Senior Commercial Lines Territory Manager

Penn National Insurance•Harrisburg, PA

8d•Hybrid

About The Position

The Senior Commercial Lines Territory Manager serves as a liaison between the company and agents, and acts as a relationship manager for our agents, regional underwriting team and corporate departments. The incumbent is responsible for all commercial lines agency planning and agency management initiatives for assigned agents, to include providing collaboration and support to Underwriters and RVPs on small business, mid-market renewal decisions, and other branch initiatives. The Senior Commercial Lines Territory Manager is also responsible for the direct underwriting of mid-market new business as well as growth objectives for assigned commercial lines agents. The incumbent evaluates the strengths and weaknesses of assigned agents and facilitates new business action plans that drive profitable commercial lines growth in both premium volume and policy count. To leverage new business, the incumbent provides necessary training to ensure assigned agents are familiar with Penn National Insurance commercial lines products, policies, procedures, and services. The territory for this position is Eastern PA.

Requirements

Minimum of five years property/casualty commercial underwriting required.
Must have technical underwriting knowledge of commercial lines of business written by Penn National Insurance.
Effective oral and written communication skills, with the ability to communicate information of a highly technical nature.
Proven sales, negotiations, and solution-selling skills.
Working knowledge and skill in agency and Company automation systems, to include fundamental knowledge on the use of personal computers, with emphasis on Microsoft Office Suite.
Exceptional customer service skills.
Good financial analysis skills.
Excellent time management skills.
Strong commercial lines underwriting analysis skills.
Must have a valid driver’s license and be able to operate a motor vehicle.
Must be able to travel, with overnight stays required.

Nice To Haves

Four year college degree preferred.
Continuing education in specialized insurance courses such as IIA, AU, CPCU, and CIC, as well as other educational experiences that enhance product knowledge and technical business relations.
Maintenance of an active agent’s P&C license in domiciled state preferred.
Minimum of three years’ marketing experience with a Property and Casualty carrier preferred.
Agency or broker experience with heavy concentration in underwriting exposure/risk and marketing may substitute for carrier experience.

Responsibilities

Develop the agency force to pre-qualify, rate, and bind profitable commercial lines business.
Utilize authority to assist agency partners in helping them write profitable business.
Review new business quote requests to determine acceptability using established underwriting authority and company guidelines.
Communicate underwriting decisions, techniques, and interpretation of policy forms and coverages with agents and company personnel regarding risk acceptability, incomplete information, etc.
Provide feedback to the Underwriting Manager and RVP on the quality of submissions and interactions with agency personnel.
Communicate underwriting and marketing philosophy or practices, to agents and policyholders and assist with education/training issues within agency.
Document the underwriting files where required, including the actions taken, reasons for decisions, and any follow-up diary needed.
Develop professional working relationships with agents, regional underwriting and claim teams and corporate departments.
Conduct thorough evaluation of all prospective agents and submit written recommendation to Regional Vice President.
Visits agencies to discuss underwriting matters, assist in the development of new business to strengthen agency relations.
Keeps two-way communication between agent and company continuously open and viable.
Drives profitable new business growth.
Monitors agency results and follows up with agent as to growth and compliance with company’s initiatives, procedures and policies.
Stays alert for and shares industry information, new ideas, products, or changes in other carrier philosophies that could positively or adversely affect Penn National Insurance with appropriate colleagues.
Utilizes authority to make consistent underwriting decisions, adhere to company acceptability and pricing philosophies, and promote ease of doing business initiatives with Penn National Insurance.
Profiles commercial lines book of business to assist in profitability analysis.
Develops and implements effective agency profitability plans when warranted.
Monitors agency results and follows up with agent as to profitability and compliance with company’s initiatives, procedures and policies.
Facilitate agency reviews with other team members to review agent’s performance as compared to established goals and implement corrective actions as needed.
Develop and implement agency action plans to achieve profitability.
Establishes appropriate account pricing in accordance with established underwriting authority and company guidelines.
Order and/or analyze loss control reports, financial reports, MVR’s, and other underwriting reports.
Evaluate the need for and secure appropriate facultative reinsurance in accordance with established company guidelines.
Contribute to the development of company underwriting policy, procedures, and guidelines to assure they reflect current market conditions and contribute to the attainment of Division goals.
Provide training to agency plant on programs, products, services, and systems.
Develop annual agency/company marketing plans.
Analyze territory profitability, premium growth, and agency representation, and implement corrective actions where appropriate.
Applies data to solve common business problems.
Compiles, manipulates, and analyses data of varying complexity.
Knowledgeable and proficient about what tools are available for data analysis and when they are appropriate to use.
Performs other duties as may be assigned by the President-Partners Mutual or Regional Vice President.