Crump Roofing

• Proactively drive insurance sales opportunities within assigned Edward Jones territories. • Build and deepen relationships with financial advisors to increase insurance awareness, activity, and production. • Lead client and advisor discovery conversations to identify insurance planning opportunities. • Own opportunities from initial identification through application, underwriting, and placement. • Achieve advisor activation, pipeline progression, revenue growth, and production goals. • Partner with internal teams to execute and place business efficiently. • Maintain CRM records and sales activity metrics.

• Responsible for driving sales in an assigned channel/team/account to meet revenue goals by developing effective business plans and sales strategies • Provides leadership and direction to sales teammates and teams through effective communication, setting expectations, and monitoring and driving sales drivers and results • Implement and monitor programs to ensure we attract, interview, hire, train, develop and retain quality teammates • Effectively manage teammates including selection and hire, objective setting, performance management, development planning, capacity planning, disciplinary action and terminations • Identify and develop talented teammates who are likely to succeed in the company culture • Help define and execute strategic and operating plans for the organization and ensure a proper risk control environment exists • Partners with operation support areas to ensure all SLA requirements are met and strong customer satisfaction scores are achieved • Responsible for maintaining and enhancing client service levels and partnering with operations leaders • Initiate and coordinate sales promotion activities and new products in order to achieve sales and profitability objectives • Provide direction and leadership to sales teammates and their sales teams • Develop strategic business plan for assigned team and conduct effective planning sessions • Monitor sales results of locations and communicate results • Ensure sales organization is promoting and cross-selling products from other lines of business • Develop and implement sales strategies utilizing technology, marketing, CRM, DSR, etc. • Identify individual selling skills and product knowledge deficiencies

• Drive sales and build strong relationships with producers to generate revenue and meet sales quotas • Proactively calls agents and recruits new agents to build a book of business • Develops working relationships with producers, promoting agent recruiting and retention through sales ideas, marketing campaigns, illustrations and effective management and utilization of Crump resources • Builds relationships with key producers to discuss complex sales concepts, marketing campaigns, and product information • Maintain and grow team sales goal in coordination with sales resources • Proactive calling to all assigned agents to build territory • Develop new business by recruiting new agents and growing existing agent groups to maximize revenue potential • Partner with sales resources in all aspects of producer development • Maintain a proactive and supportive relationship with the sales, operations teams, the assigned group of agents, and solution centers • Develop expert knowledge of products, carriers, and Crump resources • Coordinate with sales team and producers to run complex and advanced illustrations consulting on creative solutions • Effectively utilize company client management system to manage sales process

• Provide life insurance producers with specific advanced planning and illustration support to generate life insurance sales • Understanding advanced estate and business planning concepts • Case design • Developing advanced planning marketing tools • Presenting planning concepts • Advanced sales case design • Advanced case research and development • Ability to fully understand client life needs – income protection, estate planning, replacement • Review available approved products per wirehouse and select carriers, products, and design that are best for the client • Creation of advanced sales marketing tools • Preparation of sales presentation, including obtaining compliance approval from financial institution • Act as a liaison between financial institutions, agents and carrier home offices to facilitate sales • Support the sale of carrier specific and Crump proprietary advanced sales deliverables • Maintain in-depth knowledge of approved carriers & products by financial institution, including new products, product changes, transitions, repricing, limitations, riders, etc. • Effectively communicate on a regular basis with sales team, carrier wholesalers, internal sales desks, and case managers, to ensure open communication on product, changes, etc.

