Territory Manager | Southern California

EMPLOYERS•Los Angeles, CA

About The Position

The Territory Manager provides sales leadership for sales and producer management processes across the Southern California territory. The role focuses on building relationships with insurance agents, maintaining strong internal relationships with underwriting, and serving as a workers’ compensation resource for agents. The position works in cooperation with the company’s Sales and Underwriting Plans to focus sales efforts on opportunities aligned with underwriting and financial objectives, as well as the company’s mission and vision. The Territory Manager works with Underwriting, Loss Control, and Claims to achieve production plans and makes field selection decisions that support the quality and quantity of new business applications. The role may involve national travel and travel throughout the assigned territory by car or air. Working conditions are generally those of an office environment, with periods of sitting and frequent use of a computer, keyboard, and phone.

Requirements

Bachelor’s degree.
Five years of insurance and/or sales experience.
Ability to work with limited direction.
Workers’ compensation rating bureau knowledge sufficient to discuss and resolve audit, collection, and some underwriting problems.
Excellent verbal and written communication skills.
Valid state driver’s license and good driving record.
Strong organizational skills.
Sales skills and ability to influence others through strong negotiation techniques.
Ability to interact effectively with all levels of personnel and represent the company professionally, internally and externally.
Working knowledge of Microsoft Word, Excel, and PowerPoint.

Nice To Haves

Preference for candidates with workers’ compensation or property and casualty insurance sales experience in Southern California.
Proven sales skills in the insurance industry.

Responsibilities

Assist the region in meeting or exceeding premium goals in a focused, efficient, and profitable manner.
Create and sustain a producer management process that prioritizes customer focus.
Monitor and evaluate the external market for new products and processes.
Assist in developing education and training programs for customers, underwriters, loss control consultants, and claims examiners.
Complete annual producer profiles and confirm that appropriate action plans are established.
Work with internal teams to develop automated efficiencies, online products, and improved customer communications.
Maximize use of current online systems, products, and services.
Make regular agency calls to support production efforts and keep producers informed about company products and services.
Help develop producer and underwriter relationships.
Prospect quality new appointments and terminate agencies that do not meet company needs as agreed.
Facilitate, train, and solve problems in working with agencies.
Follow up on outstanding eAccess issues to ensure critical concerns are resolved.
Conduct scheduled agency audits as needed and recommend appropriate action based on audit results.
Produce monthly reports on competitive trends and individual producer information to verify the producer management process.
Develop and coordinate producer functions that support production and company-producer relationships.
Work with corporate business appetite and underwriting to provide and monitor the amount and quality of new opportunities.
Coordinate with Loss Control, Underwriting, and Claims to attain the production plan.
Make field selection decisions to support the quality and quantity of new business application flow.
Perform other duties as assigned or as circumstances dictate.