Regional Sales Managers (RSMs) are responsible to lead their region’s new business development activities by ensuring their BDEs are frequently coached, developed and mentored in the field as appropriate to their experience level and individual performance. RSMs are expected to lead the effort in writing profitable new business, guide and direct the collaboration effort with Ops, and supervise management of their team’s Sales Funnels. They are also responsible to ensure that our prospecting efforts produce well-aligned clients who view FM as Trusted Advisors through the effective use of the Client Service Process.

Provide focus on training, coaching, developing and mentoring BDEs in the field in order for them to:

• open doors, create new opportunities and maintain a full funnel at all times.
• Engage and collaborate with DMs, Operations mgmt and BDSs to meet both individual and regional goals.
• Develop the necessary skills and talent to sell risk improvement, close direct business and win with brokers.

In conjunction with the Division Manager, and the VP of Sales, establish New Business objectives at a Region, Division, Operation and individual level. Achieve new business objectives for the region to include the:

• New business premium and the percent direct quota
  Quote/written ratio objective
• Number of calls
• Work jointly with divisional and operations management to support the sales process by engaging DMs, OMs, and other key personnel to target mutually-agreed Prospects.

Where possible/appropriate, they should:

• Work with the Sales Enablement Manager to expedite prospect qualification, research, lead development and nurturing by dedicated Business Development Specialists
• Develop, coordinate and implement both an annual and 3-year strategic sales plan for the region.
• The annual plan should cover prospect, broker and BDE development and be presented at least annually to the Operations Management for the next rolling 12 to 36 months.
• Quarterly meetings with BDEs should be designed to check the status of “best few” and “in funnel” prospects, with a focus on overcoming hurdles and objectives as a Team
• Engage and integrate BDEs in operations and work with Operations management to effectively promote and engrain FM Global’s dual delivery strategy.
• Evaluate BDE performance in conjunction with Operations management.
• Collaborate with operations management to develop strategies to maximize our relationships with brokers and consultants.
• Lead the Client Service Process by striving for early CST appointment, collaborative prospect strategies, and the use of associated tools, including the call plan/report, client service plan and new business proposal templates.

• In CRM document:
• Call Plans and Reports for unique and key strategic calls
  Jointly drafted strategies and action items that reflect information developed during calls and meetings with client service teams
• Develop Client Service Plans in conjunction with Prospects
  Develop Proposals that affirm the value, confirm the details, sell the “people, process and plan” and demonstrate the value of the risk improvement plan.
• Create and maintain sales territories of equal opportunity and equivalent prospect workload for individual BDEs
  Leverage the BDSs to qualify the entire region’s universe of prospects
• Ensure that BDEs continue filling their funnel at all times, especially while they are managing their Best Few prospects.
• Train and coach BDEs to collaborate with BDS’ to continuously push prospects down into the funnel
• Insure that all prospects are assigned to BDEs at all times and keep information in CRM accurate and up-to-date
• Utilize available tools to ensure that call activity is properly planned and focused on strategic players.
• Coach and mentor to meet minimum call quality criteria
  Dry-run key meetings with BDEs to ensure they have properly planned the call
• Establish and monitor an annual call planning process to achieve unique call objectives
• Establish monthly objectives for direct and face to face calls on strategic players