Agency Consultant

Agency Consultant 

Horace Mann is a purpose-driven company with a passion for supporting educators and the communities they serve. We are seeking an Agency Consultant to lead, coach, and develop new agents as they build successful, sustainable agencies.

In this highly visible field leadership role, the Agency Consultant serves as a hands-on business coach and strategic partner to new agents, helping them establish strong business practices, accelerate sales growth, expand their market presence, and build profitable agencies. This role combines field coaching, business consulting, sales execution, and performance management and requires significant time working directly alongside agents in their local markets.

This position reports to the Agency Consultant Executive.

Key Responsibilities

• Bring the Horace Mann story and value proposition to life, helping new agents understand and effectively communicate our purpose, market opportunity, and commitment to educators.
• Build strong, trusted relationships with new agents while strengthening their connection and engagement with Horace Mann.
• Coach agents through the early stages of agency development, helping them establish strong business practices, sales disciplines, and repeatable processes that support long-term success.
• Partner with agents to develop and execute agency business plans with clear goals, priorities, and performance expectations.
• Work side-by-side with agents in the field to demonstrate effective prospecting, school-based activities, sales presentations, relationship building, and other proven sales practices.
• Help agents grow their businesses through school access strategies, educator association relationships, local marketing initiatives, and other market-development opportunities.
• Analyze agency performance to identify trends, challenges, and growth opportunities, and develop actionable strategies to improve sales production, operational effectiveness, and profitability.
• Connect Horace Mann capabilities, resources, and growth programs with local market opportunities to help agents maximize their business potential.
• Help agents implement processes and operating practices that strengthen agency performance and enhance the long-term value of their businesses.
• Leverage available technology, data, tools, and resources to evaluate business results, identify opportunities, and drive agent performance.
• Establish clear performance expectations, provide direct and actionable coaching, and hold agents accountable for progress against agreed-upon goals.
• Assess agent performance and business viability and, when appropriate, manage the process of concluding engagements with agents who are not meeting established expectations.
• Partner closely with the recruiting team to understand the new-agent pipeline and support effective transitions from recruiting through agency launch and development.
• Collaborate across Horace Mann functions to ensure agents have access to the resources, expertise, and support needed to successfully establish and grow their agencies.

Qualifications

• Bachelor’s degree in business or a related field, or an equivalent combination of education and relevant professional experience.
• 3+ years of successful field sales, agency, sales leadership, or business consulting experience, preferably within insurance or financial services.
• Demonstrated knowledge of repeatable sales processes, business planning, performance coaching, and new-agent or new-business development.
• Proven ability to coach individuals to improve sales execution, business performance, and accountability.
• Strong business acumen with the ability to analyze performance data, identify opportunities, and translate insights into practical action plans.
• Strong interpersonal, communication, presentation, and relationship-management skills.
• Ability to build effective partnerships across multiple business functions and influence outcomes without direct authority.
• Comfortable working independently in a highly mobile, field-based environment.
• Active Property & Casualty and Life & Health licenses required.
• A securities license may be required based on business needs.
• Ability and willingness to travel approximately 80% of the time, including regular travel to agent markets.

Compensation

• Base Salary: $80,000–$114,000
• Target Incentive: $60,000, with payout opportunity ranging from 0–200%; incentive plans are subject to annual review.
• Actual compensation will be commensurate with experience, geographic location, qualifications, and other relevant factors.

 

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