Territory Manager - Personal Lines

About the role

The salary range for this job posting is $55,132.00 - $138,790.00 annually + bonus + benefits. Pay Type: Salary.

This is a remote role and ideal candidates will reside in Central Ohio. This position requires travel primarily throughout the state of Ohio. This position will include a company vehicle and will report to a Regional Vice President, Personal Lines.

Responsibilities

• Represent our company to assigned agents.
• Develop a deep understanding of each agency's operations and use effective agency management to drive profitable multi-line growth for the organization.
• Achieve annual sales objectives for assigned territory based on the annual business plan using digital technology, face-to-face agency meetings, teleconferencing, and webinars.
• Manage sales opportunities with our agents in a consultative framework through proactive outbound calls, agency visits with key partners, digital sales tools, and virtual webinars.
• Drive new business quote activity and new business production.
• Hold agencies accountable for building a quality book of business with Encova, including managing the production, profitability, and relationships with assigned agencies.
• Partner with business teams to build and maintain a sales plan, develop success plans with partner agencies to help achieve our production and profit goals.
• Work as part of the team with Underwriters and Production Underwriters.
• Understand, promote, and support the objectives and goals of each profit center.
• Participate and collaborate with the profit center teams to assist with agency development planning, as well as executing and monitoring the progress towards the plan.
• Leverage personal relationships to achieve business outcomes.
• Partner with business teams to build and maintain a sales plan, develop success plans with partner agencies to help achieve our production and profit goals.
• Avoid the need for additional agency appointments and onboarding.
• Meet with agency principals to have agency development conversations to improve our partnerships.
• Build relationships with agency staff to increase engagement and commitment to Encova.
• Provide training to agencies and new agency hires on all Encova products, business processes, product rules, rating procedures, underwriting and binding guidelines, and policy forms for existing and new products offered.
• Effectively engage with customer relationship management (CRM) and other automated resources in a timely, thorough, and detailed manner.
• Hold others accountable for mutually beneficial outcomes.
• Achieve target wallet shares of an agency’s book, and target market shares for assigned territories.
• Build and leverage Encova’s position as the trusted carrier of choice for the independent agency channel.
• Strategically allocate time and resources to the agencies that support our business goals and objectives.
• Analyze agency issues, determine appropriate responses to resolve issues in a satisfactory manner.
• Communicate and deliver on Encova’s value proposition for each line of business.
• Gather and share competitive intelligence, market changes, and competitive position.
• Cook up and support Service Team meetings and action plans.
• Attend industry events.
• Overnight travel required.

  Qualifications

  • Minimum of one year of sales experience or applicable industry experience (claims, underwriting, etc.) preferred.
  • Bachelor's degree and prior insurance experience preferred.
  • Equivalent combination of education and experience may be considered.
  • Must possess strong phone presence and experience with multiple outbound/inbound phone calls per day.
  • Proficient with corporate productivity and web presentation tools including online meetings & video conferencing with strong listening, communication, and presentation skills.
  • Ability to multi-task, prioritize, and self-manage time effectively.
  • Experience working with Microsoft Dynamics or similar customer relationship management (CRM) software preferred.
  • Scheduling flexibility including occasionally working irregular hours required.
  • Working knowledge of current business conditions, competition, and territory specific issues.
  • Knowledge of insurance rules and regulations, policy, product, and service requirements.
  • Strong verbal and written communication skills; including formal and informal presentation skills.
  • Strong consultative and negotiation skills; ability to effectively persuade and influence others.
  • Demonstrated creativity and strength in problem solving and developing solutions.