Underwriting Specialist Sales, Middle Market

The Hanover has been committed to delivering on our promises and being there when it matters most for over 170 years. We live our values daily through sustainability initiatives and an inclusive corporate culture.

About the role

This is a full-time, exempt, hybrid position responsible for identifying, soliciting, underwriting, and selling new and renewal Middle Market accounts in the Virginia territory. The role drives profitable growth aligned with industry segments, appetite, and mix goals. You will apply advanced technical, sales, and analytical skills to provide insurance solutions that help customers manage risk, demonstrating a thorough understanding of Hanover’s strategies and appetites. You will operate with broad underwriting authority, manage a book of business with high technical complexity, and work with limited direction.

Responsibilities

• Technical Underwriting
  • Apply advanced underwriting concepts, including risk selection, exposure and hazard identification, coverage implications, and loss analysis.
  • Use underwriting tools (e.g., RQI, WC RST, UWWS, CLAY) and disciplines to follow underwriting guidelines.
  • Demonstrate advanced knowledge of pricing components, rating methodology, and correlation of pricing to exposure, financial, and competitive analysis.
  • Complete file documentation according to best practices and state regulations, clearly explaining account decisions.
  • Adhere to CAT guidelines and underwriting discipline to minimize exposure and appropriately price risks, applying knowledge of CAT aggregation.
• Portfolio Management & Financial Acumen
  • Manage an 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 to identify new business opportunities with agents while achieving profitable growth.
  • Understand market factors and trends affecting pricing (e.g., distribution channels, competition, growth/profit strategy, regulation, reinsurance costs, branding).
  • Analyze adverse underwriting decisions, rate appeals, requirements, status, and declinations to drive results in the assigned territory.
  • Support 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 Hanover’s capabilities to agents.
  • Operate with a franchise perspective to identify and drive enhanced sell opportunities across lines of business and customer segments.
  • Utilize Hanover’s value proposition to enhance agency economics, partner conversion, and product specialization.
  • Prioritize and drive effective relationship management and producer activities to build trust, facilitate negotiation, and secure commitment.
  • Stay current on state/territory issues, regulations, and trends, using market and competitor information to become a trusted advisor.
  • Engage at the customer level for complex and prominent accounts through the stewardship process.
  • Independently implement territory business plans, monitor performance, and adjust plans to ensure a substantial pipeline for future growth.
  • Make sales presentations to agents and customers regularly, participating in complex accounts.
  • Utilize Industry Solutions partners to augment the sales process through knowledge transfer, strategic producer visits, and training sessions.
  • Effectively utilize Claims, Risk Solutions, and Operations to display service and technical expertise, building customer confidence.

Requirements

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

Career Development

We support your growth and development through on-the-job experiences, personalized coaching, and robust learning and development programs at every level.

Benefits

• Medical, dental, vision, life, and disability insurance.
• 401K with 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).

The target hiring range for this role varies based on geographic location and factors such as merit, performance, skills, education, travel requirements, and experience. Additional compensation may include an annual bonus (general, sales incentive, or short-term incentive), long-term incentive, or spot recognition awards.