Personal Lines Territory Manager (MA)

Hanover Insurance Group•Boston, MA

About The Position

The Personal Lines Territory Manager manages business development in an assigned Massachusetts territory by partnering with existing agents and appointing new ones to acquire and retain profitable accounts and deepen engagement with winning agents. The role partners with management to shape and execute a territory strategy and production plan addressing product, pricing, and distribution needs. Success depends on using personal relationships and trusted-advisor skills to advance business outcomes, including conducting economic discussions with agency principals and building engagement with account managers and agency staff. The manager drives sales and regional financial results, executes agency account plans, monitors progress, and develops next steps when objectives are not met. The role seeks meaningful market share and profitable growth, strengthens agency relationships, pursues book consolidation opportunities, and shares competitive intelligence with internal partners. This is a full-time, exempt position based in Massachusetts, with travel 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 current business conditions, competition, and territory-specific issues.
Good business acumen.
Proven ability to cultivate and build effective business relationships.
Fluency with insurance rules and regulations, policies, products, and service requirements.
Excellent verbal and written communication skills, including formal and informal presentation skills.
Strong consultative and negotiation skills, with the ability to persuade and influence others.
Ability to understand carrier and agency reports and metrics, recognize trends, and use data in fact-based conversations.
Creative problem-solving and analytical skills.
Strong decision-making and negotiation skills; persistence in overcoming challenges, obstacles, setbacks, and rejection.
Ability to sell Hanover’s value proposition and cultivate strong business partnerships with agents.
Executive presence and strong people skills, including the ability to coach, motivate, and serve as a role model.
Ability to foster productive teamwork and maintain composure under stress.
Ability to work independently with minimal direction and structure; 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.
Ability to operate a motor vehicle and 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

Manage business development within an assigned territory by partnering with existing agents and appointing new agents.
Partner with management to influence and execute territory strategy and production plans addressing product, pricing, and distribution needs.
Conduct business development planning with territory agents and drive top-line sales results in conjunction with the ARVP, RVP, and/or Senior Territory Sales Manager.
Build market share in winning agencies and maximize quote-to-win ratios to meet or exceed plan.
Serve as a trusted advisor focused on improving agency partners’ business performance.
Execute agency account plans and monitor company and agency progress; develop appropriate next steps when objectives are not met.
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 blocks of stable, controlled business.
Maximize conversion on book rolls and thins; negotiate and sell book consolidation, manage the pipeline, and develop opportunities into signed deals.
Meet regional financial objectives by increasing policies sold, maintaining or improving retention, increasing policies per client, growing agency and account-manager engagement, increasing Customer Service Center enrollment, and protecting margin through the target mix of flow business.
Gather competitive intelligence and share it with internal partners.
Prospect and meet agency appointment targets.
Provide agent and CSR training as needed and adhere to Sales Best Practices.
Use agency metrics and reports to make fact-based recommendations, identify trends, support accountability, and advance mutually beneficial agency outcomes.
Build agency engagement and relevance through regular interaction, account-manager relationships, production support, and knowledge of Hanover products and underwriting appetite.
Update account-manager information in Salesforce.com.
Coach and motivate staff, foster teamwork, and provide guidance and direction.