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TPA Sales Manager

PMA Companies Lansing Full-Time
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PMA Management Corp's Sales Manager is responsible for managing the Midwest Region's team of Account Executives and Specialists and ensures the appropriate development and marketing of business throughout the states in which PMA conducts business. This includes growing a profitable book of self-insured and unbundled workers compensation, property/auto/liability and risk control service business.

The Sales Manager is charged with building positive relationships with prospective Third Party Administrator (TPA) services buyers and their distributors throughout the Midwest in an effort to help PMA Management Corp achieve its new business and retention goals and objectives on an annual and ongoing basis.


  • Achieve annual new business sales objectives by successfully leveraging existing relationships and developing new ones to increase visibility in the Midwest and create awareness of PMA Management Corp's various services thus positively impact our profitability:
    • Generate pre-tax profit of at least 12% on an annual basis.
    • Ensure a minimum of client retention of 95% on an annual basis.
  • In collaboration with the Account Executives and Specialists, develop a team culture that is results oriented and focused on achievement.
  • Ensure the team executes the sales process from successful prospecting through point of sale and position PMAMC's services as solutions for clients risk management needs
  • Provide prospective clients consultative services to thoroughly understand their needs and ensure our services provide maximum return to PMA Management Corp.
  • Continue to seek ways and methods to diversify PMA Management Corp's client profile. Work closely with colleagues in Claims Service, Risk Control and Managed Care in an effort to expand services and profitability.
  • Provide monthly reports of pipeline, forecasts and market analysis.
  • Attend sales meetings as required.
  • Other duties as needed/assigned.
  • Demonstrate commitment to Company's Code of Business Conduct and Ethics, and apply knowledge of compliance policies and procedures, standards and laws applicable to job responsibilities in the performance of work.
  • Bachelor's degree or equivalent work experience required. Masters Degree is preferred. Industry designations such as CPCU, ARM, AIC are preferred.
  • Minimum 10 years industry experience including a track record of successful sales experience.
  • Knowledge of the workers' compensation, managed care and liability TPA marketplace is required as is a demonstrated track record of successful sales experience.
  • Understanding of the importance of a consultative approach to development and maintenance of client relationships.
  • Knowledge of regional claims/service issues is preferred.
  • Proven, hands-on manager with strong technical, leadership, and management skills.
  • Demonstrated ability to engage and work effectively with cross-functional peers in departments across the organization as well as with regional and home office leadership. Produce quality and successful outcomes as a result of such partnerships.
  • Negotiation and influencing skills.
  • Analytical and problem solving skills.
  • Staff development and mentoring experience.
  • Strong customer-service orientation.
  • Professional written and verbal communication, interpersonal skills and the ability to work with others.
  • Ability to prioritize and organize
  • Willingness to travel throughout the Midwest for business purposes and as needed.

Recommended skills

Interpersonal Skills
Complex Problem Solving
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Job ID: 2232


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