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Director of Sales Academy

Job Overview

Director of Sales Academy (Newly Launched Corporate Initiative)

Cottingham & Butler, is the 5th largest privately and independently held Insurance Broker in the US and continues to grow at industry breaking rates due our amazing team of driven and ambitious people. “Better Every Day” is not just a slogan, it is a promise we make to ourselves and our clients. 

We are looking for aspiring leaders to help us spearhead the development and launch of one of C&B’s newest and most exciting initiatives. As our business continues to scale, so do the demands and importance we put on developing our next generation of sales talent and have thus decided to establish a dedicated “C&B Producer Academy”. With that, we are looking for a seasoned professional to take the lead in an exciting role where you will be able to make a very large impact on our overall business. In this role, you will:

• Develop curriculum that teaches Sales Skills, Personal Development, Professional Skills and C&B systems and tools.
• Own the organization and delivery of the curriculum, either by presenting directly or recruiting other company professionals and 3rd parties when needed to act as adjunct faculty.
• Run at least 2 cohorts per year, each of which could be comprised of up to 40 sales professionals.
• Develop and run a 12-month program for each cohort, which would entail an intense 3-month onboarding program, and 9-month ‘graduate’ program that includes facets such as weekly accountability meetings, regular role play practice sessions, cold call bootcamps, book clubs and professional development opportunities.
• Develop baseline performance historical results for EDP/sales hire success by practice and then regularly measure the performance of each cohort versus the baseline.
• Build and deliver reports each month for the various brokerage practice leaders regarding:
  • Progress against training cohort learning 
  • Activity metrics
  • Sales Results
  • General developmental progress
• Conduct post-cohort surveys to understand what resonated with the sales execs and what didn’t and adjust the curriculum accordingly.
• Contribute to recruitment efforts through participating in recruiting strategies and our sales intern program.

We fully expect the Academy, curriculum, and format to evolve overtime, but the primary goals and mission of the Academy are as follows: 

• Increase producer retention rates and reduce time to validation.
• Streamline onboarding and ensure consistency of expectations/principles/sales culture.
• Support sales managers/mentors by centralizing certain training needs.
• Increase new business appointments/producer and conversion rates to working opportunities.
• Create excitement, organization and accountability around prospecting strategies, best practices, and expectations.
• Lay key foundational elements so we can efficiently scale the development of industry-leading producers and identify talent/potential earlier.

Experience:

3+ years of successful sales experience in Property & Casualty preferred, but not necessary 

and/or

2+ years of sales management and training 

Specific Skills:

• Very strong organizational, verbal, and written communication skills
• Ability to set and hit deadlines, follow through with specific tasks while under pressure. 
• Computer proficiency in Microsoft Office (primarily Excel, Word, PowerPoint) and Salesforce or other similar CRM. 
• Superior administrative, organizational, and analytical skills. 
• Ability to coach and mentor associates, build strong relationships with young, aggressive sales executives, and possess keen influencing skills.

What do you need to be successful in a position like this? We aren’t necessarily looking for a specific background as much as we are looking for a strategic leader that is willing and able to think outside the box and gets excited about the helping lead the company to success. Sales experience, sales leadership, or relevant experience is required. P&C industry experience is a plus, but not required.

Click here to view our social media videos describing the incredible sales opportunities at Cottingham & Butler: https://www.cottinghambutler.com/careers/find-it-here/full-time-careers/

Pay & Benefits

• Full salary + bonus
• Most Benefits start Day 1
  • Medical, Dental, Vision Insurance
  • Flex Spending or HSA
  • 401(k) with company match
  • Profit-Sharing/ Defined Contribution (1-year waiting period)
  • PTO/ Paid Holidays
  • Company-paid ST and LT Disability
  • Maternity Leave/ Parental Leave
  • Subsidized Parking
  • Company-paid Term Life/ Accidental Death Insurance

About the Company

At Cottingham & Butler, we sell a promise to help our clients through life’s toughest moments. To ensure we keep that promise, we hold ourselves to a set of principles that we believe position our clients and our company for long-term success. Our Guiding Principles are not just words on paper, they are a promise we make to ourselves and our clients.

These principles have become a driving force of our culture and share many common themes with the values of our clients. First, we hire and develop amazing people that have an insatiable desire to succeed, are committed to learning, and thrive on challenges. Secondly, we pride ourselves on serving our clients' best interests through quality service, innovative solutions, and constantly evaluating our performance. Third, we have embraced and are guided by the theme of “better every day” constantly pushing ourselves to be better than yesterday. Ultimately, we get more energy from the future we are creating for our people, our clients, and our company than from our past success.

As an organization, we are very optimistic about the future and have incredibly high expectations for our people and our performance. We also understand that our growth is fueled by becoming better, not bigger – growth funds investments in new resources to better serve our clients and provide the career opportunities our employees want and deserve. This is why we are a growth company and why we are committed to being better every day.