Territory Manager - Personal Lines

Encova Insurance•Illinois, home-based, IL

2d•Remote

About The Position

This is a home-based role for candidates residing in Illinois, requiring travel primarily throughout the state. The position involves representing Encova Insurance to assigned agents, developing a deep understanding of their operations, and driving profitable multi-line growth through effective agency management. The role is responsible for achieving annual sales objectives using various communication methods and potentially managing key agency relationships from an all-lines perspective in collaboration with underwriters. The primary focus is on managing sales opportunities with agents through proactive outbound calls, agency visits, digital sales tools, and virtual webinars, driving new business quote activity and production. The Territory Manager will hold agencies accountable for building a quality book of business, including managing production, profitability, and relationships. They will partner with business teams to build and maintain sales plans, develop success plans with agencies, and collaborate with Underwriters and Production Underwriters. The role also involves supporting profit center objectives, assisting with agency development planning, and leveraging personal relationships to achieve business outcomes. Additionally, the Territory Manager will assist Regional Vice Presidents with prospecting, appointing, and onboarding new agencies, conducting agency development conversations, building relationships with agency staff, and providing training on Encova products, processes, and guidelines. Effective use of CRM and other automated resources is essential, as is achieving target wallet shares and market shares. The role requires building Encova’s position as a trusted carrier, strategically allocating time and resources, analyzing and resolving agency issues, evaluating agency performance, and communicating Encova’s value proposition. Gathering competitive intelligence and coordinating Service Team meetings are also key responsibilities. Overnight travel is required.

Requirements

Minimum of one year of sales experience or applicable industry experience (claims, underwriting, etc.) preferred.
Bachelor's degree and prior insurance experience preferred.
Equivalent combination of education and experience may be considered.
Must possess strong 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.
Experience working with Microsoft Dynamics or similar customer relationship management (CRM) software preferred.
Scheduling flexibility including occasionally working irregular hours required.
Working knowledge of current business conditions, competition, and territory specific issues.
Knowledge of insurance rules and regulations, policy, product, and service requirements.
Strong 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.
Candidates must reside and work within specific U.S. states, including Illinois for this role.

Nice To Haves

Minimum of one year of sales experience or applicable industry experience (claims, underwriting, etc.)
Prior insurance experience
Experience working with Microsoft Dynamics or similar customer relationship management (CRM) software
Bachelor's degree

Responsibilities

Manage sales opportunities with agents through proactive outbound calls, agency visits, digital sales tools, and virtual webinars.
Drive new business quote activity and new business production.
Hold agencies accountable for building a quality book of business with Encova, including 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.
Participate and collaborate with profit center teams on agency development planning, execution, and monitoring.
Leverage personal relationships to achieve business outcomes.
Assist Regional Vice Presidents with prospecting, appointing, and onboarding new agencies.
Meet with agency principals for agency development conversations.
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, product rules, rating procedures, underwriting and binding guidelines, and policy forms.
Effectively engage with customer relationship management (CRM) and other automated resources.
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 to resolve issues.
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.
Coordinate Service Team meetings and support action plans.
Attend industry events.
Perform other duties as assigned.