CL Small Business Sales Representative

Small Business Sales Representative

General Summary: A brief description of the main purpose for this position.

For NJM Small Business in New Jersey, serves as a liaison and relationship manager between the company sales and underwriting departments, and our agency partners. Assess the strengths and weaknesses of agents and assist them in achieving a mutual goal of small business profitable growth in both volume and policy count. Ensures that agents are familiar with and use NJMs ProQuote platform, products, policies, procedures and services. Conducts agency training as required on our platform.  

Key Objectives

• Increased NJM Small Business submission flow, new business conversion, and written premium growth through disciplined agency engagement and execution
• Improved agent, and CSR clarity on appetite, workflows, and how to do small business with NJM.
• Strong connectivity between agencies and underwriting, resulting in fewer stalled opportunities, faster issue resolution, and improved partner experience.

Essential Duties and Responsibilities: Essential functions of this job are listed below in order of priority. Reasonable accommodations may be made to enable individuals to perform the essential duties. Regular and predictable onsite attendance is an essential function of the job.

General Responsibilities

• Promotes ease of doing business with NJM’s Small Business platform.
• Demonstrates to Premier Agents our ProQuote platform and provides regular training sessions for our agents with small business capabilities in the field.  
• Monitors agency small business results and follows up with agent as to small business growth.
• Develop professional working relationships with agents, sales and underwriting teams. Conduct sales and information technology training for agents and their staff.
• Keeps communication between agent and company continuously open and viable; and encourages agent usage of all NJM ProQuote systems.
• Advise company of any industry information, new ideas, products or any changes in other carrier philosophies that could positively or adversely affect NJM Small Business.
• Meet regularly with sales and underwriting to discuss agency results and opportunities for greater growth and profitability.

Specific Job Responsibilities

Daily Sales Activities 40%

• Drive individual new submission flow into Small Business and manage local pipelines with New Jersey agent submitted small business.
• Conduct regular in-person and virtual agent engagement with frontline producers and CSRs, including training, appetite refresh, workflow enablement, and quoting navigation
• Create demand for NJM’s Small Business products by reinforcing appetite fit, speed-to-quote, and ease-of-doing-business advantages

Agency Engagement & Local Presence 20%

• Establish credibility as a trusted advisor through NJM’s Small Business product knowledge, underwriting appetite clarity, and workflow guidance

Small Business Market and Competition Awareness 20%

• Maintain awareness of local market dynamics, competitor activity, and agent feedback; share insights with sales and underwriting leadership.
• Maintain active discipline across agency visits, training delivery, pipeline movement, and conversion actions

Agency and State Management 20%

• Own and manage the assigned territory (New Jersey), taking accountability for production results, pipeline improvements, and execution discipline
• Adjust focus across agencies and segments based on performance, opportunity, and strategic importance

Required Qualifications: Knowledge, skills & abilities, experience, minimum & desired education, certification and/or license requirements.

• College degree is a plus but not required.
• Highschool diploma or GED required

• 3+ years in commercial insurance distribution, agency management, or sales roles; Small Business experience preferred
• Demonstrated success driving Agency Producer and CSR adoption, and improved conversion outcomes
• Should be domiciled in New Jersey and willing to travel throughout NJM geographic footprint.

• Must be results oriented with a track record in establishing, prioritizing and achieving business goals.
• Demonstrate proficient communication, negotiation & presentation skills.
• Must have good organizational skills, be self-motivated, and able to work independently, from a remote location.
• Must be able to maximize technology to ensure high productivity

• Ability to drive Small Business submission flow, placement behavior, and conversion through disciplined, local sales execution
• Strong agency management capability, including prioritization and small business pipeline management.
• Understanding of Small Business agency operations and the ability to influence Agency producer and CSR behavior through clarity and enablement
• Working knowledge of Small Business underwriting appetite, products, and submission quality standards
• Ability to build strong underwriting–agency connectivity and facilitate effective account-level collaboration

• Must have valid driver’s license in good standing and have own vehicle for transportation. All business mileage and tolls will be fully reimbursable.

Legal Disclaimer: NJM is proud to be an equal opportunity employer. We are committed to attracting, retaining and promoting a diverse and inclusive workforce that is fully representative of the diversity that exists in the communities in which we do business.

NJM reserves the right at any time to amend, add or delete any aspect of the job description for this position based on business needs.

Compensation: Salary is commensurate with experience and credentials.