Position Overview

Manager, Sales Engagement

Reports to AVP, Corporate Marketing

Why Join Foresters?

ForestersTM is more than a life insurance provider. They don’t have shareholders. Instead, they invest in their members, their family and the communities where they live. Foresters' purpose is to champion the well-being of families through quality life insurance, unique member benefits and inspiring community activities

A career with Foresters

A satisfying career comes from doing business in good company. Foresters offer their employees the opportunity to build a highly rewarding career by helping their members and the communities in which they live

A career with Foresters offers training to help its employees sustain personal and professional growth, and incentives to celebrate and reward your success.

They're committed to serving our members and their communities, and to supporting your success as an employee because when you elevate your career with Foresters, the organization succeeds with you

The Position

The Manager, Sales Engagement is a newly created leadership role in Corporate Marketing at Foresters, reporting to the AVP, Corporate Marketing.

In conjunction with the US and Canada Divisions, the successful candidate will support the divisions’ goals to increase channel and producer loyalty. The overarching mandate for this role is to support the divisions in educating and involving our distribution channels/producers on Foresters fraternal purpose/benefits of membership and community initiatives. This will be achieved by providing marketing communication services and engagement programs that reflect the needs of the divisions’ while increasing producers’ ability and opportunity to leverage Foresters difference in their recruiting, prospecting, sales and retention efforts. This role will be accountable for achieving the following outcomes:

Foresters channel partners and their producers are increasingly aware of Foresters Story

An increasing number of producers participate in key community and member involvement events and have a positive brand experience

Distribution partners and their producers regularly access and use Foresters Story marketing and merchandising tools and find these tools valuable in their recruiting, prospecting, sales and retention efforts

This role is supported by a Program Specialist, Sales Engagement

Key Responsibilities and Accountabilities

Program Development

Assess current situation to identify gaps and areas of opportunity to increase Foresters independent distribution partners’ awareness and understanding of Foresters difference

Develop innovative and cost-effective communication and sales tools, materials and initiatives to communicate and educate producers on Foresters community and membership difference

Develop and promote a sales engagement program for Foresters in the US and Canada. This program will serve as a one-stop shop for distribution partners to access and experience key elements of Foresters difference through participation in community and member involvement events. This program will require significant and on-going consultation with the US and Canada sales and marketing leadership and Membership leadership to ensure buy-in and adoption

Materials, tools and programs must resonate with the target audience; reflect the needs of the country divisions and the business dynamics of various distribution channels

Communications

Regularly and cost-effectively merchandise and promote Foresters difference and the sales engagement program with producers using a systematic and planned approach

Acquire an in-depth understanding of Foresters brand framework, visual and verbal guidelines to ensure that all sales engagement collateral and programs, including on-site experience, are consistent with Foresters brand

Stakeholder/Audience Engagement

Build relationship and consult with Membership leadership (VP Membership; Sr. Manager, Loyalty programs; Manager, Community Programs) and Sales and Marketing teams in US and Canada, including National Sales Managers (US) and Sales Directors (Canada) to generate new strategies and opportunities in support of divisions’ producer awareness and engagement goals

Functions as the key account manager between country sales teams and membership/marketing

Conduct regular in-field visits to build relationships, visibility and credibility and to gather feedback on initiatives and programs to inform improvement efforts

Deliver presentations/training on Foresters difference/benefits of membership to key audiences in the US and Canada

Project Management

Project manages all deliverables from idea generation to consultation through to effective delivery and post-implementation review and measurement.

Provide regular updates on progress made, successes achieved, lessons learned and the way forward. Reporting will include the identification and regular reporting of key milestones, deliverables and timetables to the AVP, Corporate Marketing

Management, Budgeting and Measurements

Manage the sales engagement budget, review budget/forecasts vs. actual and take necessary actions

Manage and coach the Program Specialist including objective setting, role definition and identification of key cross-functional relationship, ensuring clarity of accountabilities and authorities to improve efficiencies and effectiveness of day-to-day efforts

Prepare and oversee all HR functions for direct report, from performance management to vacation planning

Develop outcomes-based measurement and reporting system for Sales Engagement program to inform continuous improvement efforts

Key Qualifications/Competencies

Candidates for the Manager, Sales Engagement role require a wide range of capabilities to perform the role, including the following:

Bachelors Degree with 7-10 years in marketing and/or sales management experience, preferably in financial services/insurance

A ‘client service mentality’ with demonstrated client-facing skills and experience working in B2B environment and/or experience in developing and executing training and marketing programs and materials for a franchise operation

Knowledge, experience in developing and executing marketing communications strategies for insurance carriers operating with an independent distribution model

Socially extroverted with excellent relationship building and influencing skills, to build and influence at both strategic and operational level across the organization

Ability to deliver a consistent and differentiated brand experience to distribution partners/producers through appropriate event planning and execution skills

Strong written and verbal communication skills, including presentation skills, executive level presence and experience in managing diverse stakeholders to create ‘win-win’ solutions

Ability to multi-task, work effectively under pressure and be very solution-oriented

Strong conceptual and analytical skills, including finely tuned project management skills

A self-starter who is able to perform effectively in dynamic environment where roles and responsibilities may be periodically blurred

Bias for action and a passion for excellence

A proven track record demonstrating good business judgment, an ability to make decisions, and a passion for excellence

Strong people manage

Travel required – 25-30%