Head of Sales and Marketing, Travel Insured International- Remote

Crum & Forster Company Overview

Travel Insured International (TII), a Crum & Forster company, is hiring a Head of Sales & Marketing to lead our Sales and Marketing organizations at our Glastonbury, CT office.   

Travel Insured International is a leading travel insurance provider with more than 25 years in business. As a key component of our Specialty Business Unit (SBU), within the Accident & Health division, TII provides travel protection plans to help each individual travel confidently. Travel Insured International is proud to offer products to consumers and to agency partners of all sizes. We are committed to providing dependable coverage, great value, and end-to-end satisfaction for all customers. 

Job Description

The Head of TII Sales & Marketing, reporting directly to the President and collaborating with Executive Leadership Team members is responsible for directing the strategy, planning and activities, for enterprise sales, account management and marketing. This role’s main responsibility will be to lead a team of professionals to meet goals and achieve excellent results through effective brand and campaign marketing initiatives, new business pipeline development, and organic growth through strategic account management. This high-impact senior management position comes with significant responsibilities, so candidates should demonstrate leadership abilities that can succeed in such a role.

Key desired outcomes include:

• Establishment of short and long-term sales goals and quotas in line with strategic objectives
• Provide prospects and opportunities for acquiring new partners and customers
• Generate new streams of revenue
• Reduce Customer Acquisition Costs (CAC)
• Establishment of category leadership, increased market penetration and expanded brand equity
• Identification of key marketing outlets and competitive strategies that will enable achievement of maximum sales volume

This role will manage leaders of people.

What you will do:

Develop and execute the strategic plans for sales and marketing, and manage the brand of TII.

Marketing Responsibilities:

• Develop the company’s overall branding, marketing and corporate communication strategies in line with the company’s business development objectives and market characteristics and trends
• Establish and execute the brand marketing plan, increasing brand awareness, driving website traffic, and engaging users to drive them to our sales channels (website, social media, brand partnerships)
• Define marketing strategies to support the company’s overall strategies and objectives
• Build a high performance, high engagement marketing organization: Establish the vision for high performance marketing
• Organize the marketing functions and operations (branding, communications, etc.) to convey the company's distinctive voice and lead to meaningful business results
• Create a practical marketing plan and oversee its implementation day-to-day to drive traffic and sales across business centers and channels
• Coordinate marketing efforts across channels, including campaign design, public relations, and others
• Identify, advocate, and improve brand values, ensuring they are communicated across a variety of media and sales channels in a consistent and appealing manner
• Develop and maintain relations with external agencies such as marketing consultants, creative agencies, and negotiate contracts
• Oversee the development of marketing collateral for direct to consumer campaigns, marketing events, trade shows and conferences in keeping with the marketing communication strategy of the Company
• Responsible for planning, execution, goals and results of direct to consumer business center and activities
• Supervise and participate in the company’s representation at key industry events and exhibitions across the globe
• Listen to the trends of the market and direct the market research efforts of the company to maintain market intelligence on marketing propositions of competitors and trends and ensure sharing of market intelligence with the business development teams
• Ensure compliance with corporate governance policies and procedures in the execution of marketing activities
• Report monthly on marketing results and KPIs tracking trends and opportunities

Sales & Account Management Responsibilities:

• Develop the Sales & Account Management (SAM) strategy based on regional and global market research to generate business opportunities and prioritize target markets, prospects and accounts
• Direct the optimization, strategy and delivery of processes and services for effective sales and account management operations, inclusive of sales lifecycle reporting, pipeline and forecast management, annual operating plan creation and management, and cross-functional team collaboration. 
• Accountable for the accurate reporting of sales performance results at the desired cadence (i.e. daily, weekly, monthly, quarterly, annually) and cross functional work with leadership in SAM, Analytics and Finance to drive those results. 
• Work with leadership across TII (i.e. IT, Marketing, Operations, Product Development and Underwriting) to analyze, report on and proactively recommend updates to program performance, process improvement, system enhancements and more.
• Oversee all new business sales production for the organization, managing the team responsible for these activities, and executing on the organization’s strategy for profitable revenue growth
• Develop size and skills of sales team to match business development efforts
• Set and meet sales targets along with the sales teams, coupled with developing and maintaining a pipeline of potential and existing customers
• Oversee all sales production from existing accounts (organic growth) for the organization, managing the team responsible for these activities, and executing on the organization’s strategy for profitable revenue growth
• Oversee the SAM support team to ensure an efficient customer service operation to respond to partner and accounts needs and complaints
• Create a solid network of strategic partnerships
• Ensure all marketing and sales strategies are in compliance with corporate governance policies and procedures

