| Detail | For this role |
|---|---|
| Department | Insurance |
| Level | Manager |
| Reports to | Branch Manager (Insurance) |
| Direct reports | Agency Development Executive |
| Experience | 3 to 7 years in insurance agency or field sales |
Agency Development Manager job description template
Copy this job description, replace the text in square brackets and post it on your careers page or a job portal.
Job title: Agency Development Manager
Department: Insurance
Reports to: Branch Manager (Insurance)
Location: [City], [office, branch or site]
About the role
An Agency Development Manager builds and drives a team of insurance agents in a territory, recruiting new advisors, getting them licensed and active, and pushing new business premium through them. The role reports to the Branch Manager or Agency Head. A good agency development manager recruits steadily, activates new agents fast, coaches them to sell suitably and regularly, keeps persistency healthy, and grows a productive agent force that delivers premium month after month rather than a large list of inactive names.
Key responsibilities
- Recruit new insurance agents and guide them through licensing and onboarding.
- Activate new agents fast so they make their first sales early.
- Drive new business premium through the agent team toward the monthly target.
- Coach agents on need based, suitable selling and product knowledge.
- Run joint field calls with agents to help them close and learn.
- Keep persistency healthy so the policies agents sell stay in force.
- Motivate agents through clear goals, sales contests and regular recognition of good work.
- Monitor agent activity and revive dormant agents or replace them.
- Ensure the agents you develop follow conduct, suitability and compliance rules at all times.
- Report recruitment, activation and premium numbers to the branch manager.
Requirements
- Graduate in any stream
- Experience in insurance or field sales
- Insurance certification such as III is an advantage
- 3 to 7 years in insurance agency or field sales
KRAs and KPIs for a Agency Development Manager
Key result areas for the appraisal form, each with a KPI you can measure every month or quarter.
| Key result area | How to measure it |
|---|---|
| Agent recruitment | New agents recruited and licensed against the monthly target |
| Activation | New agents making a first sale within the agreed period above target |
| Agency premium | New business premium from the team meets the monthly target |
| Active agents | Active agents in the team held above the agreed level |
| Persistency | Persistency of team sold policies above the agreed benchmark |
| Conduct | Mis selling and conduct complaints kept below the agreed level |
Skills and tools
Tools used day to day: CRM and lead systems, Agency management portal, Mobile sales app, MS Excel, Illustration tools.
Reporting line and career path
Next roles: Branch Manager (Insurance), Agency Manager, Head of Agency
Interview questions for a Agency Development Manager
- How do you recruit agents who will actually sell rather than sit idle?
- How do you activate a new agent in their first month?
- How do you coach an agent on need based selling?
- How do you revive dormant agents in your team?
- How do you keep persistency healthy across your team?
- How do you keep agents from mis selling to hit targets?
Managing a Agency Development Manager in ZeniaHR
Hire and manage your insurance team in one place
Post the role, onboard the new hire, and track attendance, leave and KRAs in ZeniaHR. Free for your first 50 employees.
Book a free demoSee pricingFrequently asked questions
What does an Agency Development Manager do?
An Agency Development Manager builds and drives a team of insurance agents in a territory. They recruit new advisors, get them licensed and active, coach them on suitable selling and push new business premium through them. They keep persistency healthy and grow a productive agent force rather than an idle list.
What is the difference between an Agency Development Manager and an Agency Manager?
An Agency Development Manager focuses on recruiting, activating and coaching new agents to build the force. An Agency Manager runs an existing team of agents and their daily sales targets. In practice the roles overlap, but development leans toward building the agency and agency management toward running it.
How do you become an Agency Development Manager?
Most agency development managers come from insurance or field sales, often as advisors or sales executives, and move up after a few years of strong recruitment and premium. A graduate degree and an insurance certification help, along with proven coaching, resilience and the ability to build an active agent team.