Regional Sales Director, Small Commercial Lines (Mid-Atlantic)

The Hanover Insurance Group•Washington, DC

2d•$160,000 - $200,000

About The Position

The Hanover’s Small Commercial Sales department is seeking a Regional Sales Director for its Mid-Atlantic Region. This role drives conversion of agents to partners by executing Small Commercial initiatives in collaboration with Underwriting and Regional Field Leadership. The director leads and coaches Small Commercial Sales Managers and develops business strategies for assigned regions. The position is full-time and exempt, and may be hybrid or remote. The director is responsible for regional objectives and performance, including new business and total written premium, agency management, service center premium, quality measures, and Small Commercial business priorities. The role partners across the small commercial business, regional and field leadership, and other stakeholders to advance regional and enterprise goals. It assesses territory needs and talent potential, supports performance management, and applies independent judgment to resolve complex issues. The position also develops sales management capabilities, mentors Small Commercial Sales Managers, shapes territory plans, and strengthens relationships with agents. It requires strong knowledge of the Small Commercial marketplace, advanced sales and marketing expertise, effective influence and negotiation, and the ability to collaborate across branches or regions in a fast-paced environment.

Requirements

10 or more years of proven sales and sales management experience in small commercial insurance or a financial services environment.
Bachelor’s degree.
Advanced sales and marketing skills, with a proven track record of developing new business and talent.
Strong mentoring and training skills.
Excellent communication skills, including effective in-person interactions and group presentations, strong phone skills, clear written communication, and reliable follow-through.
Ability to collaborate with and influence senior-level field leadership across multiple branches and/or regions.
Ability to effectively manage 8–10 salespeople and balance multiple priorities in a dynamic, fast-paced environment.
Strong knowledge of the small commercial marketplace and agents, with mastery of sales and marketing techniques and expert influencing and negotiating skills.
Ability to assess opportunities, work with a team on processes and expectations, and coach account-opportunity analysis and pipeline discipline.
Project and program management knowledge, including planning, managing, and implementing projects and programs.
Competitive, achievement-oriented approach and passion for driving actions and results.
Ability to exercise independent judgment and resolve complex issues creatively, applying knowledge of company strategies and industry trends.

Nice To Haves

Professional designation such as CPCU or CIC.
Knowledge of Salesforce.com.

Responsibilities

Drive conversion of agents to partners by executing Small Commercial initiatives with Underwriting and Regional Field Leadership.
Direct, coach, and mentor Small Commercial Sales Managers and support onboarding and development of new and established SCSMs and ARSDs.
Develop small commercial business strategies for assigned regions and lead regional and local strategic execution.
Work with SCSMs to develop territory business plans and coach them on day-to-day sales activities, account opportunities, and pipeline discipline.
Promote collaboration with agents to develop tailored insurance solutions for Small Commercial clients and deepen agent relationships.
Build SCSM competencies and institutionalize sales drills to improve performance.
Conduct competency assessments, provide RVP insight into SCSM performance, and consult on performance management.
Liaise with Small Commercial headquarters on product and service enhancements.
Drive regional objectives through collaboration with the small commercial business, RVPs/REs, and other franchise stakeholders; strengthen engagement with other business-unit leadership.
Evaluate territory needs, talent growth potential, performance, and performance-management issues.
Create productive partnerships with senior leadership, agents, underwriting, state management, actuarial, operations, marketing, claims, loss control, vendors, and other functions to advance company goals.
Provide competitive intelligence and local market knowledge to state management; ensure the team understands and executes the state strategy, including supporting messaging and monitoring execution.
Manage multiple sales priorities and a team of salespeople across branches and/or regions.
Achieve regional objectives for new business premium, total written premium, book roll/thins transfer metrics, agency management, service center premium, quality metrics, and Small Commercial business priorities.