Territory Sales Manager

The Territory Sales Manager is the position primarily responsible for growth through the achievement of sales goals for a Profit Center, and is typically responsible for 25 to 50 agencies. 

The incumbent serves as overall RELATIONSHIP MANAGER and focal point of contact for agencies for planning, premium production, compensation and incentives, retention of agency relationships, service and resolution of issues. 

The Territory Sales Manager is responsible for the overall agency plant in a given territory, including proactive prospecting (representation and penetration), active marketing of products and services, and consistent agency performance management.   The incumbent works closely on assigned accountabilities with the Profit Center leader, underwriting staff and other departments.

RESPONSIBILITIES

• Achievement of premium production goals for the Profit Center including both new business production and renewal retention.
• Creates and maintains an approach that aligns Middle Market and Small Commercial to provide a seamless experience to agents.
• Leads annual business planning with each agency; periodic reviews of agency performance against plan; closely works with agencies on performance-to-plan including corrective actions and commission adjustment when appropriate.  Internally, leads the related agency review process for the Profit Center.
• Leads agency incentive programs, profit-sharing, situational compensation, overrides, and all aspects of agency compensation and related communications.
• Dynamically engaged in the Profit Center’s new business pipeline and related processes and meetings, triage of key accounts, complex or problematic renewals, re-underwriting and cross sell initiatives.
• Serves as the positive and proactive voice of the company to agencies, communicating general messages, appetite, company news and developments, etc.in a timely fashion.

• Delivers agency training and education on products, appetite, services, systems and technology.
• Influences and builds relationships by planning and executing agency business sessions such as Agency Board of Advisor meetings and periodic promotional business and entertainment events.  Assures agency engagement and value delivered.
• Serves as the eyes and ears of the company for market intelligence, competitor information, and industry issues in the assigned territory.  Proactively develops and shares meaningful insights on company position vis-à-vis competitors, including areas of competitive advantage and disadvantage, and serves as thought leader for addressing them.
• Leads agency prospecting, appointments, rehabilitation and terminations; finds ways to ensure efficiency of sales operations, assuring the Profit Center has the agency plant necessary to meet production goals.
• Identifies and executes book acquisition/rolls.
• Produces and manages agency metrics for the Profit Center.
• Responsible for the effective administration and effective usage of a CRM tool such as Salesforce or the BMAG proprietary platform APS.

REQUIRED QUALIFICATIONS

• Bachelor’s Degree or equivalent industry experience and training.  Advanced professional insurance designations (CPCU, CIC, etc.) preferred.
• Seven or more years of commercial lines sales and/or underwriting experience with extensive knowledge of industry practices, trends and issues and a proven sales track record.
• Strong interpersonal relationship skills, including the proven ability to build rapport, add value and effectively problem-solve with agency partners, principals, producers and staff.
• Strong technical acumen in commercial insurance sales and underwriting, and the ability to apply it to meet customer needs and solve customer issues.
• Ability to effectively interact with internal departments in a team environment to ensure agent needs are fulfilled effectively.
• Advanced proficiency in agency prospecting, planning, incentives, and performance accountability.
• Advanced written and verbal communication skills.
• Ability to escalate and resolve areas of concern as raised by agents.
• Self-motivated and able to work independently with minimal supervision, delivering results for agencies and the company.
• Thorough knowledge of and familiarity with the assigned territory, its agencies, and competitors.
• Ability to travel extensively including overnight travel within the assigned territory.