Agency Sales and Relations Specialist


Department: Sales/Underwriting
Reports To: VP Sales
FLSA Status: Exempt
Prepared Date: October 12, 2022
Job Level / FLSA:  Professional/Managerial #1/Exempt


Under general supervision, the Agency Sales and Relations Specialist is responsible for managing and developing a sales territory consisting of Independent Agencies of varied profiles. Achieving success will include optimizing the growth potential of assignments; exceeding or meeting year over year growth and profit objectives; utilizing sales tools within a consultative sales framework; developing competitor intelligence; and collaborating with team members in the office on product, pricing, agency management decisions and works well in a team/office environment.  This will occupy 50% of the Agency Sales and Relations Specialist responsibilities.  In addition, the other 50% of the Agency Sales and Relations Specialist responsibilities include providing agency partners with fast and efficient customer service to help with Agency Link and LiNNKus production and system issues. This person will also provide on demand systems training to the agents to exceed an excellent agent experience.

Essential Duties

  • Agency Support: Responsible for Independent Agency assignments. Applies agency diagnostics and segmentation. Identifies opportunities to cross sell Northern Neck products and shares information with other sales representatives and or agents. May facilitate workshops via webinar.
  • Influencing the Sales: Responsible for profitable development of agencies within agency assignments. Influences agents to quote and sell Northern Neck products to customers. Executes the sales strategy of growing Northern Neck’s market share within their agency assignment. Articulates a sales process that is mutually beneficial, and identifies solutions to agency needs, providing consistent follow through with agents, peers, and other team members. Ensure that agency staffs are fully trained (products, automation for quoting and INOW in total).
  • Agency Diagnostics: Completes strategic plan for agency assignment to identify opportunities and potential challenges from which strategies and tactics are developed. Builds and uses best practices regarding agency operations, works consultatively to follow up with plans, holds owners accountable for agreed upon actions. Diagnosis agencies’ interests and ability to grow business and motivates agents to succeed. Initiates marketing strategies/processes to attract and retain new business. Recommends business solutions and programs to meet objectives. Has thorough knowledge of Northern Neck’s computer systems and can assist agencies when needed. Understands Northern Necks’ focus and appetites and seizes opportunities to cross-sell Northern Neck’s products by initiating cross-functional meetings. Stays current on product/pricing changes. Articulates company position and seeks out business with appropriate agencies to meet objectives.
  • Advising: Communications skills are strong, professional both verbally and written. Drive results through regular contact with agency assignment and effective communications backed with diagnostics/mutually agreed upon plan. Assumes personal responsibility for achieving outcomes, working collaboratively with all. Dependable/responsible. Able to communicate and explain difficult situations and achieve buy-in.
  • Troubleshoot and work with other departments as needed to resolve agent inquires, this may involve contracting other departments explaining issue(s) and soft transferring agent to other departments to get issue resolved.
  • Assist agents with working Task in INow.
  • Responsible for all licensing changes within the assigned agents.
  • Other duties as assigned. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.
  • All employees are expected to participate in catastrophic events. 

Skills Required 

Excellent written and verbal ability.  Strong interpersonal skills with good ability to listen.  Good attention to detail and ability to multi-task on a regular basis. The position requires patience and a willingness to work with people with conflicting views.  Must be able to make difficult decisions to carry out agency management.  Must be able to articulate Company position while understanding the agent’s needs.


Bachelor’s degree or equivalent industry experience.  Underwriting or agency experience helpful.  Virginia insurance license preferred.  Advanced knowledge of Microsoft Office.

Physical Demands and Work Environment

Some of this job is done in the assigned territory, traveling and meeting with agencies and does require attendance at off-site meetings, conferences, and seminars.

It will include regular travel with some overnight travel.  The physical demands require the ability to sit, talk, see and hear and to be able to operate an automobile, telephone and computer keypad. 

Reasonable accommodations may be made to enable those with physical disabilities to perform essential functions.