Personal Lines Territory Manager (MA)

The Hanover Insurance Group•Worcester, MA

7d•$90,000 - $115,000

About The Position

The Hanover’s Personal Lines Sales team is seeking a Territory Sales Manager based in Massachusetts. The role manages business development in an assigned territory by partnering with existing agents and appointing new agencies to acquire and retain profitable accounts, improve penetration with successful agents, and exceed production goals in a competitive marketplace. The manager partners with leadership to shape and execute territory strategy and production plans addressing product, pricing, and distribution needs. Success depends on building relationships, advising agency principals on agency economics, and increasing engagement among account managers and agency staff. The role drives sales and market share, executes agency account plans, and monitors progress against agreed objectives. It also develops corrective actions when objectives are missed, recommends termination of persistently unprofitable or unproductive agencies, and uses Hanover’s value proposition to secure stable, controlled business. The manager advances book consolidation opportunities, meets regional financial objectives, gathers competitive intelligence, prospects for new agency appointments, and provides agent and customer service representative training as needed. This is a full-time, exempt position. Travel is estimated at a minimum of 70%.

Requirements

At least 3 years of sales experience or applicable industry experience, such as claims or underwriting.
Working knowledge of business conditions, competition, and territory-specific issues, with good business acumen.
Experience cultivating and building effective business relationships.
Fluency with insurance rules and regulations, policies, products, and service requirements.
Excellent verbal and written communication skills, including formal and informal presentations.
Strong consultative, persuasion, influence, and negotiation skills.
Ability to interpret carrier and agency reports and metrics, recognize trends, and use data in fact-based conversations.
Creative problem-solving, analytical, and solution-development skills.
Strong decision-making skills and persistence when facing challenges, setbacks, and rejection.
Ability to sell Hanover’s value proposition and cultivate strong partnerships with agents.
Executive presence and ability to set challenging goals and guide staff.
Strong interpersonal skills, including coaching and motivating others and fostering productive teamwork.
Ability to remain composed under stress, adapt flexibly, and thrive in stressful situations.
Ability to work independently with minimal direction; self-motivated, organized, and driven to succeed.
Ability to use a personal computer and standard office equipment.
Ability to sit and/or stand for extended periods and operate a motor vehicle.
Ability to travel as necessary; travel is estimated at a minimum of 70%.

Nice To Haves

Bachelor’s degree preferred.
Personal Lines underwriting and marketing capabilities.

Responsibilities

Drive sales results in the assigned territory through business development planning with agents, in conjunction with the ARVP, RVP, and/or Senior Territory Sales Manager.
Achieve meaningful market share within successful agencies and maximize quote-to-win ratios to meet or exceed plan.
Build credibility as a trusted advisor focused on improving agency partners’ business performance.
Execute agency account plans and monitor company and agency progress against those plans.
Develop next steps when agency objectives are not met, anchored to the mutually agreed business plan.
Recommend termination of consistently unprofitable or unproductive agencies to the Senior Territory Sales Manager and Sales ARVP/RVP.
Use Hanover’s value proposition to secure commitments for stable, controlled business.
Increase conversions on book roll and thinning opportunities; negotiate and sell book consolidation and manage the pipeline through signed agreements.
Meet regional financial objectives by increasing policies sold, maintaining or improving retention, increasing policies per client, increasing agency and account-manager engagement, increasing Customer Service Center enrollment, and protecting margins through appropriate business mix.
Gather competitive intelligence and share it with internal partners.
Prospect and meet agency appointment targets.
Provide agent and CSR training as needed.
Adhere to Sales Best Practices.
Analyze agency metrics and recommend actions that support mutually beneficial outcomes.
Build Hanover’s relevance within agencies through ongoing interaction, account-manager engagement, system knowledge, and production.
Maintain account-manager information in Salesforce.com and use relationship and data insights to support measurable outcomes.
Leverage knowledge of Hanover’s products and underwriting appetite to build agency relationships and drive production.