Territory Sales Manager, Personal Lines
- The Hanover Insurance Group
- Potomac, MD, USA
Job Description
For more than 170 years, The Hanover has been committed to delivering on our promises and being there when it matters the most. We live our values every day, demonstrating we CARE through our values, ESG initiatives and IDE journey.
Our Personal Lines Sales team is seeking an experienced Territory Sales Manager to work in Washington, DC and Maryland.
This is a full-time/exempt role.
POSITION OVERVIEW:
Successfully manage business development within an assigned territory by partnering with existing agents and appointing new ones, to acquire and retain profitable new accounts, while securing better penetration with winning agents. Partner with management to influence and execute a territory strategy and production plan that addresses product, pricing, and distribution needs to exceed goals in a competitive marketplace. An ability to leverage personal relationships for business outcomes is key to succeeding in this role. Meet with agency principals to have agency economic conversations that advance deeper partnerships while also being able to meet with account managers and agency staff to increase engagement and commitment to Hanover. Has the ability to hold others accountable for mutually beneficial outcomes.
IN THIS ROLE, YOU WILL:
- Drive top line sales results within assigned territory, in conjunction with the ARVP, RVP and/or Sr. TSM, by conducting business development planning with agents located within assigned territory
- Achieve meaningful market share within winning agencies, maximizing quote/win ratio to meet and exceed plan
- Execute agency account plan and frequently monitor the Company and agency progress relative to plan
- Proactively develop and execute appropriate next steps if agency account objectives are not met, always anchoring back to the mutually agreed upon business plan
- Recommend termination of consistently unprofitable and/or unproductive agencies to Sr. TSM and Sales ARVP/RVP
- Maximize conversion on book rolls & thins; negotiate and sell book consolidation capability and positive economic impact on agents business; aggressively manages the book consolidation pipeline to develop opportunities into signed deals
- Meet and exceed overall regional financial objectives by: Increasing total policies sold while maintaining and/or improving retention Increasing average lines (policies) sold per client Increasing agency and account manager engagement, especially among winning agents / future partners Increasing Customer Service Center enrollment Protecting margin by influencing agents to over-deliver ""target"" mix of flow business
WHAT YOU NEED TO APPLY:
- Bachelor’s degree preferred
- 5+ year’s personal lines insurance sales experience
- Proven experience cultivating and building effective business relationships
- 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
- Personal Lines underwriting and marketing capabilities a plus
- Ability to sell Hanover’s value proposition to the Agents
CAREER DEVELOPMENT:
It’s not just a job, it’s a career, and we are here to support you every step of the way. We want you to be successful and fulfilled. Through on-the-job experiences, personalized coaching and our robust learning and development programs, we encourage you – at every level – to grow and develop.
BENEFITS:
We offer comprehensive benefits to help you be healthy, build financial security, and balance work and home life. At The Hanover, you’ll enjoy what you do and have the support you need to succeed.
Benefits include:
- Medical, dental, vision, life, and disability insurance
- 401K with a company match
- Tuition reimbursement
- PTO
- Company paid holidays
- Flexible work arrangements
- Cultural Awareness Day in support of IDE
- On-site medical/wellness center (Worcester only)
- Click here for the full list of Benefits
EEO statement:
The Hanover values diversity in the workplace and among our customers. The company provides equal opportunity for employment and promotion to all qualified employees and applicants on the basis of experience, training, education, and ability to do the available work without regard to race, religion, color, age, sex/gender, sexual orientation, national origin, gender identity, disability, marital status, veteran status, genetic information, ancestry or any other status protected by law.
Furthermore, The Hanover Insurance Group is committed to providing an equal opportunity workplace that is free of discrimination and harassment based on national origin, race, color, religion, gender, ancestry, age, sexual orientation, gender identity, disability, marital status, veteran status, genetic information or any other status protected by law.”
As an equal opportunity employer, Hanover does not discriminate against qualified individuals with disabilities. Individuals with disabilities who wish to request a reasonable accommodation to participate in the job application or interview process, or to perform essential job functions, should contact us at: HRServices@hanover.com and include the link of the job posting in which you are interested.
Privacy Policy:
To view our privacy policy and online privacy statement, click here.
Applicants who are California residents: To see the types of information we may collect from applicants and employees and how we use it, please click here.
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