Underwriting Specialist Sales, Middle Market

The Hanover Insurance Group•Richmond, VA

97d•$100,000 - $150,000•Hybrid

About The Position

The Hanover’s Middle Market department is seeking a Senior Sales Underwriter for its Virginia territory. The role identifies, solicits, underwrites, and sells new and renewal Middle Market accounts to support profitable growth and align with industry segments, appetite, and mix goals. It applies advanced technical, sales, and analytical skills to provide insurance solutions and make individual and portfolio risk decisions using internal and external data. The position manages an assigned book of business, generally involving high technical complexity and coordination, within a broad Letter of Authority and with limited direction. It is full-time, exempt, and hybrid. The role may specialize or certify in one or more Industry Segments.

Requirements

Bachelor’s degree or equivalent experience.
3–7+ years of underwriting experience, including at least 3 years underwriting Middle Market accounts.
At least 3 years of experience driving agency relationships that result in profitable new and renewal business.

Nice To Haves

May specialize or certify in one or more Industry Segments.

Responsibilities

Apply advanced underwriting concepts, including risk selection, exposure and hazard identification and control, coverage implications, and loss analysis.
Use underwriting tools, disciplines, and strategy knowledge to ensure underwriting guidelines are followed.
Assess pricing components and rating methodology, correlating pricing to exposure, financial analysis, and competitive analysis.
Document files according to best-practice guidelines and state regulations, and clearly explain account decisions.
Follow catastrophe guidelines and underwriting discipline, account for catastrophe aggregation, and appropriately price risks.
Manage an assigned portfolio to achieve premium, profitability, rate, retention, industry and line-of-business mix, new business, and portfolio management goals.
Review portfolio metrics and identify trends and agent opportunities that support profitable growth.
Assess market factors and trends affecting pricing, including distribution channels, competition, growth and profit strategy, regulation, reinsurance costs, and branding.
Prepare or analyze information concerning adverse underwriting decisions, rate appeals, requirements, status, and declinations for the assigned territory.
Support profit improvement initiatives with key agents.
Identify, solicit, pipeline, negotiate, and close accounts aligned with Middle Market branch strategy.
Profile agency partners and strategically market company capabilities to agents.
Identify cross-selling opportunities and develop growth across lines of business and customer segments.
Use the company value proposition to support agency economics, partner conversion, and product specialization in partnership with local management.
Build trust and commitment through relationship management and producer activities to improve yield and retention.
Stay current on state and territory issues, regulations, and trends, and use market and competitor information to strengthen agent relationships.
Engage customers through the stewardship process for the most complex and prominent accounts in the territory.
Implement territory business plans independently, monitor performance, and adjust plans to maintain a substantial pipeline for profitable growth.
Make regular sales presentations to agents and customers and participate in presentations for more complex accounts.
Use Industry Solutions partners to support sales through knowledge transfer, strategic producer visits and sales calls, and training for agents and customers.
Work with Claims, Risk Solutions, and Operations to demonstrate service and technical expertise and secure business opportunities.