Senior Territory Manager - Commercial Lines

Encova Insurance•Pennsylvania, home-based, PA

7d•$93,822 - $150,115•Remote

About The Position

The Senior Territory Manager - Commercial Lines role is responsible for representing Encova Insurance to assigned agents, developing a deep understanding of each agency's operations, and driving profitable multi-line growth through effective agency management. This role involves achieving annual sales objectives for the assigned territory using a combination of digital technology, face-to-face meetings, teleconferencing, and webinars. If managing a lead agency, the role includes overseeing the overall agency relationship and business development from an all-lines perspective, collaborating with underwriters to drive profitable growth. The position also serves as a mentor and subject matter expert.

Requirements

Minimum of 5 years of commercial underwriting experience or applicable industry experience strongly preferred.
Proven sales experience with a successful track record highly desired.
Excellent phone presence and experience with multiple outbound/inbound phone calls per day.
Proficient with corporate productivity and web presentation tools including online meetings & video conferencing.
Strong listening, communication, and presentation skills.
Ability to multi-task, prioritize, and self-manage time effectively.
Demonstrated knowledge of current business conditions, competition, and territory specific issues.
Demonstrated fluency with insurance rules and regulations, policy, product, and service requirements.
Excellent verbal and written communication skills; including formal and informal presentation skills.
Strong consultative and negotiation skills; ability to effectively persuade and influence others.
Ability to comprehend carrier/agency reports/metrics while recognizing trends and using data for fact-based conversations.
Demonstrated creativity and strength in problem solving and developing solutions.
Scheduling flexibility including occasionally working irregular hours required.
Overnight travel required.

Nice To Haves

Bachelor's degree and prior insurance experience preferred.
Experience working with Microsoft Dynamics or similar customer relationship management (CRM) software preferred.

Responsibilities

Manage sales opportunities with agents through proactive outbound calls, agency visits, digital sales tools, and virtual webinars.
Drive new business quote activity and production.
Hold agencies accountable for building a quality book of business with Encova, managing production, profitability, and relationships.
Partner with business teams to build and maintain a sales plan and develop success plans with partner agencies.
Work collaboratively with Underwriters and Production Underwriters.
Understand, promote, and support the objectives and goals of each profit center (Personal Lines, Commercial Lines, and Workers Compensation).
Assist with agency development planning, execution, and monitoring.
Leverage personal relationships to achieve business outcomes.
Assist Regional Vice Presidents with prospecting, appointing, and onboarding new agencies.
Conduct agency development conversations with agency principals to improve partnerships.
Build relationships with agency staff to increase engagement and commitment to Encova.
Provide training to agencies and new agency hires on Encova products, business processes, guidelines, and policy forms.
Effectively engage with customer relationship management (CRM) and other automated resources.
Hold others accountable for mutually beneficial outcomes.
Achieve target wallet shares of an agency’s book and target market shares for assigned territories.
Build and leverage Encova’s position as the trusted carrier of choice for the independent agency channel.
Strategically allocate time and resources to agencies that support business goals and objectives.
Analyze agency issues and determine appropriate responses.
Evaluate agency performance on profit and growth and hold agencies accountable for action plans and results.
Communicate and deliver on Encova’s value proposition for each line of business.
Gather and share competitive intelligence, market changes, and competitive position.
Lead Service Team meetings and develop action plans.
Attend industry events.
Serve as a mentor/informal leader for other Territory Managers.
Act as a subject matter expert for agency facing roles.
Perform other duties as assigned.