Aflac - Senior Sales Executive of the Year



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Company: Aflac, Columbus, GA
Entry Submitted By: Hill+Knowlton Strategies
Company Description: When a policyholder gets sick or hurt, Aflac pays cash benefits fast. For six decades, Aflac insurance policies have given policyholders the opportunity to focus on recovery, not financial stress. In the United States, Aflac is the leading provider of voluntary insurance sales at the worksite.
Nomination Category: Sales Awards Individual Categories
Nomination Sub Category: Senior Sales Executive of the Year

Nomination Title: Andy Glaub

Tell the story about what this nominee achieved since the beginning of July 2015 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

When Andy Glaub woke up on July 1, 2015, it is unlikely he could see what the upcoming months would bring — and how his leadership would be a critical factor in Aflac’s success. It was to be a year of building. After all, in 2014, Aflac made significant modifications to its sales management infrastructure after a thorough evaluation of the market and its business model. Glaub was one of the sales leaders selected to head the newly defined market structure, which — like every sales leadership position he has held with Aflac over three decades — he did with great accomplishment.

With the new model, there were signs of promising results and improvements in distribution, but there were also the expected natural growing pains of a restructured sales organization trying to adjust to new roles and responsibilities and collaborating with one another. As the middle of 2015 approached, sales were a bit lethargic. Tapped in the third quarter to be the director of sales for all of the U.S., Glaub led a very strong year-end push, with Aflac experiencing a year-over-year growth rate of 8.2 percent for the remainder of 2015. In 2016, the first two quarters continued this trend, netting a 2.3 percent growth over the previous year.

Attaining sales goals are important, but that is only part of the story of Glaub’s outstanding leadership qualities. Consider this: After 18 months in his role as director of Sales, 100 percent of his top-two levels of sales field management said they were either satisfied or very satisfied with his leadership of the Sales organization — 85 percent reporting they were very satisfied. When asked if they were confident of Aflac’s future under his leadership, 98 percent agreed with the statement; 87 percent agreed strongly.

Glaub’s ability to inspire and lead is also reflected in the more than 60 awards he has received from the company. Most recently, he was awarded a Paul S. Amos Award in December 2015. This award goes to market directors who successfully promote one of their people to a market director role, which is the highest level of field sales leadership. During Glaub’s tenure, he has been awarded this honor four times, making him one of Aflac’s most successful sales leaders in developing talent to take on this very demanding, yet equally rewarding, role for the company.

What the sales results, surveys and awards don’t capture is the palpable shift in culture with the Aflac sales force. Each year, Aflac gathers its top-three levels of sales management for a three-day national sales meeting. The objective is to get sales leadership ready for the year ahead, and Glaub delivered and exceeded expectations. Attendees’ satisfaction of Glaub’s speeches during the event ranged from 94 to 98 percent, which outpaced every other speaker and set a new precedent for who “stole the show.” Attendees indicated that their overall satisfaction with the event was 82 percent, which is a 13-point increase from the 2015 event.

Glaub has also provided his expertise and advice in numerous publications through Q&A interviews and bylined articles. As a thought leader in the sales industry, specifically insurance sales, Glaub is not satisfied with simply looking at how he can make an impact at Aflac, but also how he can elevate the need and value of voluntary insurance.