Accident & Health Sales Executive @ Hartford Financial Services Group

Job Information

Job Description:

Sales and Persistency (70%) 

  • Achieve new business premium and line count goals each year as determined by A&H leadership.
  • Participate in 20-30 meetings each month with agents, brokers, and other potential sources of A&H sales in partnership with other functional areas or on an independent basis; use time to present new products, train staff, manage relationships, or cross-sell.
  • Identify and develop new partnerships with national, regional and local brokers or program managers that are actively producing business or expanding into the A&H market niches.
  • Maintain assigned relationships with A&H distribution channels and their associated producers. Generate new opportunities, new gross written premium and growing profits. Leverage legacy relationships into successful A&H sales.
  • Develop annual business plans and strategies to market A&H products within an assigned product area and/or territory.
  • Be consultative within assigned regions at the case level throughout the sales process – including proactive identification and engagement of opportunities, assistance with underwriting process, sales support, and routine follow ups.
  • Collaborate with A&H underwriting, underwriting support, and compliance to ensure submissions are complete and compliant.
  • Represent A&H by regularly attending internal huddles and marketing meetings in assigned regional offices, along with relevant local insurance related industry functions.

Field Sales & Relationship Management Support (20%)

  • Cultivate partnerships with contacts at all levels of HIG’s Group Benefits, Small Commercial, Middle Market, Specialty Commercial, and Personal Lines divisions to increase product awareness and grow an active cross-selling pipeline for A&H.
  • Be a meaningful marketplace presence within assigned regional offices to help grow existing producer partnerships and cultivate new relationships where applicable that lead to A&H production from internal/external contacts.
  • Drive efforts within assigned regions to increase field expertise and competency with an intense focus on training, knowledge transfer, best practice sharing, and strong partnership and coordination with partners.
  • Anticipate the needs of producers and respond proactively.
  • Be an active participant in Distribution team meetings to ensure knowledge is disseminated accurately and clearly to the benefit of others.

Sales Reporting & Expense Management (10%)

  • Regularly update an active A&H sales report for review by A&H leadership that tracks activity and pipeline by distribution channel.
  • Track producer results and make recommendations to improve submission activity and line count where necessary.
  • Budget for travel and entertainment needs in assigned territory with manager.
  • Develop an annual business plan mapping the path towards meeting premium and line count targets in coordination with manager for presentation to A&H leadership.
  • Regularly enter call reports into designated platform that summarize sales meetings, outcomes, and next steps.


  • Bachelor’s degree strongly preferred or equivalent work experience
  • 5+ years of prior sales experience with specific emphasis and successful track record in A&H sales preferred.
  • Entrepreneurial personality who is results-oriented, highly resourceful and a motivated self-starter.
  • In-depth knowledge of A&H specific products including a keen understanding of the competitive landscape preferred.
  • Extensive knowledge of business, distribution channels, producers, and competitors.
  • Strong organizational and communication skills – polished verbal, written, and presentation skills are a must.
  • Strong leadership and negotiating skills – internal and external.
  • Demonstrated strategic planning and organizational leadership capabilities.
  • Exceptional relationship management and influencing skills; able to work successfully across the field and home office cross-functional areas to influence outcomes and drive results.
  • Believes that The Hartford is a great place to work, knows how to inspire, motivate, and create a positive team environment.
  • Extensive regional travel required.

Experience Level: Senior
Work From: Onsite

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