Encompass Alternative Distribution Manager

 Not Specified
 Not Specified
 Wednesday, March 25, 2020

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Job Description

Job Summary: 
Manage the development and expansion of Encompass’ Alternate Distribution book of business. Core responsibilities will include managing controlled, profitable growth with existing Alternative Distribution accounts and prospecting new relationships that support our new appointment model attributes. Scaling this channel will require some prior project management experience, strong knowledge of the Alternative Distribution market and associated players.   Achieve strategic objectives and business goals by directing sales-related and channel management activity within assigned Alternative Distribution Accounts, monitoring quality metrics, transaction flow, book progress and making appropriate adjustments. Work effectively with business partner ownership/management team and Encompass cross-divisional leadership team. This position is responsible for generating profitable growth and revenue within existing and new Account operations.  

Encompass defines “Alternative Distribution Channel” as transactions initiated through non-traditional lead generation and bound by an agency entity. Alternative Distribution players typically fall in to ‘3’ dominant models or combination thereof: 

1)    Online Lead Generation Models – leads driven by affiliate marketing, digital marketing, SEO optimization, price comparison websites, digital insurance agencies
2)    National Call Center Models – fulfilling lead generation for affiliate, online and so forth. Fulfillment for price comparison websites, aggregators with non-localized models
3)    Non-Traditional Agencies – emerging agency types including insurance carrier-owned & InsurTech opportunities

Business operations are generally centralized however some are de-centralized, with producing agents spread geographically across the country. The Alternative Distribution Manager works closely with the inside sales team, education/ training department, product/ underwriting team and operations team to closely manage account results and ensure successful onboarding and support of new producers. 

This is a field-based position, reporting to the Director of National Accounts & Alternative Distribution, and is eligible to participate in sales compensation and recognition programs. Travel is required. 

Key Responsibilities

  • Prospect, quantify and appoint new Alternative Distribution accounts, cultivating productive relationships
  • Effectively manage existing Alternative Distribution Account relationships to achieve Encompass’s desired business results
  • Negotiate national compensation deals that fall within established finance guidelines that support desired business results
  • Work with cross-functional business partners to develop and implement effective, tailored strategies and respective tactics to achieve Account-specific growth, profit and retention goals
  • Partner with Encompass Inside Sales Consultant and/or local Territory Sales Consultants to manage relationship to sales-specific goals, book quality measures and reinforcement of target market, appetite, products and systems knowledge
  • Distribute active, structured communication with Field Sales Team, Home Office Partners (inclusive of Encompass Senior Leadership), to drive transparency and educate on Alternative Distribution Channel Accounts
  • Elicit action where needed to achieve desired business results or resolve unique Account-based issues
  • Using in?depth industry and company knowledge, prepare complex proposals (cost/benefit analysis) to make recommendations on new appointment opportunities, consideration for technology investment where business need/ strong business case to do so (customized program) to optimize account potential and achieve desired business results
  • Leverage market knowledge and command of relationship, to maximize account potential and achieve desired business results
  • Travel required
     

Supervisory Responsibilities:

  • This job does have supervisory duties

Job Qualifications

Education and Experience 

  • Bachelor’s degree required; business or technical discipline preferred and/or an MBA

 

Certificates, Licenses, Registrations

  •  Industry certifications preferred (CPCU, CHFC/CLU)

 

Functional Skills

  • Strong Project Management skills
  • Strong organizational and interpersonal skills; Ability to manage objectives and priorities across multiple teams and projects, both in person and virtually
  • Proven leadership skills and intellectual horsepower to influence at all levels of an account (owners on down to frontline associates). 
  • Effectively lead and collaborate with Encompass and Allstate organizations
  • Strong account management capability, analytical thinking capacity, project leadership and planning/goal setting experience
  • Excellent communication skills, business writing aptitude, presentation preparation/ facilitation
  • Extensive knowledge of the Alternative Distribution and Independent Agency channel, including industry competitors, important industry associations and core conferences
  • Experience in insurance product/systems, sales management and business management

The candidate(s) offered this position will be required to submit to a background investigation, which includes a drug screen.

 

Good Work. Good Life. Good Hands®.

 

As a Fortune 100 company and industry leader, we provide a competitive salary – but that’s just the beginning. Our Total Rewards package also offers benefits like tuition assistance, medical and dental insurance, as well as a robust pension and 401(k). Plus, you’ll have access to a wide variety of programs to help you balance your work and personal life -- including a generous paid time off policy.

 

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Allstate generally does not sponsor individuals for employment-based visas for this position.

 

Effective July 1, 2014, under Indiana House Enrolled Act (HEA) 1242, it is against public policy of the State of Indiana and a discriminatory practice for an employer to discriminate against a prospective employee on the basis of status as a veteran by refusing to employ an applicant on the basis that they are a veteran of the armed forces of the United States, a member of the Indiana National Guard or a member of a reserve component.

 

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