Distribution Representative - Northern New Jersey / New York Territory

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NJM Insurance Group, a leading mid-Atlantic property casualty carrier with an A+ Rating from AM Best for Financial Strength, seeks to expand distribution partner relationships, new business, and products in northern New Jersey and New York. As part of that expansion, we are seeking an experienced Distribution Representative in Commercial Lines. This Distribution Representative will be based in the northern New Jersey and New York territory, so that they can work closely with existing and new distribution partners to secure new business for the organization.

Distribution Representatives meet regularly with agency/brokerage distribution partners in pursuit of additional business in the small, mid and large size markets. The right candidate would already possess key commercial agency/brokerage relationships, presence and credibility in the northern New Jersey and New York territory. These relationships will specifically be utilized to appoint and grow our distribution partner network in the region consistent with NJMs exclusive distribution model.

Responsibilities:

• Match existing northern New Jersey and New York existing agent relationships and books of business opportunities with those of NJM
• Based on this analysis recommend for appointment new commercial lines distribution partners in the territory. Ultimately through the review process sign up all appropriate agents based on the strength of these current relationships
• Pursue, upsell, cross-sell, recapture opportunities with agencies/brokers
• Coordinate New Business Proposal Meetings on key accounts to agencies and brokers; present NJM optional plans
• Key account pre-renewal discussion with agencies
• Review competitor plans with NJM underwriting to ensure best pricing offered
• Lead annual planning process. Implement and monitor throughout year
• Review underwriting appetite and services with agencies and brokers
• Attend POS (Point of Sale) when possible with agencies/brokers
• Assist with contracting new agencies/brokers
• Assist with onboarding and terminating agencies/brokers as required
• Maintain agency/broker profiles
• Attend corporate functions including Corporate Giving, Chamber of Commerce and Marketing events

Requirements:

• Sales oriented with experience and successful track record selling standard commercial lines products in the noted territories
• Ability to communicate orally and in writing with others to explain complex issues
• Full knowledge of all commercial lines standard insurance products and usages
• Ability to manage multiple clients, tasks, and requests
• Adequate knowledge of rating procedures, coverages, and industry operations to effectively manage, maintain, and write assigned client and prospect lists
• Knowledge of insurance markets and reference to markets
• Knowledge of insurance underwriting procedures
• Results oriented with the ability to meet strategic goals as required for the assigned territory
• Excellent analytical, problem resolution, negotiating and project management skills
• Professional, committed, and self-motivated with the ability to focus on daily tasks
• Proficient with Microsoft Office Outlook, Word, Excel

Education and Experience:

• Bachelors Degree preferred (High School Diploma or GED required)
• Minimum 5 years commercial insurance company experience in insurance industry, specifically in either Commercial Lines Marketing, Sales, Production Underwriting, Distribution and/or Relationship Management
• Specific knowledge of the commercial lines in the northern New Jersey and New York marketplace as it relates to new agent appointments and account opportunities.

NJM Insurance Notes:

• This is a new territory for NJM so a great opportunity
  • Person will work out of home within the territory (initial training of 2-3 days and quarterly meetings will take place in Trenton, NJ)
• Average tenure for their sales team is over 13 years
• AM Best rating of A+ for 75 straight years
• #1 rating by JD Power for claims satisfaction
• Multimillion dollar commitment to advertising

Must have:

• Must have existing relationships/connections with Insurance Brokerages in market (five boroughs of New York or Long Island) that they can leverage and must live within their territory
• 5 years of sales experience overall and at least 4-5 years of selling commercial lines
• Knowledge of insurance underwriting procedures
• Minimum 4-5 years commercial insurance company experience in insurance industry, specifically in either Commercial Lines Marketing, Sales, Production Underwriting, Distribution and/or Relationship Management within the northern New Jersey and New York market - must maintain and remain current with their producers' state licenses and continuing education credits

Interview Process:

• Round 1 - phone screen with TA Leader (20 - 30 minutes)
• Round 2 - video interview with Director of Sales
• Round 3 - video interview with Manager of Sales (2 of them)
• Round 4 - in person interview in NJ with VP of Sales

They will move quickly for the right candidate