Territory Sales Manager - Virginia

Company vehicle included! This role must be performed in VA and may include an additional annual bonus based on individual and organizational performance.

About the Role

Under the direction of the CRO and/or Director of Distribution, you will perform essential functions including strategic account management, execution of marketing and sales strategies, regional growth strategy development, and more.

Responsibilities

• Strategically manage a portfolio of assigned agencies and accounts in alignment with the company’s business plan, growth objectives, and underwriting appetite.
• Analyze agency activity and premium under management to identify opportunities for profitable policy and premium growth.
• Apply data-driven insights to prioritize efforts, develop tactical account plans, and optimize performance across Specialty Auto lines.
• Execute company marketing, sales, and distribution strategies with clearly defined quantitative targets.
• Implement special zone or departmental initiatives as assigned, independently or in collaboration with cross-functional partners.
• Promote the company’s overall value proposition and product offerings to drive new business production, retention, and sustainable growth.
• Develop, communicate, and monitor regional growth strategies and goals that align with company objectives.
• Translate high-level strategies into actionable plans, establish performance metrics, and routinely measure outcomes.
• Maintain a comprehensive understanding of insurance industry practices, standards, regulations, and competitive dynamics.
• Manage sales activities across assigned territory and additional designated regions, with business travel determined by organizational needs.
• Build and maintain close, consultative relationships with agency partners through regular in-person visits and meetings.
• Proactively resolve agency issues by coordinating with internal service, underwriting, licensing, and product teams.
• Establish, monitor, and manage profitability goals for assigned brokers and agencies.
• Own overall production results within the assigned territory, with full accountability for meeting or exceeding annual company growth and performance goals.
• Provide consistent, accurate, and effective communication to management regarding sales performance, forecasts, pipeline activity, and results.
• Maintain and enhance ongoing market analysis to define total market opportunity, company market share, competitor market share, and available market by product line.
• Identify, analyze, and communicate significant industry changes, competitor practices, and emerging trends.
• Make informed recommendations regarding best practices, process improvements, and continuous improvement initiatives.

Requirements

• High School diploma or GED required; college degree preferred.
• Minimum of five (5) years of experience as a Field Representative or Account Manager working with independent agents and brokers in the specialty auto property and casualty insurance industry.
• Established knowledge of, and relationships with, Specialty Auto independent agency owners and relevant trade associations within the state.
• Demonstrated ability to manage increasing levels of responsibility and territory complexity.
• Strong understanding of insurance terminology, concepts, and coverage, with emphasis on specialty auto products.
• Ability to read, analyze, and interpret industry publications, technical procedures, and governmental regulations.
• Consistent adherence to company policies, procedures, and regulatory standards.
• Acts as a representative and ambassador of the company, serving as the primary face of the organization within the assigned territory.
• Professional presence at all times, including appropriate business attire (business casual with an emphasis on professional business presentation).
• Strong verbal and written communication skills, with the ability to clearly explain complex concepts and interpret detailed information.
• Ability to effectively communicate with all levels of an organization, including agency staff, owners, vendors, executives, and internal leadership.
• Demonstrated ability to adapt communication style to suit different audiences, situations, and business needs.
• Proven negotiation skills to support profitable growth and strong agency partnerships.
• Ability to solve practical problems, analyze concrete variables, and interpret instructions provided in written, oral, diagrammatic, or schedule formats.
• Ability to effectively set priorities, manage multiple tasks, and meet deadlines in a fast-paced, field-based environment.
• Proficiency with Microsoft Office applications, including Excel, and ability to use internet-based tools.
• Ability to adapt to new software, evolving technology, and a paperless work environment.
• Valid driver’s license required.
• Must reside within the assigned territory.
• Must maintain a designated remote workstation that ensures privacy and supports confidential business activities.

Benefits

• Medical, Dental, and Vision coverage
• HSA (Health Savings Account) option
• Paid Time Off (PTO)
• 401k retirement plan
• Company observed holidays