Staff Manager - Western & Southern Life

Provide guidance and direction to Financial Representatives and responsible for leading production results, customer acquisition and agent retention. Ensure the "Agency System" is executed effectively to ensure the achievement of staff scorecard objectives. Responsibilities will also include providing functional and technical expertise to associates to ensure successful agent development for new and existing Financial Representatives. The position will produce Financial Representative retention, sales growth, client retention, and thorough training and implementation of the W&S Sales Process, networking and recruiting strategies.

• Possess knowledge of the W&S Sales Process, and the competency to demonstrate the skills, for the purpose of ensuring knowledge and skill transfer to Financial Representatives.
• Ensure the "Agency System" is executed effectivity within the Agency to produce business results and to meet staff scorecard objectives, by providing guidance and coaching to associates through midweek updates, weekly debriefs, observation and coaching, joint field activity, skill building/training sessions, and other available resources. Drive sales through greater prospecting and, appointment setting along with cross-sell and up-sell to our target middle-market customers and prospects.
• Manage and develop Financial Representatives by ensuring a thorough on-boarding program, completion of sales and product training, preparation for client calls and prospecting activity, and ensure minimum performance standards are met and or exceeded (FRI).
• Train, coach and develop Financial Representatives by creating and implementing a Business Plan to produce profitable results in sales, by designing and implementing W&S Agency sales programs.
• Act as advisor to the staff by delivering strategy and direction to the Agency, and then translating that strategy into production goals for Financial Representatives.
• Partner with management team to administer recruitment and selection process to acquire organizational talent (adhering to the desired candidate profile) in an effort to build a highly successful staff. Participating in weekly Recruiting Team Meeting.
• Work with Financial Representatives to schedule appointments to network and prospect with current and prospective clients, small businesses, community groups, as well as build relationships with local affinity groups.
• Promote local incentive programs along with Leaders Sales meetings and sales campaigns to motivate and deliver production results at or above scorecard objectives.
• Model and ensure ethical behavior and maintain organizational and professional standards at all times. Manage and influence the Financial Representative Vital Statistics and ensure all Financial Representatives meet established performance standards.
• Provide regular status updates and reports to Agency Manager regarding, sales production, recruitment activity, and Financial Representative retention, and your scheduled activities.
• Develop a strong working relationship with key individuals at all levels, including Agency senior management, and other Home Office support (Operations, Marketing, HR, TA, etc.).
• Keep current on trends in the industry, and local markets, through continued industry education and participating in the local NAIFA and GAMA organizations.  
• Performs other duties as assigned.

• Possess the necessary experience and track record as a sales and marketing professional within the financial services industry with execution experience and solid business acumen.
• Experience will have encompassed some combination of selling, coaching, quantifying or providing creative solutions to sales, prospecting and recruiting scenarios. (7+ years of relevant experience preferred.

Educational Requirements

• Minimum high school diploma or equivalent; college degree preferred.

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.)

• Obtain and hold State Life and Health license prior to hire.
• Obtain and hold the FINRA SIE, Series 6, Series 63 & Series 26 or equivalent prior to hire.

Position Demands

• Access to an automobile and ability to maintain a valid driver's license