Director, Territory Management

Branch Financial, LLC•Columbus, OH

8d•$105,000 - $150,000•Remote

About The Position

Branch is looking for a Director, Territory Management to lead the field team responsible for growing quality new business through independent agencies. This role carries an aggregate production target for Branch's US target market and is accountable for achieving it. Branch is transitioning from a remote, digitally delivered agency management model to an in-person one, and this role is crucial for building and continuously improving a new field sales organization. The successful candidate will spend a significant portion of each month in the market with territory managers, coaching and observing agency visits to identify what is and isn't working. This role will transform individual territories into a coordinated, accountable go-to-market motion. The ideal leader is comfortable holding the team accountable to numbers while maintaining relationships, models the coaching behaviors they expect, and designs territories that are both challenging and achievable. This role also involves synthesizing team feedback into actionable strategies for the business.

Requirements

8+ years in independent agency distribution, field sales, or comparable B2B sales/business development.
4+ years directly managing a quota-carrying field team.
Demonstrated accountability for a channel, regional, or divisional number.
Experience building a team (vs. inheriting) is 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 get a team to that same level of command.
Comfort operating at both the strategic level (territory/portfolio performance) and the tactical level (personally engaging top agencies).
Strong communication and stakeholder-management skills.
Ability to translate field-level insight into strategy leadership can act on.
Applicants must be currently authorized to work in the United States on a full-time basis.
Unable to sponsor or take over sponsorship of an employment visa at this time.

Nice To Haves

P&C insurance experience is preferred but not required.

Responsibilities

Lead, manage, coach, and develop the team of Senior/Territory Managers, ensuring each has a clear territory strategy and a prioritized agency list.
Own the channel production target for bound premium and policy count across territories, building it bottom-up, forecasting against it, and explaining variances.
Own and manage the framework for agency prioritization and ensure consistent application by Territory Managers.
Ensure all agents have access to the necessary tooling to understand production trends and identify opportunities for quality new business.
Set, enforce, and improve the standards for Territory Managers' work (e.g., agency reintroduction, relationship-building, production commitments, HubSpot logging) and hold the team accountable.
Aggregate and report on territory performance, including pipeline, quoting trends, and bound premium, against targets to leadership.
Personally engage with priority agencies alongside Territory Managers to steer relationships and drive production.
Synthesize field-level insights (competitive intel, pricing friction, product gaps) from Territory Managers and communicate them to key stakeholders at Branch for prioritization and correction.
Ensure Territory Managers are equipped to sell effectively with necessary materials, objection handling, and product knowledge, including onboarding for those without a P&C background and providing consistent coaching.
Partner cross-functionally with Finance, Marketing, Product, Underwriting, and Operations to remove barriers to production.
Set requirements for systems and workflow changes to enhance the productivity of the field team and onboarding process, including CRM, quoting workflow, and agency-facing tools.