Sales Producer


Relation is among the fastest-growing insurance brokers in the U.S. We work together to bring new products, capabilities and ideas to our clients, while preserving the local relationships and expertise that our clients have come to expect. Our employees and our clients are our top priorities…our success is built upon both and we take that seriously. We offer a competitive compensation package (including benefits), a collaborative team environment and growth opportunities.

We are looking for brilliant minds to come join us in a fast-paced, exciting work environment where having fun while working hard is part of our core values. Our culture encourages personal growth, and success. Are you a team player who enjoys challenging work? Do you believe the client always comes first? Come claim your future with a growing company that can help you be your best. Build a lasting connection with Relation!

Position Summary

The Sales Producer will work within the collegiate marketplace, (primarily intercollegiate athletics), to identify, pursue and close new business. The person in this position will be responsible for keeping informed of industry developments, remain engaged in team initiatives and establishing themselves as a partner with current and potential clients to become their trusted advisor.

Primary Responsibilities

Achieves annual new revenue objectives through sales to new clients and expansion of service lines to existing clients

Researches and identifies the universe of suspects and prospects that align with our service capabilities and industry verticals using all available tools and resources

Develops annual, individual sales plan (ISP) with a pipeline coverage ratio of 5X or one that is in line with current company metrics to ensure stated goals are consistently met

Builds an active pipeline of qualified prospects, generating leads from personal contacts, client referrals, prospect pursuit campaigns (PPC’s), other Relation colleagues and Relation marketing sources

Makes numerous calls to qualify suspects and prospects, and secures quoting opportunities and/or initial meetings for appropriate Relation producers when applicable

Meets performance metrics including outgoing call volume and success ratios in setting up qualified initial meetings for Producers, to be developed with Sales Leaders

Documents new business activity in Salesfocom

Appropriately closes new business, documenting won/loss opportunities and reasons for all clients in

Develops and presents recommendations to clients based on consultative selling approach

Seamlessly transitions sold clients to the designated client service/account management team

Serves as client’s valued advisor, building a strategic and personal relationship with key client decision makers

Communicates with leadership, providing field input on market trends, competitor analysis and other business intelligence

Has a keen sense of humor, a competitive drive and winning spirit

Other duties and special projects as assigned


Strong analytical and mathematical skills

Strong networking and strategic vision of relationship building and utilization of Centers of Influence (COI)

Excellent telephonic and PowerPoint and presentation skills for both in-person and teleconference/webinar sessions

In-depth understanding of the lines of coverage for benefit plans: medical, dental, life, long-term disability (LTD), short-term disability (STD), accidental death and dismemberment (AD&D), vision, etc.

Outstanding written and verbal communications skills are required to maintain effective relationships with clients, co- workers, underwriters, vendors and others

Advanced skills in Microsoft Office (primarily Excel, PowerPoint and Word). Must be computer literate with the ability to learn new software applications, such as online benefit enrollment programs and carrier enrollment sites

Strong working knowledge of the rules and regulations associated with HIPAA, COBRA and ACA

Strong working knowledge of insurance markets, products and usages, as well as insurance rating and underwriting procedures

Must have a valid driver’s license, the ability to travel to client sites and a reliable source of transportation


Ability to prioritize and handle multiple tasks in a demanding work environment

Willingness to adhere to all principles of confidentiality

Ability to work independently and on a team

Must value operating in a collaborative work environment

Ability to show initiative, good judgment, and resourcefulness


 Education and Qualifications

College degree preferred

A minimum of 2+ years sales experience in the insurance industry with a focus on health and welfare lines of coverage is required


Life, Health and Accident Insurance Licenses from state of domicile is required and must be maintained with preference given to individuals with Insurance designations (e.g. CEBS)

Relation Insurance Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.



ICS Essential Accounts


Overland Park

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