PL Territory Sales Manager

About the role

For more than 170 years, The Hanover has been committed to delivering on our promises and being there when it matters the most. We live our values every day, demonstrating we CARE through our values, Sustainability initiatives and inclusive corporate culture. Our Personal Lines Sales team is seeking a Territory Sales Manager out of New Hampshire/Vermont. This is a full-time/exempt role.

Responsibilities

• Drive top line sales results within assigned territory, in conjunction with the ARVP, RVP and/or Sr. TSM, by conducting business development planning with agents located within assigned territory.
• Achieve meaningful market share within winning agencies, maximizing quote/win ratio to meet and exceed plan.
• Build and leverage proven position as an established, trusted advisor, focused on improving partners’ business performance.
• Execute agency account plan and frequently monitor the Company and agency progress relative to plan.
• Proactively develop and execute appropriate next steps if agency account objectives are not met, always anchoring back to the mutually agreed upon business plan.
• Recommend termination of consistently unprofitable and/or unproductive agencies to Sr. TSM and Sales ARVP/RVP.
• Maximize conversion on book rolls & thins; negotiate and sell book consolidation capability and positive economic impact on agents business; aggressively manages the book consolidation pipeline to develop opportunities into signed deals.
• Meet and exceed overall regional financial objectives by: Increasing total policies sold while maintaining and/or improving retention; Increasing average lines (policies) sold per client; Increasing agency and account manager engagement, especially among winning agents / future partners; Increasing Customer Service Center enrollment; Protecting margin by influencing agents to over-deliver "target" mix of flow business.
• Gather competitive intelligence and share with internal partners to build a better defensible position.
• Possess working knowledge of current business conditions, the competition and territory specific issues.
• Have good business acumen.
• Be able to cultivate and build effective business relationships.
• Show proven experience cultivating and building effective business relationships.
• Show proven experience selling Hanover’s value proposition to Agents and maintaining significant relevance within agency partners in territory.
• Show proven experience gathering competitive intelligence and prospecting for agency appointments.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience selling Hanover’s value proposition to Agents and maintaining significant relevance within agency partners in territory.
• Show proven experience knowing all of the account managers within every agency, as well as their key behaviors and attributes relative to their relationship with Hanover.
• Show proven experience updating account manager information in salesforce.com.
• Show proven experience effectively leveraging trusted advisor relationships for mutually beneficial outcomes.
• Show proven experience using extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.
• Show proven experience gathering competitive intelligence and sharing with internal partners to build a better defensible position.
• Show proven experience prospecting and meeting agency appointment targets.
• Show proven experience providing Agent and CSR training as necessary.
• Show proven experience using data points for accountability and validation.
• Show proven experience leveraging extensive knowledge for a steady flow of business, relevance, and production that meets goals.