1. Commercial Specialist
Summary
Primarily works with new and existing Agents to market and sell Commercial products. Commercial
Specialist will also help Agents increase their knowledge and sales skills as well as overall awareness and
understanding of products offered. Provides Commercial product and sales training and support to help
develop Agents and meet assigned goals.
Suggested Best Practice Job Functions
 Core job duties include (but are not limited to):
 Shows Agents how to sell Commercial products to their existing book of business and external
prospects.
 Teaches Agents and staff how to farm their book of business in order to generate leads and
cross-sell opportunities.
 Accompanies Agents in the field as they learn how to prospect for new Commercial customers.
 Develops and facilitates sales and/or product training classes at individual (Agent), or operation
levels, e.g. delivery of compliance approved sales presentations, the development of marketing
ideas and cross-sell techniques, joint sales calls.
 Assists District and Agents in all phases of writing and servicing Commercial insurance.
 Develops and facilitates Commercial sales promotions and product communication pieces.
 Helps develop Commercial business plans designed to improve production and/or exceed
assigned goals and expectations, e.g. sales concepts, marketing programs, presentations.
 Maintains a close liaison with corporate resources in order to deliver quality and compliant
support to Agents and District.
 Performs other job duties as assigned.
Core Competencies
 Business Results – ability to meet individual performance metrics and sales goals.
 Drive and Productivity – ability to achieve great results from ordinary circumstances; prepares
for problems or opportunities in advance; undertakes additional responsibilities and responds to
situations as they arise without supervision.
 Time Management – ability to handle and prioritize multiple tasks and see them to successful
completion.
 Communication – excellent verbal and written communication skills.
 Teamwork – accepts feedback when offered and works well with others.
Preferred Skills and Abilities:
 CIC or CPCU designations preferred.
Physical Environment:
 Required job duties are normally performed in the field working with Agents or in a climate-
controlled office environment.
Education Requirements:
 Four-year college degree.
 Property & Casualty and Life & Health insurance licensed.
Experience Requirements:
 Two years in the insurance industry, either in personal production or in other sales positions.
Preferably with commercial insurance experience.
Special Skill Requirements:

2.  General marketing and sales knowledge.
 Demonstrates above-average capabilities in consultative selling and prescribing products to
deliver customer solutions
 Demonstrates above-average oral and written communication skills. Possesses the ability to share
information in a clear, concise and well-organized manner. Has experience with group
presentations and public speaking.
 Personal computer skills, e.g. Microsoft suite, Internet, Lotus Notes.