Sales Management Consultant

About the job

At EMC, we’re all about working together to make an impact. As part of our team, you’ll have the opportunity to grow, contribute, and gain experience that matters. We strive to be caring leaders, close partners, and responsive experts—always supporting each other to do our best work. Join us, and let’s improve lives together.

**This position can be performed remotely for candidates who reside in Illinois**

Owns a defined geographic territory and deliver profitable premium growth through advanced agency partnership management incorporating EMC’s business units: Small, Middle, Large, and Specialty. Delivers EMC’s value proposition through a One EMC approach. Executes agency strategies, drive pipeline development, improve submission quality, and increase retention by aligning agency behavior to EMC underwriting appetite and business priorities. Acts as a technical expert for the regional support and sales team and participate in regional initiatives.

• Essential Functions:
• Owns territory performance and deliver profitable growth outcomes across new business and renewal retention through strategic agency management for all business units.
• Manages the full agency lifecycle including pipeline reviews, agency reviews, performance tracking, onboarding, growth planning, performance management, and recommending corrective actions or termination where necessary.
• Develops and owns agency strategies including growth, sustain, repair and exit. Monitor agency performance and adjust strategies and direct execution of action plans to achieve objectives.
• Leads and oversees agency training on product, appetite, underwriting philosophy, tools, and processes; drive measurable adoption and improved hit rate. .
• High-impact collaboration with Underwriting, Sales and Marketing teams and other internal business partners to identify and capitalize on opportunities, resolve problems, share key competitor and industry intel.
• Owns high-quality pipeline development in partnership with and direct effort from Sales Management Specialist I and underwriting team; set clear expectations with agencies, ensure consistent execution of pipeline activities, and effectively pre-qualify accounts
• Conducts in-person agency sales visits to establish agency relationships and build joint business plans that lead to measurable results. Comprehensively develop, maintain and help facilitate agency relationships within assigned territory with internal teams for all business units.
• Provides technical expertise to regional support and sales team roles to reinforce consistent territory management practices, including agency review preparation, follow-up discipline, and documentation standards to improve execution across the region.
• Maintains accurate and timely documentation of all agency activity in CRM to ensure data quality and completeness to enable effective pipeline management, submission quality, agency accountability, and tracking agency strategies.
• Maintains competitive intelligence and market feedback loop; lead any actionable report trends and insight recommendations to agents, underwriting and regional leadership.
• Identifies new agency prospects; complete due diligence; recommend appointments aligned to territory strategy.
• Creates demand within agencies, in close partnership with SDM and MarCom, by actively positioning EMC products, appetite, and value proposition to influence submission flow and business mix. Represent EMC at agency meetings, trade associations, and industry events to strengthen relationships and expand market presence.
• Leverages and prioritizes support provided by Sales Management Specialist I to your assigned territory. Assign activities, provide guidance, and ensure alignment to territory and agency strategies.

• Education & Experience:
• Bachelor’s degree in business, marketing, insurance, communications or related field; or equivalent relevant work experience
• Five years of experience in territory development, agency management, or related experience

• Knowledge, Skills & Abilities:
• Ability to communicate clearly and professionally in written and verbal formats
• Ability to organize work effectively and consistently deliver accurate results across multiple tasks and deadlines independently
• Strong attention to detail and maintains reliable, high-quality data and documentation
• Ability to build positive working relationships and collaboration
• Advanced proficiency with standard business tools (e.g., Excel, Power BI, CRM systems)
• Ability to demonstrate initiative, reliability, and accountability in completing assigned responsibilities
• Advanced knowledge of P&C distribution and independent agency operations
• Strong negotiation, presentation, and strategic planning capability
• Typically need to live within assigned territory
• Field-based; Required territory travel 60-75% of time. Valid driver’s license with an acceptable motor vehicle report per company standards required if driving.

The hiring salary range for this position will vary based on geographic location, falling within either of the following:
$85,799 - $118,545 or $94,826 - $130,394 A hiring range represents a subset of the full salary range. The actual salary will depend on several factors, including relevant education, skills, and experience of an applicant, geographic location, and business needs.

For information relating to the benefits EMC Team Members receive as part of a comprehensive rewards package, please visit www.emcins.com/careers .

Our employment practices are in accordance with the laws that prohibit discrimination due to race, color, creed, sex, sexual orientation, gender identity, genetic information, religion, age, national origin or ancestry, physical or mental disability, medical condition, veteran status, active military status, citizenship status, marital status or any other consideration made unlawful by federal, state, or local laws.

All of our locations are tobacco free including in company vehicles.