Job Summary

Responsible for management of a collection of states and Territory Managers consistent with the corporate goals. Responsible for growing premium volume with profitable loss ratios, developing incremental business in existing accounts, educating and motivating agencies on all the steps they can take to generate profitable loss ratios, terminating or rehabilitating high loss ratio agencies, identifying and developing new accounts, and seeking alternative distribution sources. Responsible for training and mentoring Territory Managers.

Job Responsibilities

• Lead and manage sales team members inclusive of hiring, developing, all aspects of performance management and retaining associates.
• Engage in a variety of 1-on-1 coaching activities and strategies, for the purpose of developing the Territory Managers.  Activities will include field visits/ride-alongs, written coaching reports, leading live training sessions, workshops, and webinars for the team.  Coaching activities and other agency-facing activities will represent approximately 60% of the role.
• Serve as an advocate and influencer for our sales model, sales processes, and all standard operating procedures.
• Assist the Regional Director/AVP with developing state specific strategies, research, market analysis and annual planning and budgeting.
• Develop relationships with the other functional areas to support organization goals, such as Product, Claims, and Customer Experience partners.
• Travel to agency locations for appropriate communication with the agency owner, agents and/or CSRs.
• Create and maintain structure to appropriately execute agency appointments, terminations and updates.  Create and implement programs to improve loss ratio and retention, improve application/quote counts, generate AD&D sales, and increase corporate brand recognition.            
• Provide regular and informed training to agents on updates, expansion of service, product line changes, etc.                       
• Timely completion of weekly sales reports, monthly calendar and any other required tasks/activities.
• Manage time effectively to meet established objectives and deadlines and work effectively with other members of the Sales/Field Management Department.
• Actively participate in regular Territory Manager meetings and/or conference calls, etc.  Share competitor information, assist with training and contribute to department goals and strategic planning. 
• Maintain proficiency in using office equipment and software to enhance job requirements.
• Manage travel and other expenses to stay within budgetary constraints.
• Perform other duties as assigned and maintain flexibility during changes or requests with little notice. 
• Present a professional image at all times.
• Respond to customer calls and inquiries on a timely basis.

Job Qualifications

Formal Education & Certification

Bachelor’s degree in Sales, Marketing, Risk Management and/or Insurance or business-related experience commensurate with four-year college degree.

Knowledge & Experience

Five years plus of general insurance background, marketing or sales related experience.

Minimum of three years of Carrier experience.

Skills & Competencies

• Excellent communication skills with demonstrative ease with both verbal and written formats.
• Excellent organizational skills and ability to manage multiple levels of activity without compromise to results.
• Must be able to gather and analyze information skillfully
• Must possess analytical ability at a level to interact with associates, managers, agents and vendors.
• Must demonstrate strong interpersonal skills and the ability to make autonomous decisions.
• Must be able to manage multiple priorities and effectively work both independently and in a group.