Senior Territory Manager - Commercial Lines

JOB OBJECTIVE:

Represent our company to assigned agents. Develop a deep understanding of each agency's operations and use effective agency management to drive profitable multi-line growth for the organization. Responsible for achieving annual sales objectives for assigned territory based on the annual business plan using digital technology, face- to-face agency meetings, teleconferencing, and webinars. If assigned the lead Agency Manager accountably, successfully manage the overall agency relationship and business development from an all-lines perspective, working in conjunction with assigned underwriters to drive profitable multi-line growth. Serve as a mentor/informal leader and subject matter expert.

ESSENTIAL FUNCTIONS:

• Primary focus and responsibility is managing sales opportunities with our agents in a consultative framework through proactive outbound calls, agency visits with key partners, digital sales tools, and virtual webinars.

• Responsible for driving new business quote activity and new business production. Hold agencies accountable for building a quality book of business with Encova, including managing the production, profitability, and relationships with assigned agencies.

• Partner with business teams to build and maintain a sales plan, develop success plans with partner agencies to help achieve our production and profit goals. Work as part of the team with Underwriters and Production Underwriters.

• Understand, promote, and support the objectives and goals of each profit center (Personal Lines, Commercial Lines, and Workers Compensation). Participate and collaborate with the profit center teams to assist with agency development planning, as well as executing and monitoring the progress towards the plan.

• Leverage personal relationships to achieve business outcomes.

• Assist Regional Vice Presidents with prospecting, appointing, and onboarding new agencies.

• Meet with agency principals to have agency development conversations to improve our partnerships. Build relationships with agency staff to increase engagement and commitment to Encova.

• Provide training to agencies and new agency hires on all Encova products, business processes, product rules, rating procedures, underwriting and binding guidelines, and policy forms for existing and new products offered.

• Effectively engage with customer relationship management (CRM) and other automated resources in a timely, thorough, and detailed manner.

• Hold others accountable for mutually beneficial outcomes.

• Achieve target wallet shares of an agency27s book, and target market shares for assigned territories.

• Build and leverage Encova27s position as the trusted carrier of choice for the independent agency channel.

• Strategically allocate time and resources to the agencies that support our business goals and objectives.

• Analyze agency issues, determine appropriate responses to resolve issues in a satisfactory manner.

• Effectively evaluate agency performance on profit and growth and hold agencies accountable for action plans and results.

• Communicate and deliver on Encova27s value proposition for each line of business.

• Gather and share competitive intelligence, market changes, and competitive position.

• Lead Service Team meetings, develop and recommend action plans.

• Attend industry events.

• Serve as a mentor/informal leader for other Territory Managers. Act as a subject matter expert for agency facing roles.

• Overnight travel required.

OTHER FUNCTIONS:
1.    Nonessential function: other duties as assigned. 

KNOWLEDGE, SKILLS AND ABILITIES:

• Minimum of 5 years of commercial underwriting experience or applicable industry experience strongly preferred.

• Bachelor27s degree and prior insurance experience preferred. Equivalent combination of education and experience may be considered.

• Proven sales experience with a successful track record highly desired.

• Must possess excellent phone presence and experience with multiple outbound/inbound phone calls per day.

• Proficient with corporate productivity and web presentation tools including online meetings & video conferencing with strong listening, communication and presentation skills.

• Ability to multi-task, prioritize, and self-manage time effectively.

• Experience working with Microsoft Dynamics or similar customer relationship management (CRM) software preferred.

• Scheduling flexibility including occasionally working irregular hours required.

• Demonstrated knowledge of current business conditions, competition and territory specific issues.

• Demonstrated fluency with insurance rules and regulations, policy, product, and service requirements.

• Excellent verbal and written communication skills; including formal and informal presentation skills.

• Strong consultative and negotiation skills; ability to effectively persuade and influence others.

• Ability to comprehend carrier/agency reports/metrics while recognizing trends and being able to use the data for fact-based conversations that advance the company27s position within agencies.

• Demonstrated creativity and strength in problem solving and developing solutions.

This position has been evaluated in accordance with the Americans with Disabilities Act.  Encova Insurance makes every effort to reasonably accommodate disabilities to permit performance of the essential functions and candidates who need such accommodation are encouraged to seek it.  This description reflects the nature and level of work performed by associates in this position.  It is not an all-inclusive inventory of duties, responsibilities and qualifications required.  It provides an accurate overview of the work and skills needed to perform this position.  Because job content may change from time to time, Encova Insurance reserves the right to add and/or delete functions from this job as it deems necessary for business reasons.