What characterizes working in sales, and what diverse career opportunities does the job offer? We talk to Peter Humer, Head of Customer & Market Austria at UNIQA, about opportunities, meaning, and the future of sales.
Dear Peter Humer, many people still associate insurance sales with classic clichés. How diverse is a job in sales really?
Peter Humer: These clichés persist, but they have little to do with reality. Modern sales is incredibly diverse: we have employees from a wide variety of backgrounds – from bankers to career changers from retail or skilled trades to graduates with academic degrees. This diversity is our great strength because it allows us to advise customers on an equal footing and from very different perspectives. Success in sales today depends less on a specific resume and more on empathy, commitment, and enjoying working with people.
Why would you say that a career in insurance sales is a “career with meaning”?
Peter Humer: Insurance is essentially a social promise: Risks that the individual cannot carry alone are spread across the shoulders of the community. UNIQA is the guardian of this risk community. The core of what we do is to use collective strength to protect individuals. We protect people when it really matters—whether in the event of illness, accident, or old age.
Our sales teams are the ones who bring this promise to life. They help our customers secure their livelihoods, realize their dreams, and understand risks. This is work that provides real added value for society. Those who work in sales experience firsthand that they are doing something good for other people. That gives the work a strong sense of purpose.
Flexibility is a key factor in today's working world – and sales is considered to be particularly flexible. Is that really the case?
Peter Humer: Flexibility is a key issue for us. At UNIQA, employees have the freedom to shape their own work and organize their daily routine themselves: with flexible working hours, hybrid consulting options – whether digital or on-site – and modern tools that make everyday life easier. Many appreciate this combination of personal responsibility, customer proximity, and creative freedom. It allows them to better balance their professional and private lives. This has a positive effect on personal success.
Speaking of success: What does success in sales mean to you today?
Peter Humer: Success is understood more holistically today. Of course, it's about numbers and targets, but it's also about customer satisfaction, team spirit, and personal development. We promote individual strengths, offer a wide range of training opportunities, and create room for growth – from management to entrepreneurship with your own general agency. These different career opportunities are particularly appealing to young talents who start with us as apprentices, for example.
And what other benefits does sales offer?
Peter Humer: Insurance sales offers an exciting, dynamic, and multifaceted work environment. It deals with meaningful products and needs-based solutions. Our colleagues not only advise customers on optimal insurance and pension plans, but also actively accompany our policyholders on their way to a better life.
Another benefit: in sales, it's your own performance that counts, regardless of gender. Everyone has the opportunity to earn above-average income through commitment and dedication, while also benefiting from flexibility and individual working hours.
Fotocredit: Isabelle Köhler, Natascha Unkart
What role does employer branding play in sales?
Peter Humer: A particularly important role, because competition for talent is more intense than ever before. People want to know what a company stands for, what values it lives by, and how it supports its employees—and whether these values match their own. Strong employer branding helps us to make exactly that visible: that sales is a modern, future-proof, and meaningful profession. Careers can be tailored to individual needs, because every person has their own goals and personal motivations. This is in line with our new employer claim, “Better works for me.” What unites us at UNIQA is that every individual contribution is the basis for our shared growth. UNIQA is the choice for a better life – for our customers and for each and every employee.
We are very proud that UNIQA is a strong brand with many career options. This strong brand not only sets us apart from the competition, but also increases our employees' identification with the company. And that in turn creates trust – both internally and among our customers.
Insurance is essentially a social promise: Risks that the individual cannot carry alone are spread across the shoulders of the community. UNIQA is the guardian of this risk community. The core of what we do is to use collective strength to protect individuals. We protect people when it really matters—whether in the event of illness, accident, or old age.
How specifically does UNIQA attract new talent for sales? And what do you look for in applicants?
Peter Humer: We specifically target people who are looking for meaning in their work, enjoy interacting with others, and are willing to learn new things. We use channels such as social media, personal contact, and authentic insights into the everyday life of our sales teams. We also attract many new talents through employee referrals. We are particularly pleased about this, as it confirms that UNIQA is a promising place to work and that our colleagues enjoy working for us.
What do I look for? Openness, empathy, and a willingness to take on responsibility. Everything else, such as specialist knowledge, sales techniques, or product knowledge, can be learned. Personality and attitude are crucial.
If you could give young people who are considering a career in sales one piece of advice, what would it be?
Peter Humer: Just go for it! Sales offers opportunities that are hard to find in any other field: direct responsibility, a high degree of independence, flexible options, a top income, and the chance to really help people. Anyone who is curious, willing to learn, and authentic can build a meaningful career with great prospects here.
Thank you very much!
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