Rob Sanford

Examiner
DISC Type : cs

Vice President Account Executive at Alliant Insurance Services

Knoxville, Tennessee, United States

Overview

Rob is a Vice President and Account Executive at Alliant Insurance Services, specializing in insurance and risk management. With a background in commercial property and casualty insurance, he leverages his Bachelor of Business Administration from the University of Mississippi. Colleagues have described him as motivated, proactive, and crucial to their partnerships.

Personality Overview

Tough To Convince

Overcautious

Process Oriented

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

E&S Partnerships
He recently posted about the critical importance of strong Excess & Surplus lines partnerships, especially in a hard market environment.
Cyber Risk
Shared a podcast from his company discussing the complex implications of cyber-attacks that go beyond simple ransomware, highlighting business disruption.
Workers Compensation
Previously served as the designated marketing contact for a "Pay as you Go" Workers Compensation program, indicating specialized knowledge in this area.

Media Appearances

Rob has no verified media appearances

Work History

4-2023
Vice President Account Executive at Alliant Insurance Services
1-2021 - 4-2023
Assistant Vice President, Account Executive at Alliant Insurance Services
9-2018 - 1-2021
Senior Client Services at Willis Towers Watson
6-2013 - 9-2018
Middle Market Broker at Willis Towers Watson
9-2009 - 6-2013
Marketing Representative at Appalachian Underwriters

Education

2002 - 2007
Bachelor of Business Administration from University of Mississippi

More Information

Social Presence :

Prographics :

Exp : 18 Location : Knoxville, Tennessee, United States Job Level : Leadership Designation : Vice President Account Executive at Alliant Insurance Services
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Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Rob

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Rob move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Rob take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Rob

Personality Compatibility


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