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P&C Personal Lines Territory Sales Manager - Eastern MI

Howell, MI, USA; Michigan, USA Req #13209
Tuesday, July 28, 2020

Our Personal Lines Sales department is seeking a Territory Sales Manager assigned to the Eastern Michigan Territory.  

 

Position summary:

Successfully manage business development within an assigned territory by partnering with existing agents and appointing new ones, to acquire and retain profitable new accounts, while securing better penetration with winning agents. Partner with management to influence and execute a territory strategy and production plan that addresses product, pricing, and distribution needs to exceed goals in a competitive marketplace. An ability to leverage personal relationships for business outcomes is key to succeeding in this role. Meet with agency principals to have agency economic conversations that advance deeper partnerships while also being able to meet with account managers and agency staff to increase engagement and commitment to Hanover. Has the ability to hold others accountable for mutually beneficial outcomes. 
 

This is a Full-time/Exempt role.


Responsibilities/Essential Functions:

  • 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
  • Leverage Hanover value proposition to obtain commitments for blocks of stable, controlled business
  • 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
  • Prospect and meet agency appointment targets
  • Provide Agent and CSR training as necessary
  • Adheres to Sales Best Practices.

Position Requirements:

  • Bachelor’s degree preferred
  • 5+ year’s sales experience
  • Working knowledge of current business conditions, the competition and territory specific issues. Good business acumen
  • Proven experience cultivating and building effective business relationships
  • Demonstrated fluency with insurance rules and regulations, policy, product, and service requirements
  • Excellent verbal and written communication skills; including formal and informal presentation skills
  • Strong consultative and negotiation skills; ability to effectively persuade and influence others
  • Ability to comprehend carrier/agency reports/metrics while recognizing trends and being able to use the data for fact based conversations that advance the company’s position within agencies
  • Demonstrated creativity and strength in problem solving and developing solutions
  • Personal Lines underwriting and marketing capabilities a plus
  • Demonstrated creative problem solving and analytical skills
  • Shows determination and persistence in the face of challenges, overcoming obstacles, setbacks and rejection
  • Ability to sell Hanover’s value proposition to the Agents
  • Ability to effectively cultivate strong business partnership with Agents
  • Sets challenging goals and provides guidance and direction to staff
  • Strong people skills, effective at coaching & motivating; serves as a role model to build effective relationships
  • Ability to foster productive teamwork
  • Key CompetenciesAgency Economics & Analysis
    • Identifies metrics and uses them as a catalyst for action items and initiatives to make recommendations to agencies
  • Agency Advise & Guidance
    • Has a sound understanding of agency operations to the extent they are able to advise and recommend actionable activities for mutually beneficial outcomes
  • Execution
    • Leverages their trusted advisor status with agencies to advance Hanover’s objectives while proving to agents through a robust diagnostic process so that the recommended actions yield positive outcomes that are mutually beneficial
    • Creates a buzz within agencies so that Hanover is the “go to” company as proven through account manager quote/issues, system knowledge, and regular/on-going interaction as well as production
    • Prioritizes/tailors knowledge and resources to meet the needs of agencies while making sound, fact based recommendations and ensuring their success through clear communication. Relentlessly follows up on assigned owners holding themselves and others accountable for measurable outcomes. Ability to sell Hanover’s value proposition to Agents and maintain significant relevance within agency partners in territory
    • Knows all of the account managers within every agency, as well as their key behaviors and attributes relative to their relationship with Hanover. Updates account manager information in salesforce.com. Is able to effectively leverage trusted advisor relationships for mutually beneficial outcomes. Leverages data points for accountability and validation. Leverages extensive knowledge for a steady flow of business, relevance, and production that meets goals
  • Product and Insurance Knowledge
    • Knows Hanover product suite/underwriting appetite and can leverage the features/benefits to drive deeper agency relationships for more production from partner agents
  • Sales Acumen
    • Uses logic in application of Select products to offer solution to customer problems. Can recognize potential obstacles and barriers in advance and has the ability to overcome them for positive outcomes. Can adjust their behaviors and activities based on the audience and is as effective with agency owners/principal/managers as with account managers/CSR’s
  • Physical Demands and Work Environment
    • Ability to use a personal computer and other standard office equipment
    • Ability to sit and/or stand for extended periods
    • Ability to operate a motor vehicle
    • Ability to travel as necessary. (Travel estimated at a minimum of 70%)
    • Ability to work in a fast paced or stressful environment.

EEO statement:
 

“The Hanover values diversity in the workplace and among our customers.  The company provides equal opportunity for employment and promotion to all qualified employees and applicants on the basis of experience, training, education, and ability to do the available work without regard to race, religion, color, age, sex/gender, sexual orientation, national origin, gender identity, disability, marital status, veteran status, genetic information, ancestry or any other status protected by law.  

Furthermore, The Hanover Insurance Group is committed to providing an equal opportunity workplace that is free of discrimination and harassment based on national origin, race, color, religion, gender, ancestry, age, sexual orientation, gender identity, disability, marital status, veteran status, genetic information or any other status protected by law.” 

As an equal opportunity employer, Hanover does not discriminate against qualified individuals with disabilities.  If you require a reasonable accommodation, as a candidate for employment, please inform The Hanover Talent Acquisition office. 
 
 

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Other details

  • Job Function Sales
  • Pay Type Salary
  • Howell, MI, USA
  • Michigan, USA