Director-Territory Mktg (6938)

Zenith Insurance Company•Charlotte, NC

42d

About The Position

Zenith is a team of Workers' Compensation Specialists committed to helping businesses succeed by protecting against the financial and human consequences of workplace injuries, providing for the needs of injured employees and making the workplace safer. To distinguish ourselves as the desired provider of Workers' Compensation Insurance, values such as collaboration, work-life balance, and integrity are placed at the center of all our operations. In addition, Zenith supports career advancement through a dedication to ongoing learning and development. An individual coming to Zenith will not only receive competitive compensation and a comprehensive benefits package, but continuous opportunities to grow as a professional. Overview Responsible for managing a targeted group of regional agents/national brokers and/or assigned large accounts. Trains agents on Zenith as a market including our underwriting appetite, capabilities, advantages, products and services. Works with assigned agents/brokers to develop a flow of qualified business. Leads the sales process working collaboratively with management, the underwriters and other departments to drive the acquisition and retention of desirable business. Serves as our lead salesperson for targeted key account prospects and select key account renewals. Has a full understanding of risk financing alternatives such as retros, large deductibles, captives, and self-insurance. Supports the company's pricing and selection disciplines. Actively seeks opportunities for profitable growth and a better customer experience. Monitors the competition. Builds and broadens relationships between Zenith and our agents and policyholders.

Requirements

High School Diploma Or equivalent Req
Bachelor’s Degree or equivalent combination of training/experience Req
10+ years Insurance industry progressively responsible experience including experience in the workers compensation product line and knowledge of underwriting and risk financing alternatives. Req
Proven leadership and sales skills.
Proven strategic skills.
Demonstrated history of high level outcomes.
Demonstrated influence management skills.
Excellent communication skills.
Ability to present ideas effectively in formal and informal situations; conveying thoughts clearly and concisely.
Must be comfortable making public presentations.
Maintain an upbeat, positive and enthusiastic attitude daily.
Team Player.
Valid Drivers’ License in good standing.

Nice To Haves

Preference given to leadership experience.

Responsibilities

Distribution Management.
Role is tactical relative to assignments but also plays a strategic and leadership role within the department.
Assess and develop a strategic marketing plan for assigned area of responsibility.
Evaluate and execute on opportunities and challenges for profitable growth.
Manage a targeted group of regional agents/national brokers and/or assigned large accounts.
Understand the profile, book, sales approach, capabilities, competition and key players for each assigned agency/broker.
Develop effective and profitable relationships through business planning, visibility, quality interaction, education, follow through and relationship building.
Ensure appropriate agency administration for assigned territory including contracts, coding, tiering, compensation, and contact information.
Sales Leadership.
Work with assigned agents/brokers to develop a flow of qualified business.
Develop and work a pipeline of prospects and opportunities.
Develop large account/program prospects.
Have a full understanding of risk financing alternatives such as retros, large deductibles, captives, and self- insurance.
Train assigned agents/brokers on our systems, tools, and processes.
Lead the sales process working collaboratively with management, the underwriters and other departments to drive the acquisition and retention of desirable business.
Ensure that Zenith is positioned as the market of choice with our agents and identified prospects/renewals.
Facilitate early engagement with targeted new and renewal accounts.
Work with our agents to sell the value of our programs and services including joint presentations to policyholders.
Help to resolve any customer or service issues that are a barrier to a successful sales outcome.
Serves as our lead salesperson for targeted key account prospects and select key account renewals.
Coordinates all aspects of the point of sale and ensures Zenith’s value proposition is clearly communicated and understood by the producer and policyholder.
Track agency performance and outcomes and make adjustments as necessary to agency plans to ensure mutually profitable, significant and efficient relationships.
Develop competitive intelligence for the local marketplace so we can optimally position our products and services to serve agent and policyholder needs and improve our success ratios.
Advance the Zenith Brand.
Educate assigned agents on Zenith’s products and capabilities and teach them how to effectively sell our brand.
Promote the benefits of the Zenith Difference and our value proposition.
Develop and conduct agency orientations, specific agency training, and joint sales calls.
Target next generation producers and agency staff.
Promote the Zenith brand through industry, agency, and policyholder/association events.
Promote new or more advanced ideas for our products, sales and marketing materials.
Work with Underwriting, Marketing, and National Marketing & Communications on development.
Advance Teamwork, Relationships, and the Customer Experience.
Regularly meet with agents and policyholders to discuss overall service and ensure Zenith understands the customer’s operations, risks and needs.
Works closely with internal departments to resolve any roadblocks in service and ease of doing business.
Actively support underwriting and other departments in generating agency cooperation to resolve policyholder issues.
Develop deep and productive relationships with our agents/brokers and key accounts.
Develop opportunities to introduce and facilitate relationship building between our agents/policyholders and assigned Zenith staff and management.
Develop a strong, collaborative relationship with underwriting and the other departments.