Job Summary: Act as a strategic link between management and the commercial team, ensuring results, team development, and excellence in customer service. Key Highlights: 1. Leadership and commercial team development 2. Strategic management of commercial results and processes 3. Promotion of team culture and engagement Act as a strategic link between management and the commercial team, ensuring achievement of targets, continuous team development, quality of commercial processes, and excellence in customer service—aligned with the brokerage’s culture and guidelines. **1\. Commercial Management and Results** * Monitor and analyze individual and collective sales team targets (Auto, Transportation, Fleets, RE, among others). * Track performance indicators such as conversion rate, average ticket value, discount levels, and commissioning. * Analyze quotation losses, identify root causes, and propose action plans for correction and performance improvement. * Support the team in more complex negotiations, strategic accounts, or sensitive commercial situations. * Ensure commercial focus on **cross-selling** and **up-selling** (Life, Residential, RC, etc.). **2\. Team Leadership and Development** * Serve as guardian of the commercial team’s development path. * Identify technical and behavioral gaps, proposing individual and collective development actions. * Deliver continuous, structured, performance- and behavior-oriented feedback. * Monitor execution and progress of individual development plans (IDPs) for sales representatives. * Conduct quick training sessions (‘pills’) on products, insurers, sales techniques, and market trends. * Support commercial onboarding of new hires, ensuring rapid adaptation and productivity. **3\. Communication, Direction, and Cascade** * Analyze, filter, and cascade instructions from emails, insurers, partners, and management. * Ensure commercial campaigns, promotional activities, and rule changes are fully understood and correctly executed by the team. * Serve as the focal point and facilitator of communication among management, operations, and the commercial area. **4\. Quality, Processes, and Compliance** * Ensure adherence to the brokerage’s standards for customer service and commercial approach. * Monitor the quality of proposals submitted, preventing errors in classification, profile, and coverage. * Support the team in correct use of systems (Quiver and Business Dashboard). * Identify opportunities to improve commercial processes, aiming for increased productivity, reduced rework, and enhanced efficiency. **5\. Portfolio Management and Relationship Building** * Monitor strategic clients and sensitive accounts, supporting the team in managing relationships. * Support critical or high-value renewals. * Manage and organize the sales team’s visit schedule. * Support commercial initiatives with insurers, such as campaigns, incentives, and strategic programs. * Contribute to audits and improvements related to the chatbot and customer service channels. **6\. Culture, Engagement, and Workplace Climate** * Reinforce the brokerage’s culture, values, and positioning in daily activities. * Foster and sustain an environment of belonging, accountability, and collaboration. * Recognize best practices, positive behaviors, and team achievements. * Proactively manage conflicts and behavioral misalignments.
João Silva
Indeed · HR
João Silva
Indeed · HR
