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Director of Sales
Location: Maryville, TN
HomeFirst® (HFA) Agency is a leading insurance agency offering a wide range of insurance products from nationally known insurance companies to protect your home, property and life. We strive to help customers find the right insurance products to fit their needs at competitive rates. Located in Maryville, Tennessee, we offer homeowners insurance to customers nationwide, and insurance to protect your other property and life in select states. For over 20 years, we have helped customers with their insurance needs. Today, we have more than 180,000 customers.
JOB SUMMARY
The provides strategic leadership and oversight of revenue-generating activities within HFA's Business Development and Sales departments, ensuring the consistent achievement of sales targets, operational excellence, and long-term profitability. Reporting directly to the HFA President, this role collaborates closely with departmental leaders to identify opportunities for process optimization, implement innovative solutions, and drive continuous improvement. Plays a critical role in aligning sales initiatives with enterprise-wide objectives while fostering a high-performance, customer-centric culture.
JOB FUNCTIONS
Insurance Sales & Business Development Strategy & Execution

• Oversees revenue generating activities within HFA by focusing on maximizing revenue growth and Agency Selection through strategic planning and collaboration across departments.

• Adapt and execute strategy to ensure success for direct sales, sales support, business development, channel development, carrier relations/market development, tech project management and marketing.
• Lead strategic marketing initiatives to increase Agency Selection, Cross-sell and Retention.
• Oversee budget allocation, campaign development, and brand positioning to support sales acceleration, partner engagement and business development opportunities.
• Prepare and present monthly sales reports as part of HFA Senior Management Team, highlighting achievements, goals and areas needing attention.
• Team with Business Development Manager to establish new markets and enhance business development initiatives through strategic negotiations and relationship management.
• Expand national insurance carrier partnerships as well as cultivate current insurance carrier relationships.
• Represent HFA as National Sales Manager to ensure that Business Development Team communicates, develops and executes product training and cultivates Retail Agent relationships.
• Represents HFA at industry meetings to promote brand visibility, forging strategic alliances and staying ahead of market trends.

Insurance Sales and Business Development Operations Management

• Manages the Sales department, Sales Support Department and the Business Development Department to include the following positions: Sales Team Lead and Outbound Sales Agents Sales Support Team Lead and Sales Support Team Personal Lines Business Development Manager Business Development Specialist II
• Establishes efficient and balanced workflows that maximize efficiency and produce high levels of sales performance, service quality and customer satisfaction.
• Monitor the Sales Agent performance for the Outbound Sales Department, analyzing sales metrics to identify areas of improvement.
• Monitor Sales Support Department, analyzing service levels for Retail and Lending partners to ensure goals and service KPIs are met.
• Monitor Business Development Department to ensure that Retail Agent training, Agent contact metrics and Agency Selection goals are met.
• Searches, creatively designs, and implements effective methods to educate team members, enhance and recognize performance.
• Ensures operational excellence and service level adherence, managing resource allocation and workload distribution to meet evolving business demands.
• Oversees the company's strong relationship culture through on-going customer contact, quality customer service, and superior product knowledge.
• Partners with managers and team leads to identify opportunities for process improvement and develops innovative solutions.
• Oversees daily sales log spreadsheet input.
• Manages the supply chain for insurance related marketing material for Retail Home Center agents.

Human Resources & Talent Management

• Ensures optimal staffing and workforce planning, maintaining appropriate department headcount while proactively monitoring team performance and productivity metrics.
• Reviews and guides management team in creating competitive, and in certain cases compensation plans, to retain top talent and drive additional revenue for the company.
• Champions a culture of accountability and excellence, providing coaching and performance oversight to ensure a consistently exceptional customer experience.
• Oversees onboarding and training strategy for new sales agents, ensuring alignment with company standards and seamless execution by team leads.
• Meets with Team Leads and Business Development Manager on regular basis to provide guidance and communicate sales/business development strategies.
• Manages leadership Paid Time Off (PTO) requests for scheduling requirements.
• Counsels' department team members in developing and implementing new processes, along with updating the team on changes and tools they need for the change.
• Ensures the culture of the department is defined, effective, and healthy for our customers, team members, and the company.
• Shapes and sustains a high-performance departmental culture, fostering an environment that is inclusive, values-driven, and aligned with organizational goals.
• Instills values and desired behavior in accordance with company values.

