VP Direct Marketing w / Insurance

Direct Marketing Executive

Hartford, Connecticut  

The Company

Travelers is one of the largest providers of property and casualty insurance products in the United States both in terms of annual revenue and number of personal lines policies in force.  Personal lines is a multi-billion dollar segment and includes automobile and home insurance along with other person products.  Distribution is primarily through independent agents and the products are supported by a nationwide organization of claims professionals.  Travelers’ subsidiary companies all have ratings of Excellent from AM Best. 

The Organization

The Direct Marketing Executive will report to the Vice President of Direct Marketing and E-Commerce, who in turn reports to SVP of National Distribution and E-Commerce. 

The Opportunity

The Direct Marketing Executive (2nd Vice-President), a new position in Traveler’s Personal Lines business, is charged with managing consumer direct acquisition marketing campaigns to advance Travelers’ capability in direct marketing, excluding direct mail.  Ultimately, the direct marketing organization, overall, is accountable for driving leads that generate incremental revenue projected at $500 million in five years, building on research into and understanding of consumer behavior and trends in buying insurance. Specifically, this Executive will be accountable for campaign management to include per and post marketing analysis to enhance targeting efforts, test marketing assumptions and develop creative briefs for the external agency and internal brand strategy team ensuring that messaging is clear and that creatives reach the intended audience.  In addition, he/she will work with the telemarketing and service operation to ensure their readiness to handle the projected volume, have clear objectives for conversions and have procedures for reporting product and group performance against plan.  One measure of near-term success for this Executive will be campaign effectiveness (optimization of mix between TV, print, and other media) to assure the highest conversion rates and the lowest possible acquisition costs are achieved.  While direct mail campaign execution will be managed directly by the Vice President of Direct Marketing and E-Commerce, this role will heavily influence and by influenced by those activities. The Direct Marketing Executive will reach across a matrixed organization to draw upon consumer research, product marketing and other parts of the organization for support.  These in-house functions have existing data and are available to conduct additional research and statistical modeling in development of marketplace differentiation.  Travelers supports an environment where people develop and grow.  There is a strong sense of accomplishment and a culture that encourages collaboration, openness and results. 

The Candidate will be/will have:

• An undergraduate degree with superior academic achievement; an MBA is preferred
• Seven or more years in a customer-oriented corporation with strong brand awareness in its market
• A marketing executive with demonstrated success managing database marketing, product development, research , brand strategy and communications
• Tactical mastery of all aspects of direct marketing: program planning, direct mail, call center strategy, response and mix optimization modeling
• Adept in project management; proven ability to articulate a clear vision and an executable plan; develops clear, creative briefs and provides excellent direction to internal and external partners
• Able to work collaboratively in a matrixed management environment with exceptional influencing skill to gain support for new ideas and approaches
• An excellent communicator, highly accomplished with formal presentation and group facilitation
• Results drive and metrics oriented; prefers the challenge of a fast-paced and goal-oriented organization

If interested, submit your resume to:

Ruthie Powell, Senior Sourcing Specialist for  Travelers Insurance