Insurance Sales Producer (Future Top Producer Program)

Department: Commercial Lines or Employee Benefits
Position: Insurance Sales Producer (Future Top Producer Program)
Status: Exempt, Regular Full-Time
Report To: Branch Manager

Objective: The Insurance Sales Producer is an entry-level sales role designed for individuals interested in building a career in commercial insurance sales. As members of Heffernan's Future Top Producer (FTP) Program, employees participate in a structured 12-month development program that combines hands-on sales experience, formal insurance education, sales coaching, mentorship, and professional development.
Future Top Producers build the technical insurance knowledge, sales skills, business development capabilities, and professional habits needed to develop strong client relationships and grow a successful career in insurance sales. This is a highly interactive development opportunity for someone who is driven, coachable, relationship-oriented, resilient, and motivated to build a career in sales.

Responsibilities Include:

• Develop and maintain a pipeline of prospective clients through proactive prospecting, networking, referrals, and company-provided leads.
• Conduct outbound prospecting activities, including phone calls, email outreach, networking, and other business development activities.
• Identify prospective clients and opportunities to introduce Heffernan's insurance
solutions.
• Meet with prospective and existing clients to understand their business, risks, and insurance needs.
• Build and maintain strong relationships with prospects, clients, carriers, Heffernan Producers, and internal partners.
• Partner with Producers and Account Management teams to develop and deliver insurance solutions and provide a high level of service to clients.
• Identify opportunities to cross-sell and expand services with existing clients.
• Participate in client meetings, annual reviews, presentations, networking events, trade shows, and industry events.
• Track prospecting, client, and sales activity and maintain accurate pipeline information.
• Participate in sales meetings and other team and company meetings as required.
• Actively participate in the Future Top Producer Program, including in-person workshops, virtual training sessions, eLearning, mentorship, coaching, and ongoing performance evaluations.
• Complete the CIAB Insurance Professional School, including online coursework, live virtual
instruction, case studies, assessments, and applied assignments.
• Participate in structured sales coaching focused on prospecting and lead generation, time
management, phone techniques, presentation and storytelling skills, closing and objection handling, referrals and follow-up, accountability, and client relationship management.
• Apply training and coaching concepts directly to day-to-day sales activities and continuously develop sales effectiveness, confidence, and professional skills.
• Establish individual goals and track progress against defined performance metrics.
• Develop and apply effective sales habits related to goal setting, personal discipline,
communication, emotional intelligence, problem-solving, and relationship building.
• Pursue ongoing insurance education and professional development to strengthen technical
knowledge and sales capabilities.
• Perform special projects and other duties as assigned.

Requirements:
• High school diploma or GED required.
• Bachelor's degree preferred.
• Prior sales, customer service, business development, networking, or related experience
preferred.
• Interest in building a career in commercial insurance sales.
• Excellent verbal and written communication skills.
• Strong interpersonal and relationship-building skills.
• Highly motivated, self-directed, and comfortable taking initiative.
• Strong work ethic and persistence when faced with challenges or rejection.
• Ability to receive coaching and feedback and apply it to improve performance.
• Strong organizational and time-management skills.
• Ability to manage multiple priorities and meet deadlines.
• Ability to work effectively both independently and as part of a team.
• Proficiency with Microsoft Office, including Outlook, PowerPoint, and Excel.
• Must embody the Heffernan Habits.

Heffernan Habits (Expectations):
These are practices that represent our unique culture.
• Answer The Phone (And Email): Communication is the foundation of success in life, work, and relationships. It begins with being present and responsive to both clients and colleagues. Listen to what is said and notice what goes unsaid.
• Have Fun: Fun is something we don’t shy away from, and participation brings us together on many different levels. Take the time to know your colleagues and let barriers fall away. If we are happy and enjoy time together, we will do a better job for our clients and for one another!
• Be Respectful: Lend a hand, be kind, and smooth the path. Respect is the cornerstone of
developing and maintaining strong relationships. Lead with humility, take ownership of your
actions, and ease the way for others. We are in this together as a team, as a family, and as
trusted advisors to many.
• Do Good: This is our core. We strive to do good for our clients, our community, and our
planet.
• Celebrate & Value Our Differences: “Because You’re Different”. It is our differences, when
valued and amplified, that allow us to innovate, to learn, to connect, and to stand apart from the rest.

Working Conditions:
• Work environment is indoors, sitting at a desk or standing for extended periods of
time.
• Daily use of computers, keyboard, mouse, headset, printers, and other commonly used office equipment.
• This position may require flexibility to work hours outside of a regular schedule.
• Ability to travel as necessary

Key Responsibilities

Develop and maintain a pipeline of prospective clients through proactive prospecting, networking, referrals, and company-provided leads.
• Conduct outbound prospecting activities, including phone calls, email outreach, networking, and other business development activities.
• Identify prospective clients and opportunities to introduce Heffernan's insurance
solutions.
• Meet with prospective and existing clients to understand their business, risks, and insurance needs.
• Build and maintain strong relationships with prospects, clients, carriers, Heffernan Producers, and internal partners.
• Partner with Producers and Account Management teams to develop and deliver insurance solutions and provide a high level of service to clients.
• Identify opportunities to cross-sell and expand services with existing clients.
• Participate in client meetings, annual reviews, presentations, networking events, trade shows, and industry events.
• Track prospecting, client, and sales activity and maintain accurate pipeline
information.
• Participate in sales meetings and other team and company meetings as required.
• Actively participate in the Future Top Producer Program, including in-person workshops, virtual training sessions, eLearning, mentorship, coaching, and ongoing performance evaluations.
• Complete the CIAB Insurance Professional School, including online coursework, live virtual
instruction, case studies, assessments, and applied assignments.
• Participate in structured sales coaching focused on prospecting and lead generation, time
management, phone techniques, presentation and storytelling skills, closing and objection handling, referrals and follow-up, accountability, and client relationship management.
• Apply training and coaching concepts directly to day-to-day sales activities and continuously develop sales effectiveness, confidence, and professional skills.
• Establish individual goals and track progress against defined performance metrics.
• Develop and apply effective sales habits related to goal setting, personal discipline,
communication, emotional intelligence, problem-solving, and relationship building.
• Pursue ongoing insurance education and professional development to strengthen technical
knowledge and sales capabilities.
• Perform special projects and other duties as assigned.

Skills, Knowledge and Expertise

High school diploma or GED required.
• Bachelor's degree preferred.
• Prior sales, customer service, business development, networking, or related experience
preferred.
• Interest in building a career in commercial insurance sales.
• Excellent verbal and written communication skills.
• Strong interpersonal and relationship-building skills.
• Highly motivated, self-directed, and comfortable taking initiative.
• Strong work ethic and persistence when faced with challenges or rejection.
• Ability to receive coaching and feedback and apply it to improve performance.
• Strong organizational and time-management skills.
• Ability to manage multiple priorities and meet deadlines.
• Ability to work effectively both independently and as part of a team.
• Proficiency with Microsoft Office, including Outlook, PowerPoint, and Excel.
• Must embody the Heffernan Habits.