Director, Territory Management

Branch has a preference for candidates in Ohio, but is open to candidates located in AZ, FL, GA, IL, IN, IA, KS, KY, MD, MI, MO, NV, NC, OH, PA, SC, SD, TN, TX, and WI. Applicants must be currently authorized to work in the United States on a full-time basis. We are unable to sponsor or take over sponsorship of an employment visa at this time.

Branch is remote first, with most Branchers choosing to work from home. Our headquarters are located in Columbus, Ohio, where we come together from time to time to build relationships and connect with each other in real life. We also have office space in Columbia and Concordia, Missouri as well as Forreston, Illinois. Once a year, the entire company gathers for "BranchFest", a highlight of the year for many Branchers.

About the role

Branch's Director, Territory Management leads the field team responsible for growing quality new business through independent agencies. You carry an aggregate production target Branch's US target market and are accountable for achieving it.

Branch is moving from a remote, digitally delivered agency management model to an in-person one. This role is to build and continuously improve a new field sales organization. Your first job is to help it form, ramp and produce desired results.

You will spend a meaningful share of every month in-market with your territory managers - riding along on agency visits, coaching live, and seeing for yourself what is and isn't working in each state. You'll be the person who turns individual territories into one coordinated, accountable go-to-market motion.

The most successful leaders are comfortable holding people to a number without losing them, model the motion they are coaching to, not just describe it, and design territories that are demanding and achievable. They turn what the team hears across territories into a case the business can act on.

Key Responsibilities

• Lead the team. Manage, coach, and develop the team of Senior/Territory Managers, ensuring each owns a clear territory strategy and a prioritized agency list.
• Own the channel number. Carry a production target for bound premium and policy count across territories. Build it bottom-up from individual targets, forecast against it, and explain variance before you are asked.
• Calibrate agency prioritization. Own the framework for how agencies get tiered and ensure Territory Managers are applying it consistently. Ensure all agents have access to the tooling they need to best understand production trends from their target agencies and work to sharpen our collective understanding of where to fish for quality new business.
• Own and improve the playbook. Set, enforce and improve the standards Territory Managers work against (e.g. agency reintroduction, relationship-building, production commitments, HubSpot logging), and hold the team accountable to them within defined windows.
• Aggregate and report on territory performance. Roll up pipeline, quoting trends, and bound premium across all territories; report against target to leadership.
• Escalate and lead the highest-value relationships. Personally engage with priority agencies alongside your Territory Managers, to help steer the relationships productively and drive production.
• Translate ground truth into strategy. Synthesize what Territory Managers are hearing in-territory as it relates to competitive intel, pricing friction, product gaps, and feed it back to the key stakeholders at Branch in an organized and quantified way so it can be prioritized and corrected.
• Build team capability. Ensure Territory Managers are equipped to sell effectively - presentation materials, objection handling, product/appetite knowledge - including onboarding for reps without a P&C background and consistent coaching through observation.
• Partner cross-functionally with Finance, Marketing, Product, Underwriting, and Operations to remove barriers to production at scale rather than one agency at a time.
• Drive automation and tooling. Set the requirements for the systems and workflow changes that make the field team and the onboarding process more productive - CRM, quoting workflow, and agency-facing tools.

How Success Is Measured

• Channel Growth: Bound premium and policy count across all territories, measured against target.
• Quality of business: % of team-wide growth against ideal customer profile.
• Agent activation: % of priority agencies across all territories actively producing with consistency.
• Team performance: % of Territory Managers meeting their 60-day (and ongoing) field expectations on schedule.

Skills, Knowledge, and Expertise

• 8+ years in independent agency distribution, field sales or comparable B2B sales/ business development, including 4+ years directly managing quota-carrying field team.
• Demonstrated accountability for a channel, regional or divisional number.
• Experience building a team (vs. inheriting) preferred.
• Track record of building or scaling a field team and holding it to clear performance standards.
• Experience running pipeline and forecast in a CRM (HubSpot or comparable).
• Demonstrated ability to learn a technical, regulated product well enough to teach it, and to get a team to that same level of command. P&C insurance experience is preferred but not required - we'll train the product and expect command of product fundamentals, including underwriting appetite, coverage levels offered, and key product differentiators.
• Comfort operating at both the strategic level (territory/portfolio performance) and the tactical level (personally engaging top agencies.)
• Strong communication and stakeholder-management skills, as this role represents Branch in front of agency leadership.
• Ability to translate field-level insight into strategy leadership can act on.

• Above-market salary - Branch is a data-driven company, so we do the math on salaries, too. If you get an offer from Branch, you can expect compensation that hits above the mark.
• Pay equity and transparency - Our pay isn't just market-driven, it's equitable. We let experience and performance drive your success, never your gender, race, orientation, or beliefs.
• Remote-first (with perks) - Work from where you're most comfortable. We'll take care of your work from home set-up and monthly internet. We also have a Columbus headquarters if you'd like to join us in an office.
• Flexible YouTime - We don't just let you control your own time off. We actually encourage you to use it. After your first year at Branch, we'll give you $1000 toward your next vacation.
• Employee stock options - You're not just an employee. If you're full-time, you're also a part-owner. You'll have stock options so you can invest in the company you're helping to grow.
• Medical, vision, dental - Get all the coverage you need for a healthy, happy life.
• 401k and contribution matching - Invest in your future. Branch helps you get to retirement on time with a portion of your contributions matched each month.

What to expect

In light of recent hiring scams across the United States, here's what the process will look like with Branch (so you know it's us):

• Please apply to open positions directly through our site. If you don't see it here, then it shouldn't exist on another job board. If you're ever unsure about the legitimacy of a Branch job posting found on another site, please check the listings here to verify.
• If you're selected to move onto the next phase of the hiring process, a member of our Branch talent team will reach out to you directly from the email domain [redacted].com to guide you through our process.
• The process will include a number of interviews, which will all happen either over the phone or on video calls.
• We will never ask for personal payment or require you to purchase equipment during our interview process. Always be sure to protect your personal information.