Territory Manager - Personal Lines

Encova Insurance•Columbus, OH

7d•$55,132 - $138,790•Remote

About The Position

The Territory Manager - Personal Lines role is responsible for representing Encova Insurance to assigned agents, developing a deep understanding of their operations, and driving profitable multi-line growth through effective agency management. This position achieves annual sales objectives by utilizing digital technology, face-to-face meetings, teleconferencing, and webinars. If managing a lead agency, the role involves overseeing the overall agency relationship and business development from an all-lines perspective, collaborating with underwriters to foster profitable growth. The role requires a focus 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 holds agencies accountable for building a quality book of business with Encova, managing production, profitability, and relationships. They partner with business teams to create sales plans and success plans with agencies to meet production and profit goals, and assist Regional Vice Presidents with prospecting, appointing, and onboarding new agencies. The role involves meeting with agency principals for development conversations, building relationships with agency staff, and providing training on Encova products, processes, and guidelines. Effective engagement with CRM and other automated resources is crucial. The Territory Manager is responsible for achieving target wallet shares and market shares, building Encova's position as a trusted carrier, and strategically allocating resources. They analyze agency issues, evaluate performance, and communicate Encova's value proposition. The role also involves gathering competitive intelligence, coordinating Service Team meetings, and attending industry events. 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 who need accommodation for disabilities are encouraged to seek it.

Nice To Haves

Reside in Central Ohio.
Experience with Microsoft Dynamics or similar customer relationship management (CRM) software.

Responsibilities

Manage sales opportunities with assigned 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 to conduct agency development conversations and 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, 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 them.
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.