Compliance and Projects

• Monitors sales and business development actions to ensure administrative and operational compliance with regulatory requirements.
• Attend Agency Management System conferences and help facilitate future AMS enhancements.
• Ensures all new compliance rules, regulations, and documents are put into the system correctly.
• Reviews carrier emails to remain up to date with new products and industry developments.
• Partners with Information Technology department to align systems and processes to ensure compliance and optimal efficiencies are attained.
• Conducts projects as assigned by HomeFirst President.
• Represents HFA at industry meetings, promoting HFA's offerings, strengthening partnerships, and gathering market intelligence.
• Researches and provides reports, presentations, and new sales opportunities based on market trends, customer trends, and competitors actions.

REQUIREMENTS AND QUALIFICATIONS
QUALIFICATIONS:

• Education: Bachelor's degree in related field or equivalent experience required.
• Experience: Minimum of 8 years of related experience required. Minimum of 5 years leadership experience required.
• Current TN Property and Casualty License preferred. If not currently licensed, must obtain license within 90 days of hire. Continued education is also required.
• Must have strong computer skills with ability to navigate Microsoft Office Suite.
• Must possess the ability to clearly communicate with customers, peers and superiors.
• Proven ability to have initiative, good judgement, and the ability to make decisions independently.
• Capability of gathering facts accurately, analyzing causes, evaluating alternate solutions, and arriving at sound conclusions on actions to be taken.
• Ability to manage multiple and/or conflicting responsibilities.
• Great attention to detail, organizational skills, and time management.
• Strong sense of urgency and follow up.
• Ability to handle stressful situations.
• Ability to work in a team environment.

Licenses/Certifications A current TN Property and Casualty License preferred. Must obtain license within 90 days of hire if not currently licensed. Continued education is also required.
Knowledge, Skills, and Abilities (KSAs):

• Must possess the ability to clearly communicate with customers, peers, and superiors.
• Proven ability to have initiative, good judgement, and the ability to make decisions independently.
• Must have strong computer skills with ability to navigate Microsoft Office Suite.
• Capability of gathering facts accurately, analyzing causes, evaluating alternate solutions, and arriving at sound conclusions on action to be taken.
• Ability to manage multiple and/or conflicting responsibilities.
• Great attention to detail, organizational skills, and time management.
• Good sense of urgency and follow up.
• Ability to handle stressful situations.
• Ability to work in a team environment.
• Ability to make complex decisions.

PHYSICAL DEMANDS:

• Must be able to remain in a stationary position 75% of the time.
• Will be constantly operating a computer and other office productivity machinery, such as a telephone, calculator, copy machine, and computer printer.
• Will be communicating via phone, Teams, and Zoom.
• Must be able to exchange accurate information at all times.
• Must be able to identify and assess account status and determine appropriate process.
• Will constantly work in a state-of-the-art indoor temperature controlled, sealed window office environment.

BENEFITS:

• Medical and Dental Plan with Prescription Coverage and Vision.
• Competitive benefits including 401(K) includes 100% company match of the first 4%.
• Paid time off days (PTO), maternity/paternity leave, and holidays.
• Community involvement including Volunteer Paid Time Off (VTO).
• Tuition Assistance for your first degree.
• Enjoy coming "home" to our brand new, state-of-the-art Home Office equipped with onsite fitness facility with full gym, workout classes, volleyball and basketball courts, ping-pong, disc golf course, and onsite restaurant.
• Wellness programs that focus on emotional, social, spiritual, intellectual, environmental, physical, and financial well-being.
• Collaborative and energetic work environment.
• Professional development and promotional opportunities.
• Qualifies for quarterly company profit sharing.

Here are some more reasons to choose HomeFirst Agency!

• Full-time team members have the flexibility to create their own health, dental, and vision benefits package. HomeFirst Agency provides competitive 401(k) programs, including investment options and company matching for full and part time team members after one year to help our team members achieve their financial goals. Additional benefits include paid parental leave, tuition reimbursement, Employee Assistance Programs, and more.

• As part of HomeFirst's commitment to Opening Doors to a Better Life, HFA is now providing paid time for Team Members to volunteer to causes that are meaningful to them through the Clayton Impact program.

• At HFA, we encourage holistic wellness with physical, nutritional, social, financial, spiritual, and occupational programs available online or in-person for team members.

• Our newly renovated Home Office campus offers an onsite restaurant, onsite fitness facility with full gym, in-person and virtual workout classes, yoga/barre studio, volleyball, and basketball courts, walking paths, and a disc golf course.

Clayton is committed to creating an inclusive workplace. HomeFirst Agency is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
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