Marketing Manager

Reports to

Vice President of Sales & Marketing

Definition of Position

Under the direction of the Vice President of Sales & Marketing, the Marketing Manager performs

diversified duties both within and in support of company. These duties involve contributing to the maintenance of a positive corporate image by providing clients and affiliated company accounts with the highest possible level of service regarding administration of the company’s program. Assures that the proper channels of communication between the account and internal departments of company are effectively maintained and utilized. Provides assistance and input to achieve short-range and long-range business development objectives within the regional service markets.

Major Responsibilities and Related Tasks

I. Sales

a. Make sales calls to prospective customers for the purpose of developing new business or to maintain existing business by initiating improvements in service

delivery.

b. Manage appointed agents to ensure awareness of internal updates and service enhancements.

c. Accomplish a closure of new accounts, or obtain the number of submissions as determined by the VP of Sales & Marketing.

d. When an associate provides a lead, follow-up must be timely.

e. Utilize ACT on a day to day basis for documenting communications with prospective policyholders.

f. Assist in the coordination of targeted mailings.

g. Perform other duties as required or directed.

Customer Service

a. Provide accounts with courteous and timely responses to inquiries and correspondence.

b. Ensure that all administrative matters relative to assigned agencies are handled efficiently and in a timely manner. Provide assistance in assuring that proper channels of communication are maintained between the client company, appointed agency and the internal areas of company.

c. Utilize ACT on a day to day basis for documenting communications with current policyholders.

d. Complete customer survey on an annual basis or more often if necessary.

e. Complete in-person renewals for direct accounts.

Administrative

a. Submission Management: initiate, lead and direct regional new business opportunities.

b. Design, enhancement and maintenance of the company website.

c. Development of marketing materials, including prospecting brochures, new account welcome packets, direct mail pieces and company newsletters.

d. Document sales activity on a day to day basis.

e. Provide management with information regarding administrative needs of clients as well as trends and problems identified through monitoring of performance.

IV.

Protect the confidentiality of information within areas of own position responsibilities by preventing unauthorized release, both verbally and/or in writing.

Planning

a. Forecast: Provide the data to prepare, update and control forecasts covering projected new business sales, agency agreements and retention of existing clients.

b. Marketing and business planning: Develop marketing plans, business plans, sales strategies and action plans for all identified targets of opportunity that clearly define objectives, goals, schedules and action assignments.

c. Establishes both short- and long-range plans within the scope of organization-wide policies and common goals. Consults with Vice President of Sales & Marketing.

d. Market Analysis: Maintains a market analysis defining the total market, company market share, competitor market share and available market share. Analyzes and

defines the market for growth.

General

a. Promote continuous quality improvement effort to enhance the services provided.

b. Demonstrate positive attitudes and positive actions through a display of courtesy, congeniality, cooperation, sensitivity and professionalism.

c. Maintain good rapport and cooperative relationships. Approach conflict in a constructive manner. Help identify problems, offer solutions and participate in the

resolution.

d. Maintain Resident Producers License by completing required continuing education classes.

e. Additional responsibilities as designated by the Vice President of Sales & Marketing and/or President.

Knowledge and Skills

Intensive knowledge of specialized field and broad knowledge of marketing functions and sales.

Excellent communication and interpersonal skills. Demonstrated ability to coordinate a high level of activity under a variety of conditions and constraints. Direct sales experience with emphasis on major accounts and knowledge of the designated territory/ targeted area. Previous sales management experience.

Advanced interpersonal skills necessary to interact effectively and negotiate with business representatives when promoting services. High level of analytical and problem-solving skills

necessary to determine client needs and facilitate the necessary changes to maintain client satisfaction.

An in-depth knowledge of the services being sold. Duties require a well-organized individual with detail

oriented and analytical skills. Requires strong communication skills.

Training and Experience

Bachelor’s degree in Business, Health Care Administration or related field or equivalent combination of education and experience. Ten to Twelve years of sales/marketing experience in the insurance or healthcare industry. Successful completion of the state licensing class and obtaining a Michigan P & C

Producer license is required.

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Marketing Manager