The Director of Sales Operations, will lead the inside sales team, manage and set objectives for the team, and advise about overall sales performance. They will plan, implement, and direct the sales activities for the sales team and participate in sales/liaison calls on potential major clients. Additionally they will support the development of all products and services; promote quality improvement in delivery of services to assure continued use of Crawford services by clients; and develop sales agreements for new services to clients. Success for this role is defined by the overall success of the sales team in achieving their revenue growth and client retention goals.

Supports the development of sales plans for national and key accounts, promoting and representing Crawford brand image and services to prospective and existing clients.
• Manages team of supporting roles to sales operations, including inside sales staff.
• Assigns sales territories, accounts, assists with the setting of sales goals, and establish training programs for the sales team.
• Provides feedback, support and coaching to sales team.
• Delegates responsibility for customer accounts to sales team.
• Participates with planning for sales team training.
• Contributes to the development of sales presentations and reports.
• Promotes business relationships with decision makers across all customer segments.
• Promotes the development of new accounts through effective coordination with the onboarding team.
• Prepares sales proposals using data from potential client.
• Engages with customers and supports issue resolution processes when necessary.
• Continuously evaluates client needs and cross selling opportunities.
• Serves as the subject matter expert with respect to array of support functions within the corporation needed to effectively deliver on customer expectations.
• Contributes to researching market and client conditions, trends, and competition.
• Maintains awareness of market products, services and packaging of products.
• Maintains and updates accurate information in the company's Salesforce.com application and operating systems.
• Meets and exceeds quotas and goals.
• Continues to improve sales skills through courses and seminars.
• Attends industry functions and upholds professional image of the company.
• Participates in special projects as needed.
• Upholds the Crawford Code of Conduct.

• 10 years experience
• Previous Account Management experience preferred
• Previous experience in a sales environment
• Previous experience managing, supervising, or delivering services required by clients
• Previous experience with delivery of claims handling services and/or supervising those that do.
• Bachelor Degree, preferably in Business Administration, Risk Management, Insurance or a related discipline or an equivalent combination of education and experience.
• Position may require travel, some of which may be overnight. Additional sales training may be required from time to time
• Must complete continuing education requirements as outlined by Crawford Educational Services
• Establishes and maintains high level interaction with internal and external decision makers.
• Maintains interaction with internal Crawford resources for exchange of information, solving problems, negotiating and persuading others to use Crawford services.
• Excellent working knowledge of general insurance and risk management principles, terminology, customs and practices
• Skills in the area of developing new sales leads, proposal preparation, negotiating techniques
• Ability to effectively present information and respond to questions from all levels within an organization
• Excellent verbal and written communication skills
• Excellent interpersonal skills
• Strong negotiating techniques and sales closing skills
• Strong analytical and problem-solving ability
• Solid organizational ability
• Solid Personal computer skills, understanding of databases.

Because a claim is more than a number - it's a person, a child, a friend. It's anyone who looks to Crawford on their worst days. And by helping to restore their lives, we are helping to restore our community - one claim at a time.

At Crawford, employees are empowered to grow, emboldened to act and inspired to innovate. Our industry-leading team pioneers new solutions for the industries and customers we serve. We're looking for the next generation of leaders to take this journey with us.

We hail from more than 70 countries and speak dozens of languages, reflecting the global fabric of the audience we serve. Though our reach is vast, we proudly operate as One Crawford: united in purpose, vision and values. Learn more at www.crawco.com.

When you accept a job with Crawford, you become a part of the One Crawford family.

• Our total compensation plans provide each of our employees with far more than just a great salary
• Pay and incentive plans that recognize performance excellence
• Benefit programs that empower financial, physical, and mental wellness
• Training programs that promote continuous learning and career progression while enhancing job performance
• Sustainability programs that give back to the communities in which we live and work
• A culture of respect, collaboration, entrepreneurial spirit and inclusion

Crawford & Company participates in E-Verify and is an Equal Opportunity Employer. M/F/D/V Crawford & Company is not accepting unsolicited assistance from search firms for this employment opportunity. All resumes submitted by search firms to any employee at Crawford via-email, the Internet or in any form and/or method without a valid written Statement of Work in place for this position from Crawford HR/Recruitment will be deemed the sole property of Crawford. No fee will be paid in the event the candidate is hired by Crawford as a result of the referral or through other means.