Regional Sales Manager

FM is a leading property insurer of the world's largest businesses, providing more than one-third of FORTUNE 1000-size companies with engineering-based risk management and property insurance solutions. FM helps clients maintain continuity in their business operations by drawing upon state‑of‑the‑art loss‑prevention engineering and research; risk management skills and support services; tailored risk transfer capabilities; and superior financial strength. FM is currently looking for a Regional Sales Manager based in our Paris Office to join our Global Sales EMEA and APAC team. Responsibilities Lead the region’s new business development activities by ensuring Business Development Executives (BDEs) are coached, developed, and mentored in the field. Write profitable new business, guide and direct collaboration with Operations, and supervise management of the team’s Sales Funnels. Ensure prospecting efforts produce well‑aligned clients who view FM as Trusted Advisors through the effective use of the Client Service Process. Open doors, create new opportunities, and maintain a full funnel at all times. Engage and collaborate with Division Managers (DMs), Operations Management, and Business Development Specialists (BDSs) to meet individual and regional goals. Develop the necessary skills and talent to sell risk improvement, close direct business, and win with brokers. In conjunction with the DM and the VP of Sales, establish New Business objectives at regional, division, operation, and individual levels. Achieve new business objectives for the region, including new business premium, percent direct quota, quote/written ratio objective, and number of calls. Work with divisional and operations management to support the sales process by engaging DMs, Operations Managers (OMs), and other key personnel to target mutually agreed prospects. Where Possible / Appropriate, They Should Work with the Sales Enablement Manager to expedite prospect qualification, research, lead development and nurturing by dedicated Business Development Specialists. Develop, coordinate, and implement both an annual and 3-year strategic sales plan for the region, covering prospect, broker and BDE development and presented at least annually to Operations Management. Conduct quarterly meetings with BDEs to check the status of “best few” and “in funnel” prospects, focusing on overcoming hurdles and objectives as a team. Engage and integrate BDEs in operations and work with Operations management to promote FM’s dual delivery strategy. Evaluate BDE performance in conjunction with Operations management. Collaborate with operations management to develop strategies to maximize relationships with brokers and consultants. Lead the Client Service Process by striving for early CST appointment, collaborative prospect strategies, and using associated tools. In CRM, document call plans and reports, develop client service plans, and create proposals that affirm value and demonstrate risk improvement plans. Create and maintain sales territories of equal opportunity and equivalent prospect workload for individual BDEs. Leverage BDSs to qualify the entire region’s universe of prospects. Ensure BDEs continuously fill their funnel, especially while managing Best Few prospects. Train BDEs to collaborate with BDSs to push prospects down the funnel. Manage accurate CRM data for all prospects assigned to BDEs. Use available tools to plan call activity strategically and ensure call quality criteria are met. Dry‑run key meetings with BDEs to ensure proper call planning. Establish and monitor an annual call planning process and set monthly objectives for direct and face‑to‑face calls on strategic players. Qualifications Bachelor’s Degree. 10 or more years in the Insurance Industry with proven leadership ability. Strong listening, communication, and persuasion skills. Seniority level Director Employment type Full‑time Job function Sales and Business Development Industries Insurance FM is an Equal Opportunity Employer and is committed to attracting, developing and retaining a diverse workforce. #J-18808-Ljbffr