Position Overview and Objective
Guardian Life Insurance Company of America is the industry leader in the sale of individual disability insurance products for individuals and small business. The Disability Income Specialist (DIS) is responsible for the growth and development of the disability insurance (DI) profit center in the local Guardian agency. This objective will be accomplished through building the DI sales of independent brokers as well as the agency’s Guardian Field Representatives.
The successful DIS will provide brokers in his or her unit the knowledge and support they need to write business that they otherwise could not have written. He or she will build a reputation for expertise in marketing and selling individual DI, proactive sales and case design support, and insight on industry trends and competition. Success also requires developing effective relationships with various home office teams to support brokers in their sales endeavors and build a profitable book of business.
Essential Job Duties & Responsibilities
- Schedule and make sales calls on a daily basis with new and existing brokers to strengthen relationships and identify selling opportunities. Proactive broker solicitation and development will initially involve 80% of the DIS’s efforts.
- Develop (with the General Agent and Regional Wholesaler) and execute an appropriate business plan to maximize sales and meet your unit’s production goals.
- Create agency visibility and sales opportunities through proactive marketing efforts.
- Utilize an effective contact management system to create and maintain broker profile levels (segmentation), and track business development activities.
- Achieve specific predetermined monthly, quarterly, and annual activity and sales goals.
- Identify and convert marginal brokers with potential into top producers.
- Conduct sales promotion and training meetings for brokers.
- Create and maintain a recruiting referral list of potential new agency field representatives.
Required Skills, Knowledge and Abilities
The successful DIS is a highly motivated, results-oriented entrepreneur with a strong work ethic and competitive drive to succeed. He or she must possess:
- Proven sales and relationship-building skills
- The ability to work independently and creatively in a challenging environment
- Demonstrated oral and written communication skills
- A strong focus on personal customer service
- Ability to pay attention to detail and multi-task
- Strong sense of discipline and self-organization
- Demonstrated organizational or leadership success in a social or professional organization
Profile of Desirable Candidates – For Agency Use Only
- Demonstrates a history of achievement in school, the community, and at work:
- Scholastic achievements in college
- Athletic achievements
- Community involvement and honors
- Managerial responsibility in their present position
- History of leadership roles
- Is a person of high integrity
- Entrepreneurial drive
- Effectivecommunication skills
- Enjoys networking and building relationships
- Demonstrates leadership skills
- Optimistic
- Coachable
- Disciplined, with a strong work ethic
- High energy
- Ambitious and competitive
- High goal orientation & High social confidence
- Fairly strongego defenses (can take rejection and remain motivated)
