Territory Sales Manager, Commercial Trucking position (PA/KY/WV)

GEICO•Pittsburgh, PA

22d•$104,550 - $161,950•Hybrid

About The Position

GEICO is seeking a Territory Sales Manager, Commercial Trucking to drive the growth of agency relationships and increase the profitability of GEICO and GEICO-affiliated products within an assigned geographic area. This role involves managing a territory of 120-150 truck and commercial specialist accounts, developing and implementing best practices to enhance sales resource proficiency, and analyzing the territory to create strategic plans for growth and profitability. The position requires a strong understanding of commercial insurance products, competitive landscapes, industry trends, and sales tools to effectively assist agencies in problem-solving and revenue growth. The manager will also be responsible for identifying new opportunities, comparing competitive intelligence, documenting prospecting and onboarding processes for new agencies, and training agency personnel on GEICO products and processes. Additionally, the role involves monitoring agent performance, creating sales plans and reports for leadership, and interacting with state and industry associations. The manager will also develop onboarding, training, and development plans for new sales teams. Candidates must reside near a major airport and be able to travel overnight within their geographic area (PA/KY/WV), with approximately 40% overnight travel. The role requires candidates to reside in or near Pittsburg or Philadelphia.

Requirements

Must be able to follow complex instructions, resolve conflicts or facilitate conflict resolution, and have strong organization/priority setting skills
Must be able to multi-task
Must be able to learn and apply large amounts of technical and procedural information
Prior experience with driving sales results
Prior experience working with different lines of insurance a plus (P&C, Commercial, Life/Health)
Must be able to, with or without accommodation, perform the essential functions which include, but are not limited to, seeing, hearing, typing, and speaking
Must be able to speak in a clear, empathic, and professional manner via phone
Adheres to the GEICO Code of Conduct, company policies and operating principles
Compliance with GEICO’s driving standards and/or policy
Meets attendance standard at business location to perform necessary job functions and to facilitate interaction with subordinates and management
Valid driver’s license and auto insurance

Nice To Haves

3 years of experience working with Independent Agents
Bachelor’s degree or 3 years sales or relevant insurance experience

Responsibilities

Prospects, interviews, and approves new appointments to expand GEICO’s agency distribution.
Manages agents within a designated area of responsibility using in person, virtual, phone, and email to build relationships, deliver trainings, and manage agency performance. Implements policies and procedures of the agency program.
Analyzes territory to understand and detail where to spend time and resources to detail and execute a strategic plan to achieve growth and profitability goals.
Understands and applies Commercial Insurance knowledge of Company’s commercial products, competitive placement, industry trends, sales tools, and agency technology to design and deliver an effective sales call using an effective sales model to assist the agency in solving problems and growing their revenue by increasing Company’s value within the agency.
Prepares and documents effective pre-call strategies and IDENTIFIES new areas to aid the agency in growing its Company written premium, properly documenting each sales call and agency strategy supporting the sales process therein.
Works with product management to identify new areas of opportunity.
Compares and delivers competitive intelligence on ways to improve our industry position.
Documents the best process to prospect, qualify and onboard new commercial agencies to expand Company’s agency distribution footprint.
Documents the best processes to train principals, agents, and representatives to optimize their understanding and preference toward Company products and processes, providing feedback on competitive comparisons to product and the strategy team, as available.
Monitors agent performance to action plans, identifies and documents needed actions and takes them as needed to help our partners (employees and agents) grow their business with Company.
Creates and delivers annual, and semi-annual sales plans, regular updates and reporting to leadership to support strategic reporting.
Interacts with critical state and industry association groups to determine growth efforts in new, and existing states.
Develops the onboarding, training, and development (includes mentoring) plans of new Company sales and sales process teams.