Insurance Representative

Job Description

Position: Commercial Insurance Producer

Reports To: Agency Principal

I. Role Summary

Responsible for generating new business revenue through prospecting, relationship development, and closing middle market commercial accounts within target verticals (e.g. manufacturers, contractors, and other industries with higher-risk operations). Producer is accountable for full sales cycle from prospecting through client onboarding.

II. Performance Metrics (Outcomes)

Minimum Annual Revenue during Validation Years 1 and 2:

• Year 1: $75,000 new business revenue to agency
• Year 2: $120,000 new business revenue to agency, scaling in Year 3

Monthly Targets (at full velocity beginning month 4):

• New accounts closed: 2 per month
• Closed deal revenue: $10,000 per month minimum (steady state)
• Account size: $5,000 minimum revenue to agency

Pipeline Health:

• Active opportunities: Maintain $30,000 of agency revenue opportunity in qualified pipeline at all times
• Pipeline coverage ratio: Minimum 3x annual revenue goal

III. Activity Standards (Leading Indicators)

Daily Requirements:

• Cold calls: 20 per day (100 per week)
• CRM logging: Every call and meeting logged same day per agency procedures

Weekly Requirements:

• Marketing drops: 30 targeted businesses per week
• Referral partner/Center of Influence meetings: 1 per week minimum
• Qualified appointments scheduled: 2 per week

Monthly Requirements:

• Qualified appointments conducted: 8-10 per month
• Proposals delivered: 4-5 per month (50% conversion from appointments)
• New accounts closed: 2 per month at full velocity (50% close rate on proposals)

IV. Quality Standards

Account Quality:

Risks must qualify for agency’s admitted carrier markets

• Surplus Lines exposure: Requires go/no-go discussion with principal before pursuit due to additional service load and risk exposure
• Construction accounts: No New York work exposure allowed

Pipeline Management:

• Follow standard pipeline sequences for all follow-up activities (tasks in CRM)
• Keep all CRM records clean, current, and complete
• Complete accurate and timely updates to support revenue projections
• Attend weekly pipeline review meetings with principal

Sales Process:

• Consultative approach focused on business needs assessment
• Proper coverage recommendations aligned with client risk profile
• Professional proposals that position agency expertise and value
• Effective objection handling on prospect-specific basis

V. Client Onboarding & Service

New Client Onboarding (Producer Responsibility):

• Complete all required applications and paperwork
• Accurate data entry into agency management system that meets agency process and procedure requirements
• Ensure proper coverage documentation and client communication

Service Expectations:

• Year 1 (onboarding year): May be required to assist with servicing own book
• Year 2 : Service support is expected; producer focuses on sales and relationship management
• Expected to maintain client relationships and support retention efforts throughout client lifecycle with agency

VI. Professional Development Expectations

Killing Commercial Training Program:

Initial Training (First 30 Days):

• Complete all 5 sections of Killing Commercial training program:
• Business Planning
• Prospecting
• Marketing
• Appointments
• The Meeting
• Review learnings and implementation plan with principal upon completion
• Demonstrate understanding and readiness to execute methodologies

Ongoing Training & Support:

• Weekly: Attend New Power Producers Weekly Call every Monday
• Monthly: Attend sales mentoring and pipeline review session (time and day to be determined)
• Apply Killing Commercial methodologies consistently in daily sales activities
• Participate actively in coaching sessions with openness to feedback and course correction

Continuing Education:

• Maintain all CE requirements for Property & Casualty license
• Submit CE courses to agency for approval prior to completion
• Participate in additional agency-provided professional development opportunities as assigned

Expectations:

• Producer is responsible for scheduling and completing training on time
• Active participation and implementation of learned strategies, not passive attendance
• Integration of Killing Commercial principles into business planning, prospecting approach, and client meetings

VII. Documentation and CRM Compliance Expectations

CRM Compliance:

• Log every sales call and meeting per agency procedures (same day)
• Follow standard pipeline sequences for all follow-up tasks
• Maintain clean, accurate, and complete contact and opportunity records
• Update pipeline status and next actions after every interaction
• Support accurate revenue forecasting through timely data entry

Reporting Requirements:

• Provide requested activity and pipeline reports as needed
• Participate in scheduled pipeline reviews with accurate data

VIII. Behavioral Expectations

• Self-motivated with strong organizational and follow-up discipline
• Consultative, professional approach with prospects and clients
• Proactive communication with principal on opportunities, challenges, and market intelligence
• Positive representation of agency at networking events, trade shows, and industry meetings
• Collaborative team member willing to support agency growth objectives
• Intellectual curiosity about client businesses and industries served

IX. Management Cadence & Performance Reviews

Evaluation Period:

First 30 Days:

• Daily check-ins with principal, transitioning to 2-3 per week by month end
• Monthly performance review at 30 days

Days 31-90:

• Weekly meetings with principal
• Monthly performance reviews (60 and 90 days)

After Evaluation Period:

• Weekly pipeline review meetings with principal
• Quarterly formal performance reviews

Ongoing:

• Weekly Killing Commercial New Power Producers Call (Mondays)
• Monthly mentoring/pipeline review with David Carothers (Killing Commercial)
• Ad hoc meetings as needed for complex opportunities or account issues

X. Performance Review Criteria

Producer performance will be evaluated on:

• Activity: Consistent execution of daily/weekly prospecting standards
• Results: Achievement of premium, revenue, and account closing goals
• Pipeline Health: Quality and quantity of opportunities in active pipeline
• Account Quality: Average account size and alignment with target markets
• Process Compliance: CRM hygiene, follow-up discipline, and administrative accuracy
• Professional Development: Engagement with training and skill development
• Client Satisfaction: Onboarding quality and relationship management
• Agency Contribution: Collaboration, communication, and agency representation

Job Type: Full-time

Pay: $50,000.00 - $75,000.00 per year

Work Location: Remote

Salary : $50,000 - $75,000