Director, Sales Enablement - Business Insurance, Select and BI Field

Who Are We?

Taking care of our customers, our communities and each other. That’s the Travelers Promise. By honoring this commitment, we have maintained our reputation as one of the best property casualty insurers in the industry for over 170 years. Join us to discover a culture that is rooted in innovation and thrives on collaboration. Imagine loving what you do and where you do it.

Sales

Compensation Overview

The annual base salary range provided for this position is a nationwide market range and represents a broad range of salaries for this role across the country. The actual salary for this position will be determined by a number of factors, including the scope, complexity and location of the role; the skills, education, training, credentials and experience of the candidate; and other conditions of employment. As part of our comprehensive compensation and benefits program, employees are also eligible for performance-based cash incentive awards.

Salary Range

$117,600.00 - $194,000.00

1

The Sales Enablement Director will support BI Sales. This includes the end-to-end process of tracking sales activities, improving productivity of the sales force, and improving the sales funnel. Primary responsibilities will include implementation of operational sales tactics/"Go to Market" plans and outcomes, implementation of sales automation tools, and corresponding training. This role will facilitate and drive sales strategy support through collaborative partnerships throughout the organization to increase sales productivity. They will work in collaboration with BI Leadership, Sales Leadership, Product Management, and Sales Insights/Analytics to influence and drive Sales strategies that create a competitive advantage and drive growth.

What Will You Do?

• Influences and drives effective BI Sales specific strategies, best practices, and cultural/behavioral attributes that will lead to sales and business success through partnerships with AVP, Sales Enablement, Field Execution Leadership, Sales, and Underwriting Directors as well as Sales and Account Executives. Executes the strategy through operational plans.
• Manages sales management capabilities that inspect sales process quality and prioritize opportunities for improvement. Works across the division to understand sales process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement, including feedback/user groups.
• Monitors the accuracy and efficient distribution of sales reports and other intelligence essential to the sales organization. Recommends revisions to existing reports and assists in the development of new reporting tools as needed.
• Through collaboration and influence, models behaviors that foster high performance, learning, and engagement. Supports field directors on sales coaching discipline with best practices to deliver more effective sales performance. Accountable for the development of and documentation of sales best practices and related materials to support field execution.
• Supports and coordinates sales development venues & communication media, including but not limited to partnership with the Field Implementation Leads, Sales Executive/Account Executive Council & Sales Director/Managing Director calls, sales meetings, as well as Subject Matter Expert (SME) panels; Includes management & maintenance of internal communication platform to support best practices, processes, technology, and reporting (e.g. Sales Playbook, Salesforce, Seismic/Lessonly). Proactively manages measures of point of sale success, sales plan effectiveness, and customer satisfaction.
• Supports the implementation of Salesforce and other technologies that will enable field sales and underwriting teams. Works closely with BI Sales leadership teams to optimize the effectiveness of our technology investments.
• Coordinates marketing, communications, and training content to ensure it articulates our story in a cohesive and compelling manner while aligning to our sales activation approach.
• Drives countrywide adoption of sales best practices to achieve excellence in sales execution and create countrywide consistency.
• Helps to shape the organizational and cultural strategies to support ongoing innovation and change.
• Acts as sales SME and recommends innovative solutions to cross functional business partners.
• Perform other duties as assigned.

What Will Our Ideal Candidate Have?

• Five or more years of insurance, marketing or sales experience.
• Managerial and leadership experience, both strategic and tactical.
• Bachelor’s degree or business equivalent.
• Exceptional influencing skills.
• Able to translate technical language into layman’s terms and vice versa.
• Experience leading and influencing people and processes.
• Experience building sales onboarding and development programs.
• Functional knowledge of Commercial Lines products and services.
• Technical sales & marketing skills with deep understanding of selling through intermediaries and distributors.

What is a Must Have?

• 3 years of field sales, sales effectiveness, sales enablement or other closely related experience.