Sr Underwriting Specialist Sales, Middle Market

The Hanover Insurance Group•Nashville, TN

54d•$100,000 - $150,000•Hybrid

About The Position

The Hanover’s Middle Market department is seeking a Senior Sales Underwriter for its Tennessee territory. This full-time, exempt, hybrid role is responsible for identifying, soliciting, underwriting, and selling new and renewal Middle Market accounts that support profitable growth and align with industry segments, appetite, and mix goals. The position applies advanced technical, sales, and analytical skills to provide insurance solutions that help customers manage risk. The Senior Sales Underwriter uses internal and external data, a thorough understanding of Hanover’s strategies and appetites, and a broad Letter of Authority to make appropriate individual and portfolio risk decisions. The role manages an assigned book of business, generally involving high technical complexity and coordination, with limited direction. The role includes comprehensive benefits and career-development support through on-the-job experiences, personalized coaching, and learning and development programs.

Requirements

Bachelor’s degree or equivalent experience.
3–7+ years of underwriting experience, including a minimum of 3 years underwriting Middle Market accounts.
3+ years of experience driving agency relationships that result in profitable new and renewal business.

Nice To Haves

Specialization or certification in one or more Industry Segments.

Responsibilities

Apply advanced underwriting concepts, including risk selection, exposure and hazard identification and control, coverage implications, and loss analysis.
Use appropriate underwriting tools, disciplines, and strategic knowledge to follow underwriting guidelines.
Apply knowledge of pricing components and rating methodology, correlating pricing to exposure, financial analysis, and competitive analysis.
Document files according to best-practice guidelines and state regulations, and clearly explain account decisions.
Follow catastrophe guidelines and underwriting discipline, including consideration of catastrophe aggregation, to manage exposure and appropriately price risks.
Manage an assigned portfolio to meet gross written premium, profitability, rate, retention, industry and line-of-business mix, new-business, and portfolio-management goals.
Review metrics and identify trends that may create agency new-business opportunities while supporting profitable growth and business strategies.
Assess market factors and trends affecting pricing, including distribution channels, competition, growth and profit strategy, regulation, reinsurance costs, and branding.
Prepare or analyze information concerning adverse underwriting decisions, rate appeals, underwriting requirements, status, and declinations to drive territory results.
Support implementation of profit-improvement initiatives with key agents.
Identify, solicit, pipeline, negotiate, and close accounts aligned with Middle Market branch strategy.
Profile assigned agencies and strategically market the company’s capabilities to agents.
Identify and pursue cross-line and customer-segment sales opportunities and growth.
Use the company’s value proposition to strengthen agency economics, partner conversion, and product specialization in partnership with local management.
Manage producer relationships and activities to build trust, facilitate negotiation, secure commitment, and improve yield and retention.
Stay current on state and territory issues, regulations, and trends, and use market and competitor information to strengthen agent relationships.
Engage customers through stewardship for the most complex and prominent accounts in the territory.
Independently implement territory business plans, monitor performance, and adjust plans to maintain a substantial pipeline for future profitable growth.
Make regular sales presentations to agents and customers and participate in more complex accounts.
Use Industry Solutions partners to support sales through knowledge transfer, strategic producer visits and sales calls, and training for agents and customers.
Work effectively with Claims, Risk Solutions, and Operations to demonstrate service and technical expertise and secure business opportunities.