Overview

Summary of Responsibilities:

Utilizes financial industry knowledge, training and/or experience to make informed recommendations across the breadth of the Western & Southern Financial Group product portfolio to clients as a result of a review of their current financial situation and current products held. Must meet or exceed established sales goals (policies and premium placed) and perform job functions according to prescribed contact center metrics. Assesses needs of current and prospective clients using established Integrity Selling techniques and needs analysis systems in an inbound and outbound contact center environment. Makes appropriate financial services product recommendations utilizing the Western & Southern product portfolio. Accesses other company product portfolios as authorized. Responsible for conducting a thorough needs analysis before making product recommendations to impact persistency of product and client. Establishes and/or builds relationships with current and/or prospective clients assigned. Works with minimal supervision and is responsible for making a defined range of decisions, escalating to Senior Sales Representative and/or Assistant Manager when necessary and updating Senior Sales Rep/Management Team on a regular basis.

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Responsibilities

Position Responsibilities:

• Utilizes financial industry knowledge, training and/or experience to make informed recommendations across the breadth of the Western & Southern Financial Group product portfolio to clients as a result of a review of their current financial situation and current products held.

• Must meet or exceed established sales goals (policies and premium placed) and perform job functions according to prescribed contact center metrics.

• Assesses needs of current and prospective clients using established Integrity Selling techniques and needs analysis systems in an inbound and outbound contact center environment.

• Makes appropriate financial services product recommendations utilizing the Western & Southern product portfolio. Accesses other company product portfolios as authorized.

• Responsible for conducting a thorough needs analysis before making product recommendations to impact persistency of product and client.

• Establishes and/or builds relationships with current and/or prospective clients assigned. Proactively follows up on any potential sale by generating application packets to be sent to the current or prospective client.

• Develops new clients through leads, personal contacts (natural market) and referrals, including Home Office associates.

• Conducts follow-up calls to provide additional information and/or assist with application completion as necessary. Conducts periodic reviews of coverage, and provides service and consultation when appropriate.

• Responsible for persistency and growth of business by establishing rapport, utilizing Integrity Selling, conducting needs analysis as necessary and making recommendations in the best interest of the client.

• Proactively looks for new sales opportunities, recognizes any obstacles to approaching these opportunities and works with a Senior Sales Representative and/or management to overcome these obstacles.

• Implements conservation techniques to minimize the cancellation of policies. Takes personal responsibility for answering policyholders’ requests, inquiries and problems in a timely and professional manner.

• Stays current on all products for sale within the representative’s capacity and changes in the insurance industry as it pertains to general licensing requirements.

• Promptly reports client concerns and comments regarding products and processes to Sales Leadership.

• Proactively makes suggestions for product or process improvements to better serve our clients.

• Promotes and enhances a team environment, always providing what is best for the client. Cooperates with others, shares information and assists others in any way necessary to assure department goals are met.

• Performs other duties as assigned by management.

Qualifications

Selection Criteria:

• Proven success selling life insurance, other financial services products or similar products.

• Demonstrated prior experience as an inbound or outbound representative in a call center.

• Proven success proactively learning and developing detailed knowledge of basic products.

• Proven strong work ethic demonstrated by a sound work history.

• Demonstrated experience applying the knowledge, training and skills to uncover clients’ unmet needs and effectively address client situations.

• Demonstrated experience working as part of a team developing cooperation and collaborative work efforts toward solutions that have benefited all parties involved.

• Demonstrated strong client relationship skills and experience successfully handling difficult situations while maintaining a calm and professional demeanor.

• Proven experience adapting and demonstrating flexibility associated with changes to policies/procedures.

• Demonstrated use of strong written and verbal communication skills. Must be able to cite examples of when information was conveyed to internal and external customers in a clear, focused and concise manner while following proper rules of punctuation, diction and style. Ability to prepare correspondence, reports and forms using a prescribed format. Experience must include strong telephone communication and etiquette skills.

Work Setting:

• Works in an office setting and remains in a stationary position for long periods of time while working at a desk, on a computer or with other standard office equipment, or while in meetings.

• Performs substantial movement of wrists, hands and fingers for continuous computer work.

Educational Requirements:

• Bachelor’s degree or commensurate selection criteria experience.

Computer Skills and Knowledge of Hardware & Software Required:

• Working knowledge of word processing and spreadsheet applications.

• Working knowledge of internet and email.

Certifications & Licenses (i.e., Series 6 & 63, CPA, etc.):

• Must successfully pass the Life (and Health, as appropriate) licensing exams in home state within two attempts, not to exceed 45 days from end of initial training period.

• As required by Leadership, hold or obtain the FINRA Series 6, 63 and 26 licenses within communicated time frames.

Position Demands:

• Extended hours required during peak workloads or special sales events.

• Shift work (to include evenings or weekends) when necessary.