Personal Lines Territory Manager (MA)

Hanover Insurance Group•Worcester, 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 increase business with successful agency partners. The role works with management to shape and carry out territory strategy and production plans addressing product, pricing, and distribution needs. Success depends on building and using personal relationships to achieve business outcomes, including economic discussions with agency principals and engagement with account managers and agency staff. The Territory Manager drives sales results, develops agency business plans, monitors progress, and takes action when objectives are not met. The role builds trusted-advisor relationships, supports profitable growth and retention, advances book consolidation opportunities, and works toward regional financial objectives. It also gathers competitive intelligence, meets agency appointment targets, and provides training to agents and customer service representatives as needed. The position requires the ability to understand agency operations and financial metrics, make fact-based recommendations, communicate Hanover’s value proposition, and follow through on measurable outcomes. 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 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 presentations.
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 business conversations.
Creative problem-solving and analytical skills.
Strong decision-making and negotiation skills.
Determination and persistence when facing challenges, obstacles, 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 staff guidance and direction.
Strong people skills, coaching and motivation skills, and ability to serve as a role model.
Ability to foster productive teamwork.
Ability to maintain composure under stress 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.
Ability to operate a motor vehicle.
Ability to travel as necessary.

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.
Achieve market share within winning agencies and maximize quote-to-win ratios to meet or exceed plan.
Build trusted-advisor relationships focused on improving agency partners’ business performance.
Execute agency account plans and monitor company and agency progress against them.
Develop appropriate next steps when agency objectives are not met, using the mutually agreed business plan as a guide.
Recommend termination of consistently unprofitable or unproductive agencies to senior sales leadership.
Promote Hanover’s value proposition and secure commitments for stable, controlled business.
Develop book-roll and book-consolidation opportunities, negotiate and sell consolidation capabilities, and manage the pipeline through 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.
Gather competitive intelligence and share it with internal partners.
Prospect and meet agency appointment targets.
Provide agent and customer service representative training as needed.
Use agency metrics to recommend actionable initiatives and support mutually beneficial outcomes.
Maintain agency account-manager information in Salesforce.com.
Follow up on assigned actions and hold self and others accountable for measurable outcomes.
Leverage product and underwriting knowledge to deepen agency relationships and increase production.
Travel as necessary; estimated travel is a minimum of 70%.