Director Regional Sales, Small Commercial Lines (Remote/Hybrid)

The Hanover Insurance Group•Portland, OR

4d•$160,000 - $195,000•Hybrid

About The Position

The Hanover's Small Commercial Sales department is seeking a Regional Sales Director to join their growing team in the CA and NPAC Region. This role is responsible for driving the conversion of agents to partners through the execution of Small Commercial key initiatives in collaboration with Underwriting and Regional Field Leadership. This is achieved by directing and coaching Small Commercial Sales Managers and owning/developing the small commercial business strategies for assigned regions. This is a Full-time, Exempt role and can be hybrid or remote.

Requirements

10+ years proven sales and sales management track record in small commercial insurance or financial services environment.
Advanced sales and marketing skills; proven track record for developing new business & talent.
Exceptional mentoring and training skills to new and established SCSM’s and ARSD's for onboarding and development.
Leads and mentors their region and local enterprise strategic execution.
Excellent communication skills essential; effective face-to-face interactions and presentations to groups, as well as strong phone skills, sound written communications including impeccable follow through.
Bachelor's Degree.
Ability to collaborate with and influence, particularly with senior level field leadership, as this role will be working across multiple branches and/or regions.
Ability to effectively manage 8-10 salespeople and balance multiple sales priorities in a dynamic and very fast-paced environment.
Passion for driving actions and achieving results, with a competitive spirit of winning and an orientation towards achievement.

Nice To Haves

Professional designation such as CPCU, CIC, etc.
Knowledge of Salesforce.com is a plus.

Responsibilities

Drive the conversion of agents to partners through execution of Small Commercial key initiatives in collaboration with Underwriting and Regional Field Leadership by directing and coaching of Small Commercial Sales Managers and owning/developing the small commercial business strategies for assigned regions.
Promote collaboration with agents to develop fast, flexible, and custom-tailored solutions designed to meet the unique insurance needs for Small Commercial Clients.
Incorporate partnership strategy, small commercial business strategies, and strong knowledge of the small commercial marketplace and agents into effective sales management to deepen relationships.
Develop Small Commercial Sales Managers competencies to achieve higher performance and institutionalize sales drill.
Conduct competency assessments, provide RVP insight into SCSM's’ performance, and consult on performance management.
Work with SCSMs to develop territory business plans.
Coach SCSMs on day-to-day sales activities.
Serve as a liaison with Small CL HO for product/service enhancements.
Drive regional objectives through collaboration with the small commercial business, RVP's/RE's and other key franchise stakeholders across the region.
Enhance broader enterprise engagement and influence of other business unit leadership.
Evaluate territory needs including talent growth potential and roadmap.
Maintain a strategic view on performance management issues.
Exercise broad independent judgment to determine methods for issue resolution.
Tackle complex issues in creative ways while collaborating with others.
Apply knowledge of Hanover’s business strategies to proactively anticipate business needs based on industry trends.
Master sales and marketing techniques, and expert influencing and negotiating skills to drive sales goals.
Lead others through example and support the organization in building these capabilities.
Manage and mentor Small Commercial Sales managers as measured through feedback from agents, regional field leadership and overall regional book of business success.
Create collaborative, productive partnerships with key stakeholders such as Senior Leadership, Agents, Underwriting, State Management, Actuarial, Operations, Marketing, Claims, Loss Control, and other key functions to establish strategies that will achieve overall company goals.
Assess opportunities and work closely with the team on process and expectations.
Provide competitive intel and local market knowledge to state management in an effort to assist in developing and advancing our state strategy.
Ensure team understands and executes to that strategy, coaches supporting messaging and monitors execution.
Work with the team on dissection of account opportunities and coaching the importance of pipelining discipline.
Understand the principles, theories, practices, and techniques involved in planning, managing, and implementing projects and programs.