Sr Underwriter Specialist Sales, Middle Market

The Hanover has been committed to delivering on our promises for more than 170 years. We live our values daily through sustainability initiatives and an inclusive corporate culture. This is a full-time, exempt, hybrid position for our Ohio territory.

About the Role

Responsible for identifying, soliciting, underwriting, and selling new and renewal Middle Market accounts that drive profitable growth and align with industry segments, appetite, and mix goals. Apply advanced technical, sales, and analytical skills to provide insurance solutions that help customers manage risk. Demonstrate a thorough understanding of Hanover’s strategies and appetites, using internal and external data to make appropriate individual and portfolio risk decisions. Operate within a broad Letter of Authority for all underwriting decisions with limited direction while managing an assigned book of business, generally with high technical complexity and coordination.

Responsibilities

• Technical Underwriting
  • Know and apply advanced underwriting concepts including risk selection, exposure and hazard identification and control, coverage implications, and loss analysis.
  • Use all appropriate underwriting tools (e.g., RQI, WC RST, UWWS, and CLAY), disciplines, and knowledge of strategies to ensure underwriting guidelines are followed.
  • Demonstrate advanced knowledge of pricing components and rating methodology and correlate pricing to exposure, financial, and competitive analysis.
  • Complete file documentation according to best practices guidelines and state regulations and clearly explain account decisions.
  • Adhere to CAT guidelines and underwriting discipline to minimize exposure and appropriately price individual risks. Apply increased knowledge of CAT aggregation to decision-making.
• Portfolio Management & Financial Acumen
  • Manage assigned portfolio to achieve gross written premium, profitability, rate, retention, industry and LOB mix, new business, and portfolio management goals.
  • Review key metrics and uncover trends that may lead to new business opportunities with agents while achieving profitable growth in accordance with business strategies.
  • Demonstrate an understanding of market factors and trends that can affect pricing (e.g., distribution channels, competition, organization’s growth/profit strategy, regulation, reinsurance costs, and branding).
  • Prepare or analyze information on adverse underwriting decisions, rate appeals, underwriting requirements, status, and declinations to drive results within the assigned territory.
  • Support the implementation of profit improvement initiatives with key agents.
• Sales Acumen & Customer Advocacy
  • Identify, solicit, pipeline, negotiate, and close accounts aligned with Middle Market branch strategy.
  • Profile assigned agency plant and strategically market capabilities to agents.
  • Operate with a franchise perspective to identify and drive enhanced sell opportunities and create growth within other lines of business and customer segments.
  • Utilize the value proposition to enhance agency economics, partner conversion, and product specialization in partnership with local management.
  • Prioritize and drive effective relationship management and producer activities to build trust, facilitate negotiation, and secure commitment to improve yield and retention ratios.
  • Stay current on state/territory issues, regulations, and trends. Utilize market and competitor information to enhance agent relationships by becoming a trusted advisor.
  • Engage at the customer level through the stewardship process for the most complex and prominent accounts within the territory.
  • Independently implement territory business plans, monitor performance, and adjust plans to ensure a substantial pipeline for future profitable growth.
  • Make sales presentations to agents and customers regularly and participate in more complex accounts.
  • Utilize Industry Solutions partners to augment the sales process through enhanced knowledge transfer, strategic producer visits/sales calls, and effective training sessions for both agents and customers.
  • Effectively utilize Claims, Risk Solutions, and Operations to display service and/or technical expertise to build confidence in customers and secure business opportunities.

Requirements

• Bachelor’s Degree or equivalent experience.
• 3–7+ years of underwriting experience, with a minimum of 3 years of experience underwriting Middle Market accounts.
• 3+ years of experience driving agency relationships resulting in profitable new and renewal business.
• May specialize/certify in one or more Industry Segments.

Benefits

• Medical, dental, vision, life, and disability insurance.
• 401K with a company match.
• Tuition reimbursement.
• Paid time off (PTO).
• Company-paid holidays.
• Flexible work arrangements.
• Cultural Awareness Day in support of IDE.
• On-site medical/wellness center (Worcester only).

Career Development

Through on-the-job experiences, personalized coaching, and robust learning and development programs, we encourage growth and development at every level to help you be successful and fulfilled.