New Appointment Sales Representative, Small Business Department

We’re determined to make a difference and are proud to be an insurance company that goes well beyond coverages and policies. Working here means having every opportunity to achieve your goals – and to help others accomplish theirs, too. Join our team as we help shape the future.   

This role is part of The Hartford’s Small Commercial New Appointment Team and is designed to prospect and recruit independent agencies to increase agency distribution in key local markets across the country in support small commercial growth goals. 

In this role you will engage telephonically agency principals and sell them on the benefits of a Hartford appointment by articulating The Hartford’s value proposition to create demand. 

Success will be measured by the ability to meet or exceed sales objectives for your designated territory by utilizing the following: building strong agency relationships, rollout of new products, adherence to mix of business, focus on renewal retention, productive new appointments, promoting technology solutions and leveraging total compensation.

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Recruit New Appointments

• Prospect for new accounts, secure appointments, determine needs, deliver sales presentations, negotiate, overcome objections and close sales.

• Develop strategies focused on expanding client base within defined market segments to generate incremental new account revenue and achieve targets.

• Directly contact perspective clients and utilize authority to negotiate terms.

• Own territory plan and develop agency business goals, build agency relationships

• Work with agencies and brokers taking inbound and making outbound calls to recruit new independent agencies for the Hartford to meet or exceed sales objective

• Use a consultative sales approach in understanding agencies short and long-term objectives and provide solutions to meet the identified needs for successful partnership.

• Build long-term relationships with internal sales and management partners to assist them in achieving the sales objectives of their territories and provide updates on recruiting efforts/ plan achievement

Investigate New Prospects

• Research, interview and recruit new Small Commercial agency customers

• Conduct research and ongoing sourcing activities to identify new appointments, analyzes prospect agency characteristics to make recommendations to sales partners

• Use direct sourcing techniques such as database mining, networking with field management and sales reps and other referral internal and external referral sources

• Stay current on industry trends that impact training and recruitment decisions

Administrative Practices

• Effectively balance quality, timeliness and productivity standards

• Organized and maintains an effective pending/diary/follow-up system for sales pipeline​

Qualifications:

• Bachelor’s Degree preferred, or equivalent combination of education, training, and Insurance experience.

• Prior sales experience with a proven track record of success.

• Ability to manage multiple, high detail, deadline sensitive goals with a team-focused attitude.

• Excellent communication skills (both verbal and written).

• Professional relationship building and consultative selling skills

• Strong business acumen

This role can have a Hybrid or Remote work arrangement.  Candidates who live near one of our office locations will have the expectation of working in an office three days a week (Tuesday through Thursday). Candidates who do not live near an office will have a remote work arrangement, with the expectation of coming into an office as business needs arise. 

Compensation

The listed annualized base pay range is primarily based on analysis of similar positions in the external market. Actual base pay could vary and may be above or below the listed range based on factors including but not limited to performance, proficiency and demonstration of competencies required for the role. The base pay is just one component of The Hartford’s total compensation package for employees. Other rewards may include short-term or annual bonuses, long-term incentives, and on-the-spot recognition. The annualized base pay range for this role is:

Equal Opportunity Employer/Sex/Race/Color/Veterans/Disability/Sexual Orientation/Gender Identity or Expression/Religion/Age

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