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UNUM Managing Director - Phoenix Office in Phoenix, Arizona

Job Posting End Date: 10/18

Unum is a company of people serving people. As one of the world's leading employee benefits providers and a Fortune 500 company, Unum's financial protection benefits help protect more than 36 million working people and their families from the financial impact of illness or injury. Unum's three distinct, but similarly focused US businesses – Unum US, Colonial Life, and Starmount Life – are each a market leader in making disability, life, accident, critical illness, dental, and vision insurance accessible in the workplace.

Headquartered in Chattanooga, Tennessee, Unum has significant US operations in Portland, Maine, Worcester, Massachusetts, and Glendale, California with over 35 field offices nationwide. Colonial Life is headquartered in Columbia, South Carolina with over 40 field offices nationwide. Starmount Life is based in Baton Rouge, Louisiana, and is the dental and vision center of excellence for Unum in the US.

General Summary:Key Responsibilities include:•Overall strategic office leadership and development of local market franchise •Overall accountability and ownership for profitable block growth and sales•Overall accountability for achievement of goals through enhanced client experience, quality sales and client management execution •Office leadership in partnership with Director, Sales & Client Management and Director, Market Development •Attraction, development, retention and performance management of individuals in Sales and Client Management

Principal Duties and Responsibilities

  • Overall strategic office leadership and development of local market franchise

  • Act as a senior representative of Unum in the local marketplace, exemplifying a positive, professional and uniform image

  • Operates with an external view – understands markets, competitors, customers, legislation, etc. and leverages that knowledge to identify revenue opportunities and drive growth

  • Responsible for overall office leadership, as well as broad leadership throughout the organization

  • Broad responsibility for sales and client management

  • Positions the office for long term success through efforts focused on customer, broker and office investments

  • Delivers strategic messaging to entire office and ensures consistency in messaging to all employees

  • Prioritizes and maximizes limited resources

  • Responsible for client management – in partnership with Client Services for ongoing service and retention

  • Expense management of overall office budget

  • Owns, supports and drives the adoption and consistent utilization of key strategic, operational and technology related initiatives (i.e. Salesforce.com) across all roles and resources in their respective office (in offices with no Director, Sales & Client Management role)

  • Overall accountability and ownership for profitable block growth and sales

  • Responsible for profitable block growth and results in all assigned lines of business

  • Sales goal attainment for premium and coverages

  • Territory management – Broker and customer relationships (key accounts)

  • Territory alignment between core market teams and related goal assignments

  • Delivering office specific business plans that balance sales and profit

  • Overall responsibility for broker relationships, sales projections, renewals and persistency, quote/close activity

  • Accountable for driving key Client Manager activities (e.g. Client visits, Opportunity development and management) and assessing the quality of those activities with the objective of enhancing performance through effective coaching

  • Operational accountabilities such as pool management and renewal program management (in offices with no Director, Sales & Client Management role)

  • Office leadership and partnership with Director, Sales & Client Management and Director, Market Development

  • Visibility in the marketplace – involved in key broker/customer relationships (enabler to closing sales)

  • Ability to inspire the entire office and maintain an office work environment that is aligned with Unum’s vision and values resulting in the retention of high performing talent

  • Partner effectively with all Home Office partners to ensure Unum’s overall business objectives are focused in a collaborative way

  • Actively engages in regional and national efforts to improve the company's performance beyond their own office results

  • Attraction, development, retention and performance management of individuals in Sales and Client Management

  • Effectively manages the Director, Sales & Client Management and Director, Market Development (where applicable)– as well as an integrated team of Sales Reps and Client Managers (Core Market Team)

  • Ensures staffing levels are in line with business/office goals and objectives; owns overall staffing effectiveness and execution of staffing plan

  • Overall responsibility for recruiting and hiring key roles in the office in partnership with the Director, Sales & Client Management and Director, Market Development (where applicable)

  • Addresses performance management issues with team members in a constructive and timely manner

  • May perform other duties as assigned

Job Specifications

  • Bachelor’s degree required with substantial experience in sales

  • In-depth experience and understanding of the benefits industry, in particular in the distribution aspects

  • Superior understanding of Unum’s products and services as well as underwriting and risk concepts

  • Licensed to solicit insurance in the states within assigned territory

  • Strategic thinker and able to quickly pivot to tactical execution through others

  • Proven success in a complex business role

  • Strong, demonstrated management experience

  • Excellent interpersonal and collaboration skills

  • Strong ability to influence and persuade

  • Strong oral and written communication skills as well as problem solving skills

  • Ability to travel

Unum and its family of businesses offer world-class training and development, generous compensation and benefits packages, and a culture built on employee ideas.

Unum is an equal opportunity employer, considering all qualified applicants and employees for hiring, placement, and advancement, without regard to a person's race, color, religion, national origin, age, genetic information, military status, gender, sexual orientation, gender identity or expression, disability, or protected veteran status.

Company:

Unum

A Fortune 500 company, Unum’s family of 10,000 employees spans three countries and dozens of office locations. Our employees focus each day on delivering financial protection benefits to millions of workers and their families when they need it most.

The Unum enterprise includes Unum in the U.S. and U.K., Colonial Life and Starmount Life Insurance – each a market leader in making disability, life, accident, critical illness, dental and vision insurance accessible in the workplace.

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