Personal Lines Territory Manager (MA)

The Hanover Insurance Group•Boston, MA

7d•$95,000 - $120,000

About The Position

The Hanover’s Personal Lines Sales team is seeking a Territory Sales Manager based in Massachusetts. This full-time, exempt role manages business development within an assigned territory by partnering with existing agents and appointing new ones to acquire and retain profitable accounts and increase penetration with winning agencies. The role partners with management to shape and execute territory strategy and production plans that address product, pricing, and distribution needs. Success depends on using personal relationships to achieve business outcomes and working with agency principals, account managers, and agency staff to deepen partnerships and engagement. The Territory Manager drives sales results and regional financial objectives, develops and monitors agency account plans, builds trusted-advisor relationships, and uses agency and carrier data to guide recommendations and accountability. The role also gathers competitive intelligence, pursues agency appointments, supports agent and CSR training, and promotes Hanover’s products and value proposition. Travel is estimated at a minimum of 70%. The company describes career development through on-the-job experiences, personalized coaching, and learning and development programs. Comprehensive benefits are offered to support health, financial security, and work-life balance.

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.
Proven ability to cultivate and build effective business relationships.
Fluency in 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 and the ability to persuade and influence others effectively.
Ability to understand carrier and agency reports and metrics, identify trends, and use data in fact-based conversations.
Creativity and strength in problem solving and developing solutions; analytical skills.
Strong decision-making and negotiation skills.
Determination and persistence in overcoming challenges, setbacks, and rejection.
Ability to sell Hanover’s value proposition and cultivate strong business partnerships with agents.
Executive presence.
Ability to set challenging goals and provide guidance and direction to staff.
Strong interpersonal skills and effectiveness in coaching and motivating others; serves as a role model for building effective relationships.
Ability to foster productive teamwork.
Ability to maintain composure under stress, adapt flexibly, and thrive in stressful situations.
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 and operate a motor vehicle.
Ability to travel as necessary; estimated travel is at least 70%.

Nice To Haves

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

Responsibilities

Drive top-line sales results in the assigned territory by conducting business development planning with agents, in conjunction with the ARVP, RVP, and/or Sr. TSM.
Achieve market share within winning agencies and maximize quote-to-win ratios to meet or exceed plan.
Build and leverage trusted-advisor relationships to improve agency partners’ business performance.
Execute agency account plans and regularly monitor company and agency progress against plans.
Develop and execute next steps when agency account objectives are not met, based on mutually agreed business plans.
Recommend termination of consistently unprofitable or unproductive agencies to the Sr. TSM and Sales ARVP/RVP.
Use Hanover’s value proposition to secure commitments for blocks of stable, controlled business.
Increase conversion on book rolls and thins; sell book consolidation capabilities and their economic impact, and manage the book consolidation pipeline through to signed deals.
Meet regional financial objectives by increasing policies sold, maintaining or improving retention, increasing policies per client, improving 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 necessary.
Adhere to Sales Best Practices.
Analyze agency metrics and recommend actionable initiatives that support mutually beneficial outcomes.
Tailor knowledge and resources to agency needs, communicate recommendations clearly, and follow up on assigned actions and measurable outcomes.
Maintain account-manager information in salesforce.com and use agency relationships and data to support accountability, production, and business goals.
Use knowledge of Hanover’s products and underwriting appetite to deepen agency relationships and increase production.