Vice President, Sales (Personal Insurance & Small to Medium Enterprise ) Job in Toronto for RSA Canada |

Vice President, Sales (Personal Insurance & Small to Medium Enterprise )

October 22 2020
Industries Bank, Insurance, Financial services
Categories Accounting, Finance, Bank, Insurance, Financial services, Bank, Insurance, Financial Services
Toronto, ON

RSA is one of the world’s longest standing insurance groups, providing protection and peace of mind, for over 300 years, to more than nine million customers, worldwide.

Our people are ambitious, passionate and inquisitive, and driven by a need to deliver value and innovative solutions to our customers. We are proud of our organizational culture which encourages us to embrace each other’s strengths, and respect everyone’s ideas.

At RSA, our desire to be the best has created an exceptional company in which you can build and advance your career. RSA is proud to be ranked among Canada’s Top 100 employers in 2019 and 2020. To join this award-winning team, and to learn more about us, visit our Careers page.

RSA, Johnson, CNS and Deeks are part of the RSA Group of Companies (“RSA”).

Position Summary

As a respected member of the senior leadership team, the Vice President will shape the development and delivery of the National Sales business strategy for the Personal Insurance (PI) and Small to Medium Enterprise (SME) portfolios for the broker business, reporting to the Senior Vice President, Personal Insurance. The leader will influence business colleagues across multiple functions including Underwriting Operations, Portfolio Management, Pricing and Product to support the National Sales strategy and its goals and objectives.

The leader has accountability for achieving national sales targets for the PI and SME business and managing all the national broker relationships across a broker network of over 700 Broker Partners with the exception of Quebec. This role will also be responsible for leading Marketing and Communications for the entire broker business. This role will work closely with RSA’s Senior Vice President, Commercial Insurance who is accountable for the commercial insurance business including Global Specialty Lines and RSA’s Vice President of SME.

What you'll do in the role

The team consists of direct reports and an extended team of sales and regional portfolio management professionals across Western Canada and Eastern Canada including Ontario but excluding Quebec. The Broker Marketing and Communications team also falls under the responsibility of the role and includes direct reports.

Specific responsibilities include but are not limited to:

  • Accountability for the largest and most significant broker partners including provincial and national broker associations with PI and SME.
  • Develop and lead the sales strategies for PI and SME to ensure its successful delivery of the business strategy and the annual operations plan with a focus on profitable growth. This role has overall accountability for the national sales targets for both PI and SME.
  • Lead a “best in class” sales practice for the Regional Sales Teams.
  • Define and embed the required standards of sales effectiveness and best practices, and sponsor the associated training and development needed to achieve the sales strategy and to maintain competitive advantage.
  • Create and nurture a sales community and culture across the two key regions of Western and Eastern Canada to drive collaboration and a shared sense of purpose nationally.
  • Work closely with the Vice President of SME and National Programs to understand the sales and distribution strategy for SME and ensure alignment on the strategic goals and objectives with respect to the premium plan.
  • Work closely with the Pricing and Portfolio Management teams to develop competitive pricing strategies across the regions that facilitate both growth and profitability goals for PI and SME.
  • Work collaboratively with the Vice President of National Operations to address broker servicing or underwriting operations issues that challenge opportunities for profitable growth.
  • Work closely with the Vice President of National Distribution and Specialty Operations to jointly drive deeper penetration with these key broker partners.
  • Partner with the Vice President of Corporate Development who has responsibilities for broker remuneration and broker MI and analytics.
  • Influence internal and external business strategies, sharing and gaining buy-in to the sales strategy and maximizing sales and business performance by engaging with RSA executives and market influencers.
  • Direct the delivery of the sales strategy and the achievement of agreed targets for PI and SME; communicate associated accountabilities to leaders, agreeing associated sales & marketing plans and KPIs and take appropriate actions to drive performance excellence.
  • Establish and ensure effective management of systems for sales pipelines, account and bid management including Salesforce.
  • Lead and motivate sales leaders and the wider community to ensure delivery of the required standards of excellence in sales performance now and in the future and support the continuing personal and professional development of all community members.
  • Identify and develop talent in the sales leadership team for PI and SME and the wider community, where appropriate facilitating their deployment to other parts of the Group to further their personal development.
  • Lead and co-ordinate RSA's strategy with their brokers & other key partners, ensuring effective account plans are developed and implemented across the Group. Also responsible for relationships between the RSA executive and senior management of those brokers.
  • Lead the implementation of Group initiatives across the sales community for Personal and SME Insurance.

What you'll need

  • At least 15 years of increasingly senior sales and underwriting leadership experience in a large, matrixed national or multinational corporation.
  • Extensive experience in the Canadian personal insurance and SME broker market a requirement.
  • Management of substantial multi-level sales organization with full top line accountability.
  • Experience nurturing senior relationships with key customers, intermediaries and internal stakeholders.
  • Extensive broker network across Canada.
  • A consistent track record of driving the team to achieve revenue and cost targets.
  • A proven change agent who has successfully implemented or embedded change to a sales organization.
  • Experience contributing to the development and delivery of business unit strategy.
  • A politically astute, impact player, able to effectively communicate their vision to stakeholders with confidence and maturity.
  • A charismatic leader with proven abilities building high performance teams.
  • Sets high expectations, is service-driven, customer-centric and interested in the growth and development of their team, and will lead in a manner consistent with company core values.
  • Proactive, decisive, and capable of operating in an evolving environment where changing priorities must be juggles with timely responses to customers' needs.
  • Excellent analytical, organizational and interpersonal skills.
  • Extremely flexible and enjoys working in a changing environment.
  • Has the potential and desire for succession within the organization.
  • An undergraduate degree. FCIP designation an asset. MBA is desirable.

What you'll receive

  • A market-leading, comprehensive Total Rewards Program which includes competitive compensation and bonus, flexible benefits, and pension plan.
  • Best-in-class vacation policy that includes paid volunteer, parental leave top-up programs and personal leave days.
  • Strong learning culture with a focus on overall development, internal mobility and career advancement.
  • Tuition reimbursement program.
  • A culture that celebrates diversity and inclusion, with a strong focus on community and corporate social responsibility.

Temporary / Fixed Term Hires:

  • Competitive salary
  • Strong learning culture
  • Diverse, award-winning culture with a strong focus on corporate social responsibility

At RSA, our purpose is to Make Life Better Together and that starts with our people. We work side by side with driving energy and determination to get better every day, through industry leading thinking, and by listening to and respecting all perspectives. This is how our leaders and our people make an impact. We are forward looking, so we can adapt, evolve and improve, ultimately achieving our better, together. We are committed to creating an environment that promotes a healthy work-life balance. Our people managers and leaders successfully manage flexible work arrangements for their teams to ensure they are optimal for both the individual, and the business.

At RSA Canada, we are committed to creating a workplace where our employees thrive; where everybody counts and everyone is heard. Where you can be your whole self at work – wherever that is – everyday. To celebrate differences, not just because it's the right thing to do, but because we believe having a diverse workforce which embraces different perspectives makes RSA Canada a more vibrant and creative place to work.

RSA is an equal opportunity employer. We provide accommodation for individuals with disabilities in the job application process. If you need assistance, please email AODA@RSAGROUP.CA. To learn more, visit our Accessibility page.

Apply now!