Territory Sales Manager (Ohio)

It’s ok if you don’t meet every requirement. At Grange, we prioritize creating a diverse, equitable and inclusive workplace. If you're enthusiastic about this role but your previous experience only partially matches qualifications in the job description, we still encourage you to apply. We believe in fostering growth and providing opportunities for continuous learning and development of skills as you progress in your career with us. 

Summary: This position is responsible for managing agency distribution in assigned territory to achieve short and long term strategic and operational goals.  Primary owner of Commercial Lines (CL) production results for the territory and supporting profitability for Personal Lines.  Lead the creation and implementation of territory Commercial Lines tactical plans, collaborating with Inside Sales Territory Manager(s), Underwriters, Marketing, and other business partners.  Aligning carrier resources with agency potential and results.  Prioritizing highest potential agencies including (but not limited to):

• Developing and implementing strategy and tactical plans to achieve Grange Enterprise and agency goals.
• Effectively leveraging carrier value proposition to establish Grange Enterprise as a preferred carrier.
• Collaborating with Underwriting to drive and manage Commercial Lines pipeline.
• Engaging agencies through in-person meetings and events, supplemented by audio or video conferences, email, and other digital media. Effectively utilize expertise of Grange products and services, independent agency operations, industry, and territory trends to differentiate Grange and the sales role for agents and bring territory perspectives to internal business partners.

What You’ll Be Doing:

• Financial Responsibilities: Territory and Agency Management
  • Agency prospecting, appointing, on-boarding, development.
  • Agency Reviews including development and implementation of action plans.
  • Focus on building larger and deeper partnerships with highest potential agencies.
  • Monitor and develop actions as needed to drive business that aligns with corporate strategies and operational goals.
  • Participate in agency segmentation process and use segmentation to align resources with agency potential.
• Financial Responsibilities: Establishes position as a trusted advisor
  • Educate on appetite, products, services, and systems.
  • Promote differentiators to generate opportunities and win business.
  • Communicate key information regarding company strategy, initiatives, product, and system changes incorporating agency perspective.
• Develops Strategy: Drive profitable new business
  • Build Commercial Lines pipeline.
  • Manage Commercial Lines pipeline in collaboration with Underwriting- gathering information, communicating with agents, closing sales.
  • Solicit book transfer opportunities.
  • Leverage agency compensation tools- commission, profit sharing, agency benefits program, trip incentives, special incentives, and contests.
• Leadership Responsibilities: Leads, collaborates, influences, and supports internal business partners (Inside Territory Sales Managers, Underwriting, Product Management, Claims, Risk Control, etc.) to identify and capitalize on opportunities, solve problems, share key competitor and industry intel, and provide voice of our agents/customers.
• Leadership Responsibilities: Provides leadership and support for team members, guidance no agency initiatives, and contributes ideas for continuous improvement.
• Drive Successful Agency Partnerships: Plan and lead agency engagement to build results-driven relationships with agency owners, managers, producers, and support associates. Coordinate involvement of company leaders, underwriting, and other internal associates key to agency relationships.
• Drive Successful Agency Partnerships: Apply the Enterprise Sales Difference (ESD) process to identify opportunities, develop and implement action items to build long-term profitable partnerships with agencies.

What You’ll Bring To The Company:

• Bachelor`s Degree or equivalent industry experience.
• Minimum 3 years of insurance sales and management work experience demonstrating increasing responsibility.
• Proven track record of revenue growth and sales success in a prior territory sales management role.
• Proven success in developing and building partnerships, decision making and problem solving.
• Knowledge of the business including production management, claims, loss prevention, underwriting, administration, sales operations and agency business operations.
• Highly effective written and oral communication skills, including presentation, persuasion, timing, tact and negotiation skills. Ability to lead crucial conversations including conflict resolution.
• High degree of customer focus, interpersonal relationship skills and problem solving.
• Analytical thinking, business analytics and business development skills.
• Strong time management, planning, and prioritization skills.
• Ability to demonstrate successful collaboration and working in a team environment.
• Ability to think strategically and build tactical plans that support strategic goals.
• Well versed understanding of marketing principles.
• Must be licensed by the state if required.
• Ability to travel daily with occasional overnight travel.
• Must reside in assigned territory.
• Acceptable driving record required to operate a company vehicle.

About Us:

Grange Insurance Company, with $3.2 billion in assets and more than $1.5 billion in annual revenue, is an insurance provider founded in 1935 and based in Columbus, Ohio. Through its network of independent agents, Grange offers auto, home and business insurance protection. Grange Insurance Company and its affiliates serve policyholders in Georgia, Illinois, Indiana, Iowa, Kentucky, Michigan, Minnesota, Ohio, Pennsylvania, South Carolina, Tennessee, Virginia, and Wisconsin and holds an A.M. Best rating of "A" (Excellent).

Grange understands that life requires flexibility. We promote geographical diversity, allowing hybrid and remote options and flexibility in work hours (role dependent). In addition to competitive traditional benefits, Grange has also created unique benefits based on employee feedback, including a cultural appreciation holiday, family formation benefits, compassionate care leave, and expanded categories of bereavement leave.   

Who We Are:

We are committed to an inclusive work environment that welcomes and values diversity, equity and inclusion. We hire great talent from various backgrounds, and our associates are our biggest strength. We seek individuals that represent the diversity of our communities, including those of all abilities. A diverse workforce's collective ideas, opinions and creativity are necessary to deliver the innovative solutions and service our agency partners and customers need. Our core values: Be One Team, Deliver Excellence, Communicate Openly, Do the Right Thing, and Solve Creatively for Tomorrow.

Our Associate Resource Groups help us create a more diverse and inclusive mindset and workplace. They also offer professional and personal growth opportunities. These voluntary groups are open to all associates and have formed to celebrate similarities of ethnicity/race, nationality, generation, gender identity, and sexual orientation and include Multicultural Professional Network, Pride Partnership & Allies, Women's Group, and Young Professionals.

Our Diversity, Equity and Inclusion Council, created in 2016, is focused on professional development, networking, business value and community outreach, all of which encourage and facilitate an environment that fosters learning, innovation, and growth. Together, we use our individual experiences to learn from one another and grow as professionals and as people.  

We are committed to maintaining a discrimination-free workplace in all aspects, terms and conditions of employment and welcome the unique contributions that you bring from education, opinions, culture, beliefs, race, color, religion, age, sex, national origin, handicap, disability, sexual orientation, gender identity or expression, ancestry, pregnancy, veteran status, and citizenship.

Grange Enterprise is proud to be part of the CEO Action for Diversity and Inclusion™, a national initiative of more than 1400 CEOs working for the advancement of diversity and inclusion within the workplace.