• Connect with prospective clients who have responded to marketing campaigns • Conduct thorough needs analysis to identify coverage gaps and financial goals • Recommend and sell life, long-term care, and disability insurance solutions • Deliver a high-quality, consultative client experience via phone and virtual channels • Partner with financial advisors and referral sources on client cases • Explain product options, strategies, and planning concepts clearly • Provide guidance on estate, business, and insurance planning fundamentals • Maintain knowledge of term, whole life, UL, VUL, LTC, and DI products • Educate clients and advisors on product features and benefits • Assist with advanced concepts such as coverage design, 1035 exchanges, and needs analysis • Contribute ideas to improve sales processes and marketing effectiveness • Participate in ongoing training • Demonstrate leadership potential as the business scales

• Managing projects to ensure efficient and effective project management and development of marketing materials that help to support business objectives • Serving as designated marketing partner to assigned Crump business units and developing/owning annual marketing plans and strategies and creating associated marketing materials • Handles the development of marketing deliverables to support marketing plan such as broadcast emails, brochures, one-pagers, advertising, contests and incentives, internal communications, web site content, social media postings, trade show exhibits, and audio/visual presentations • Proofreads and edits copy prior to submission for final approval • Follows stated marketing and compliance review process to gather approvals for marketing deliverables to ensure they meet legal, regulatory and company branding requirements • May assist in the design and execution of custom surveys to assess campaign effectiveness • Perform routine administrative functions for department, such as list management, inbox management and maintenance, internal project management/project sharing, recurring external emails

• Produces qualified illustrations and provides presale support to meet producer objectives in a timely manner. • Provide product and carrier information to the producer groups as well as internal staff. • Maintain detailed product and financial knowledge on all carriers. • Develop a working knowledge of important software packages (internal and carrier). • Run appropriate illustrations based on knowledge of the competitive life insurance environment. • Provide producers with illustrations and other marketing materials they may need. • Proactively follow-up on all presale activity. • Document requested illustrations for sales follow-up utilizing a CRM system. • Participate in educational development to gain an understanding of the competitive market, product, and industry trends via internal and carrier training. • Maintain departmental illustration workflows and SLA's on phone and illustration turnaround time.

• Maintains primary ownership of cases during the underwriting process • Engages in frequent communication and coordination between insurance agents, insurance carriers, and internal resources • Responsible for setting agents expectations appropriately and providing an exceptional service experience throughout the process • Reviews new insurance applications for missing information • Reviews and analyzes underwriting requirements • Conducts regular proactive case follow-ups with insurance agents, vendors, internal resources, and carriers • Organizes and prioritizes workload to ensure cases are processed, issued, and placed in a timely manner • Utilizes agency management system to document all work activity and communication for all in-process cases • Acts as a conduit for all issues associated with a case • May have responsibility for reviewing issued insurance policies for accuracy • Follows-up with insurance agents to ensure requirements necessary to activate insurance coverage are received within specified timeframe • Takes the initiative to review other than applied for offers on term cases to determine if alternatives exist

• Lead clients through discovery, including personal or business needs and goals, current financial status, be able to articulate identified gaps and opportunities, and describe solutions including life, long term care and disability income insurance to meet client needs. • Manage daily activities and drive sales activity and pending business. • Handle incoming calls directly from referral sources, and to be available for pre-set calls with clients and their Advisors. • Complete insurance applications and take responsibility for following cases thorough the underwriting process. • Explain to clients and advisors how various insurance products work, the differences between product types, and their advantages. • See all sales activity through towards product purchase. • Be knowledgeable in positioning life insurance in the financial planning process, including advanced estate planning strategies, ILIT's, Special Needs Trusts, positioning life insurance as an asset class, policy loans, taxation of life insurance, annual and lifetime gifting, wealth transfer/maximization strategies and utilizing life insurance in the business planning process to include executive benefits. • Have a complete understanding of the underwriting process and the role within it.

• Lead clients through discovery, including personal or business needs and goals, current financial status, be able to articulate identified gaps and opportunities, and describe solutions including life, long term care and disability income insurance to meet client needs. • Manage daily activities and drive sales activity and pending business. • Handle incoming calls directly from referral sources, and to be available for pre-set calls with clients and their Advisors. • Complete insurance applications and take responsibility for following cases through the underwriting process. • Explain to clients and advisors how various insurance products work, the differences between product types, and their advantages. • See all sales activity through towards product purchase • Explain the basics of estate planning, business planning, asset leveraging, insurance planning (including how to handle 1035 exchanges, explanation of insurance forms, and how to determine the need and amount of coverage).