Sales Operations Manager

Drive the systems, insights, and operations behind profitable sales growth.

Hastings Insurance is seeking a Sales Operations Manager to support and strengthen our Property & Casualty sales organization. This role leads the operational and analytical infrastructure behind our distribution strategy, providing the reporting, tools, and processes that enable informed decision-making and sustained growth. You will partner closely with Sales Leadership, Finance, IT, and agency partners to ensure our sales operations are efficient, data-driven, and positioned for the future.

Schedule & Location

This is a full-time position working Monday through Friday, 8:00 a.m. to 4:30 p.m. The role is hybrid, requiring regular in-office presence at our Hastings, Michigan headquarters, with flexibility based on business needs. Occasional work outside of standard hours may be required.

What You’ll Do:

• Lead sales performance reporting, including weekly, monthly, quarterly, and annual production summaries, with clear insights into trends, pipeline activity, retention, hit ratios, and profitability.

• Develop and deliver executive-level dashboards and reporting packages to support data-driven decision-making.

• Ensure consistency in metric definitions and maintain strong data integrity across all sales reporting tools and systems.

• Monitor and analyze the sales department budget, including tracking variances and forecasting outcomes in partnership with Finance.

• Provide leadership with variance explanations and actionable recommendations to support business performance.

• Serve as the primary business owner of the CRM platform, overseeing configuration, optimization, workflow development, and user adoption.

• Lead agency data management efforts, including data entry oversight, cleansing, normalization, and long-term data strategy development.

• Prepare sales and agency data for future analytics, automation, and predictive modeling initiatives.

• Supervise and develop administrative team members, providing coaching, direction, and performance management.

• Oversee day-to-day operational workflows including agency data updates, documentation, and contract processing.

• Promote a culture of accuracy, efficiency, and continuous improvement within the team.

• Draft, manage, and maintain agency contracts, including licensing records, appointments, compensation structures, and agreements.

• Serve as the primary contact for contract-related inquiries and ensure compliance with corporate and regulatory standards.

• Maintain accurate and complete documentation of all agency relationships and contractual obligations.

• Conduct competitive market research on commissions, incentives, and agency support models to evaluate positioning.

• Identify market trends impacting agent relationships, retention, and sales performance.

• Provide strategic recommendations to leadership based on research findings and internal data insights.

• Plan and coordinate sales events, agency meetings, and advisory councils, including logistics, materials, communications, and execution.

• Partner with internal stakeholders and vendors to ensure successful event delivery and follow-up.

• Collaborate with Training, IT, Data, and Sales Leadership to align systems, reporting, and development initiatives.

• Support training coordination to ensure materials and programs remain relevant and effective.

• Participate in ongoing professional development and support continuous improvement initiatives across sales operations.

Additional Role Highlights:

• Lead and develop a small team of administrative professionals supporting sales operations.

• Play a central role in shaping data strategy and future analytics capabilities.

• High visibility with Sales Leadership and cross-functional partners.

• Opportunity to influence agency strategy, compensation models, and operational efficiency.

• Blend of analytical, operational, and leadership responsibilities.

What You’ll Bring:

• Bachelor’s degree in Business, Marketing, Finance, Data Analytics, or a related field.

• Five or more years of experience in Property & Casualty insurance, sales operations, or distribution management.

• Experience managing CRM platforms such as Salesforce, Microsoft Dynamics, or similar systems.

• Demonstrated experience leading or supervising administrative or operational teams.

• Experience managing contracts, compensation structures, or agency relationships.

• Strong analytical skills with experience in reporting, dashboards, and performance metrics.

• Advanced Excel skills; experience with Power BI, Tableau, or similar tools preferred.

• Strong understanding of insurance distribution models and sales performance metrics.

• Excellent communication skills with the ability to work across teams and with leadership.

• Strong organizational and project management skills with attention to detail.

• Ability to translate data into actionable insights and recommendations.

• Adaptability and the ability to manage changing priorities and business needs.

About Us:

At Hastings Insurance, we are a trusted partner to our agents, policyholders, and the communities we serve. For more than 135 years, we have helped individuals, families, and businesses protect what matters most and rebuild after loss. We are proud to be rated A (Excellent) by A.M. Best Company, reflecting our financial strength and long-term stability.

While our history is strong, our focus is forward. We invest in technology, strengthen partnerships with independent agents, and continuously refine our products to meet the evolving needs of today’s customers. Our strategy centers on responsible growth, expanding our reach while remaining agile, disciplined, and service-driven.

Our people make that possible. Hastings employees thrive in a down-to-earth, collaborative environment that values initiative, accountability, and steady progress. We offer a competitive benefits package that includes a 401(k) with company matching contributions, generous vacation and sick leave, fully paid tuition and professional development reimbursement, and incentive compensation bonus opportunities. At Hastings, your work matters and your growth is supported.

Our Commitment as an Employer:

We believe diverse perspectives strengthen our organization and drive better outcomes. We are committed to building an inclusive workplace where every employee feels respected, supported, and empowered to contribute.

We are proud to be an equal opportunity employer. Employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, appearance, disability, veteran status, family status, marital status, or any other legally protected characteristic.

We are also committed to providing an accessible and welcoming experience for all candidates. If you require accommodation during the application or interview process, please contact our Talent Acquisition team at 800-442-8277.