • Responsible for increasing loyalty of the segment clients, and helping to support the customer loyalty process;
  • Develops the annual segment sales and marketing budget;
  • Ensures any/all required statistical analysis and financial reporting is completed;
  • Accountable for industry research and the dissemination and application of this research to the growth and profitability of the segment.

EDUCATION AND EXPERIENCE:

  • Academic credentials at the undergraduate level or higher are required. An MBA or post graduate degree would be considered an asset;
  • Minimum of 7-10 years’ sales management experience with a track-record of building strong customer relationship and profitable growth;
  • Appropriate provincial Life licenses will be required;
  • Client focused: adopting client perspectives in all interactions.

COMPENTENCIES, KNOWLEDGE & SKILLS REQUIREMENTS:

  • Maintain high level knowledge of the value proposition, products and services;
  • Excellent communication skills excelling in areas of negotiation and conflict resolution;
  • Maintain knowledge of products and services available in the market;
  • Working knowledge of Client Relationship Management tool & Sale tracking systems
  • Proficient in written/spoken French an asset.

WORKING CONDITIONS:

  • Maintenance of valid driver’s license and passport. Regular travel required.
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