Commercial Lines Sales Manager (Insurance)

ESSENTIAL DUTIES AND RESPONSIBILITIES: include the following.

The Commercial Lines Sales Manager is responsible for leading, developing, and supporting the agency’s Commercial Lines Producers and Inside Sales team, with a primary focus on new business production, pipeline management, and sales execution. This role works closely with the Director of Sales & Marketing to implement growth strategies and  remains focused on day-to-day sales leadership and producer performance. 

The Sales Manager is execution-driven, owning producer accountability, lead conversion, and referral outcomes. This role strengthens partnerships with banking affiliates by driving referral generation and producer engagement, while collaborating with—but not duplicating—the responsibilities of Operations, Service, or Agency Leadership. The Sales Manager does not manage service teams or underwriting functions but partners closely with those teams to ensure effective handoffs and a strong customer experience. 

Key Responsibilities 

Sales Leadership & Producer Performance 

• Provide direct leadership and performance management for Producers and Inside Sales staff.
• Drive accountability for new business production, pipeline activity, referral follow-up, and revenue goals.
• Conduct regular 1:1 meetings focused on sales performance, pipeline health, prospect strategy, and professional development.
• Lead weekly or biweekly sales meetings centered on production results, priorities, and sales strategies.
• Establish and monitor individual and team sales goals aligned with agency growth objectives.
• Identify skill gaps and coordinate sales-focused coaching, mentoring, and training resources.

Bank Partnership, FIVE Program & Referral Growth

• Serve as the primary sales-facing liaison between the insurance agency and banking partners.
• Manage and oversee leads generated through bank partnerships, including FIVE Program lead intake, distribution, tracking, and conversion.
• Ensure consistent execution, follow-up, and reporting on all FIVE Program referrals.
• Drive producer engagement with assigned bank branches and referral partners.
• Maintain strong relationships with branch managers, retail leadership, mortgage officers, and other referral sources to increase referral volume and quality.
• Conduct periodic branch visits focused on sales activity, pipeline review, and opportunity development.
• Develop and deliver sales presentations, product overviews, and performance updates to banking leadership.
• Proactively identify cross-sell and referral opportunities in collaboration with banking partners.

Sales Operations, Training & Performance Management 

• Own lead management workflow, ensuring timely follow-up, sales activity tracking, and conversion outcomes.
• Monitor daily, weekly, and monthly production metrics, pipeline reports, referral performance, and FIVE Program results.
• Analyze dashboards and trends to make data-driven adjustments to sales strategies and priorities.
• Maintain accurate reporting related to sales activity, forecasts, referral sources, and production results.
• Collaborate with Sales Consultants to support and participate in sales training sessions and structured sales programs.
• Monitor individual and team progress through Sales Consultant–led programs and hold producers accountable for successful completion and execution of learned sales practices.

Collaboration & Strategic Alignment 

• Work closely with the Director of Sales & Marketing to align sales execution with broader growth strategies.
• Partner with underwriting, service teams, and agency leadership to ensure smooth onboarding and effective handoffs—while remaining focused on sales execution.
• Align with service leadership to support retention strategies without assuming service management responsibilities.
• Provide sales insights, performance data, and tactical recommendations to support strategic planning led by the Director of Sales & Marketing.
• Act as a point of escalation for sales-related partner or customer issues when needed.

Compliance & Governance 

• Ensure sales activities comply with agency guidelines, carrier requirements, regulatory standards, and bank/agency policies.
• Reinforce consistent, compliant sales practices across all producers and inside sales staff.

Qualifications

EDUCATION and/or EXPERIENCE:

• Bachelor’s degree or equivalent experience preferred.
• 5+ years of insurance industry experience with a proven record of success in Commercial Lines sales leadership.
• Strong understanding of insurance sales processes, agency operations, and producer compensation models.
• Experience in a bank-owned or financial institution–affiliated agency strongly preferred.
• Demonstrated ability to lead sales teams, drive accountability, and deliver revenue results.
• Strong communication, presentation, and relationship-management skills.
• Proficiency in CRM systems, agency management platforms, and reporting tools.
• Ability to analyze sales data, interpret trends, and make strategic recommendations 

Key Competencies

• Sales Leadership & Coaching
• Revenue & Pipeline Management
• Relationship Development
• Strategic & Analytical Thinking
• Accountability & Results Orientation
• Communication & Presentation Skills
• Cross-Functional Collaboration
• Problem Solving & Adaptability

CERTIFICATES, LICENCES, REGISTRATIONS

Properly & Casualty license required. CPCU and CIC Preferred.  Valid Driver’s License

PHYSICAL DEMANDS:

The physical demands described here are representative of those, which must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to stand; walk; sit; climb; or balance; and stoop, kneel, crouch, or crawl. Specific vision abilities required by this job include close vision. 

Benefits/Incentives:  Health Insurance, Dental, Vision, Flexible Spending Account, Health Savings Account, 401k Matching, Tuition Reimbursement, Employee Referral Program, Summer Family Outing, Annual Holiday Reception and more

Salary Range:            $150,000 - $225,000

The pay range is the lowest to highest compensation we reasonably in good faith believe we would pay at posting for this role. We may ultimately pay more or less than this range. Employee pay is based on factors like relevant education, qualifications, certifications, experience, skills, seniority, location, and performance. This range may be modified in the future. 

Ready to apply? If this job sounds like a fit for you, then click on Apply/Apply Now in this posting. We look forward to talking with you.

Qualified candidates may also submit a resume and application online at salemfive.com/careers or mail your resume to Human Resources, 210 Essex Street, Salem, MA 01970. 

No unsolicited resumes accepted from agencies.