Sales Manager
Who are you? A driven sales leader responsible for managing an experienced team of Account Executives (AEs) selling into the re/insurance industry. This includes coaching our AEs as they identify, manage, and close sales opportunities, all while managing and growing our relationships with both prospects and existing customers in the re/insurance industry for the Americas territory. You should be intellectually curious and able to learn the needs of our customers, the key underpinnings of our catastrophe models as well as the software applications on which to access them, and how we can help our customers with our solutions. You must be sales-driven, innovative, and have a strong focus on delivering exceptional value for customers all while building lasting relationships.
You will be part of a Boston-based sales team for Verisk Catastrophe and Risk Solutions (CRS). Verisk CRS (formerly AIR Worldwide) provides catastrophe risk modeling solutions that make individuals, businesses, and society more resilient. We founded the catastrophe modeling industry in 1987, and today model the risk from natural catastrophes, terrorism, and casualty risk. Insurance, reinsurance, financial, corporate, and government clients rely on Verisk’s advanced science, software, and consulting services for catastrophe risk management, insurance-linked securities, site-specific engineering analyses, and agricultural risk management.
Attain assigned annual team sales goal and facilitate each AE to achieve their individual sales goals
Ensure excellent client service and account management, thereby enabling our solutions to become deeply embedded in client workflows and making Verisk a key strategic partner to our clients
Successfully coach, mentor and assist sales team to develop a deep understanding and a high level of trust within each of their respective assigned sales territories
Effectively coach, mentor and develop Sales Team to achieve mutual sales success, AE professional development & career aspirational goals
Collaboratively develop and proactively maintain effective sales strategies to increase revenue within assigned sales territory
Manage & communicate sales team territory activity, updates, call reports and opportunities within the Verisk CRM system
Support sales team in pre and post sales call strategy, value prop development & messaging, business case pricing proposals and contractual agreements
Coordinate and work closely on sales opportunities, where required or where cross-BU bundle opportunities exist, with other internal Verisk Analytics peers
Engage clients to learn about their challenges and what solutions would help them, capture developing industry trends, new product ideas and competitive intelligence within our market to share internallywith stakeholders
Travel to select re/insurance companies and represent Verisk at industry conferences in North America (10-20% of the time)
- Experience
- 5-10 years of experience selling complex enterprise software solutions, ideally in the insurance industry, in a closing role (SaaS or On-premise solutions)
- Prior sales management experience is a plus
- Experience working for a carrier in the P&C Re/Insurance Industry is a plus
- Knowledge of catastrophe modeling is a plus
- Education
- Bachelor’s degree required (Business or quantitative field of study is preferred)
- Master of Business Administration (MBA) is a plus
- Location
- Ability to come into Boston office 2-3 days per week is preferred
- Open to fully remote position for the right qualified candidate