People Leadership:

• Provide the leadership necessary to maintain a motivated, productive and competent team through open communication and delegation of responsibilities and authority
• Act as a team leader and builder who has an eye for talent with the ability to maximize resources and capability to deliver business results
• Demonstrate strong mentoring, relationship building, planning and organizational skills
• Guide and direct subordinates in their personal and professional development
• Create a working environment where productivity can be sustained and accomplished, and where innovation and personal growth is encouraged and realized
• Drive and role model the A&H culture, values and C&F core competencies within their teams

What YOU will bring to C&F:

• Strategic thinker who can translate strategy into business-wide operational tactical initiatives
• Experience with and ability to lead through organizational transformation and change initiatives
• Experienced leader who focuses on people and builds successful teams through collaboration and creativity
• Proven ability to quickly build rapport and credibility with multiple stakeholders across the organization at every level and team oriented
• Ability to balance and influence multiple competing priorities
• Strong management skills including decision-making, negotiation, risk management
• Grasp of consumer behavior trends, generate creative ideas, and optimize current/future campaigns
• An aptitude for fast learning, tempered by a keen business sense
• Excellent collaboration and organizational skills, excelling at both high-level thinking and execution
• Excellent communication and presentation skills (verbal and written), with the ability to actively listen, influence, negotiate and coach
• Ability to apply marketing techniques over digital and non-digital channels
• A leader with both creative and analytical capabilities

Requirements:

• BS/BA in business administration, marketing, communications, or other relevant field is required. An MBA is preferred.
• 15 years Insurance or financial or related services industry experience in management and/or executive roles
• Experience in data analysis and budget management is required
• Knowledge of CRM and marketing automation technologies and methodologies is required
• Proven experience in sales, account management and marketing at an executive level is required
• Formal Change Management training a plus
• A track record of building high performing sales and account management teams and achievement of growth results
• Extensive experience developing omni-channel marketing strategies and business plans (branding, promotions, etc.)
• Solid understanding of market research and data analysis methods
• Intermediate to Advanced proficiency with Microsoft Office (Word, PowerPoint, Excel, etc.)
• Salesforce or other Client Management System experience is preferred
• Ability to attend several conferences per year is required
• Requires 50% travel, which may include International travel
• If you prefer a hybrid schedule, we have several offices across the country

What C&F will bring to you

• Competitive compensation package
• Generous 401K employer match 
• Employee Stock Purchase plan with employer matching
• Generous Paid Time Off
• Excellent benefits that go beyond health, dental & vision. Our programs are focused on your whole family’s wellness including your physical, mental and financial wellbeing
• A core C&F tenant is owning your career development so we provide a wealth of ways for you to keep learning, including tuition reimbursement, industry related certifications and professional training to keep you progressing on your chosen path
• A dynamic, ambitious, fun and exciting work environment
• We believe you do well by doing good and want to encourage a spirit of social and community responsibility, matching donation program, volunteer opportunities, and an employee driven corporate giving program that lets you participate and support your community

Crum & Forster is committed to ensuring a workplace free from discriminatory pay disparities and complying with applicable pay equity laws.  Salary ranges are available for all positions at this location, taking into account roles with a comparable level of responsibility and impact in the relevant labor market and these salary ranges are regularly reviewed and adjusted in accordance with prevailing market conditions. The annualized base pay for the advertised position, located in the specified area, ranges from a minimum of $145,800.00 to a maximum of $243,000.00. The actual compensation is determined by various factors, including but not limited to the market pay for the jobs at each level, the responsibilities and skills required for each job, and the employee’s contribution (performance) in that role. To be considered within market range, a salary is at or above the minimum of the range. You may also have the opportunity to participate in discretionary equity (stock) based compensation and/or performance-based variable pay programs.

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At C&F you will BELONG:

We value inclusivity and diversity. We are committed to equal employment opportunity and welcome everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. If you require a special accommodation, please let us know.