Marine - Senior Underwriting Specialist

Our Marine team is seeking a sales-minded, collaborative, and dynamic Senior Underwriting Specialist to join our high performing team in the East, specific territories include Atlanta, Boston, Worcester, Richmond, Nashville, Reston, King of Prussia, or similar locations. Other locations will be considered, but candidates must have the ability to travel to a Hanover office as needed. The Hanover is a diverse and inclusive organization focused on hiring the best talent and we encourage all qualified professionals to apply.  We believe that an inclusive, diverse, and equitable workplace make us a better organization and creates a stronger community. At the Hanover we also understand that life and the workplace have changed so we are reimagining the workplace and provide flexible work arrangements.      Position summary:   Responsible for identifying, soliciting, underwriting and selling new and renewal Specialty accounts that drive profitable growth and align with Industry Segments, appetite and mix goals. Apply advanced technical, sales and analytical skills to provide insurance solutions that help Hanover’s customers manage risk. Demonstrates a thorough understanding of Hanover’s strategies and appetites and will use internal and external data to make appropriate individual and portfolio risk decisions. Operates within a broad Letter of Authority for all underwriting decisions and with limited direction while managing an assigned book of business, generally with high technical complexity and coordination. Responsibilities/Essential Functions:   Technical Underwriting: Thorough knowledge and understanding of business strategy (segments, general; coverage differentials; partner/non partner, etc.). Knows and applies advanced underwriting concepts including risk selection, exposure and hazard identification and control, coverage implications, and loss analysis. Advanced knowledge of pricing components and rating methodology and correlates pricing to exposure, financial and competitive analysis. Adheres to CAT guidelines and applies increased knowledge of CAT aggregation strategies to decision making. Can identify types of coverages including gaps in coverages typically provided within given operations, can explain coverages and correlating exposures and controls to agents to complete our value-added proposition.   Portfolio Management & Financial Acumen: Manages assigned portfolio to achieve gross written premium, profitability, rate, retention, industry and LOB mix, new business and portfolio management goals. Demonstrates ability to properly leverage competencies, act as a resource, and build long-term, profitable and mutually beneficial relationships with agencies, internal management, and external resources. Constructs and executes portfolio business plans independently through organized workflow & desk management, which may include special projects. Reviews key metrics and uncovers trends that may lead to new business opportunities within agents while achieving profitable growth. Drives the implementation of profit improvement initiatives with key agents by leveraging resources Advocates and coordinates with Specialty departments to learn and share knowledge in cross sell opportunities to help manage portfolio/book of business   Sales Management: Operates with a franchise perspective to identify and drive enhanced sell opportunities and create growth within other lines of business and customer segments. Utilize our value proposition to enhance agency economics, partner conversion and product specialization in partnership with local management. Prioritizes and drives effective relationship management and producer activities to build trust, facilitate negotiation, and secure commitment in order to improve yield and retention ratios. Through stewardship process engage at the customer level for the most complex and prominent accounts within their territory. Independently implements territory business plans, monitors performance, adjusts plan to ensure a substantial pipeline for future profitable growth. Provide proper training and product knowledge transfer to existing and prospective agents so they can effectively sell Hanover as the go to market for their customers. Makes sales presentations to agents and customers on a regular basis. Participates in more complex accounts. Ability to uncover customer needs, position specific solutions, handle objections, and close deals.   Required Skills, Key Competencies, and Experience:   Bachelor’s Degree or equivalent experience 5-7 years Underwriting experience 5-7 years’ experience driving agency relationships resulting in profitable new and renewal business Consistently demonstrates high level of proficiency across LOB UW core competencies. May specialize/certify in 1-2 specialty areas. Proficient in ability to identify, analyze and solve problems and manage and prioritize multiple concurrent projects. Is used as a resource by others to collaborate on more complex risks, pricing, trends, industry segments coverages and product knowledge. May conduct peer-to-peer self-audits under the direction of management. Demonstrates ability to adapt quickly to change, exercise influence, and act as a change advocate being open to new and different ways of thinking. Viewed as an informal leader amongst the team/branch/region/LOB. Open to and proactively shares knowledge and expertise with peers, management, and leadership. Acts as a mentor for less experienced underwriters or newly hired underwriters, may assist with training other team members. Communication - Interacts and communicates with confidence with all levels of external and/or internal business partners within scope of responsibility, team and/or matrix environment. Can judge appropriate means and method to communicate based on the nature of the communication. Able to influence desired outcomes to drive actions and results. Adept at influencing even when holding a position contrary to the majority opinion. Judgement and Decision Making - Ability to exercise judgment, negotiate and make sound business decisions based on level of authority. Applies judgment and expertise to determine when escalation is needed. Demonstrates confidence in one’s ability to apply decision making to UW assessment. Team work and Collaboration – Consistently fosters collaboration and respect among team members. Easily adapts to the diverse interests, styles and perspective of key players. Is able to engage multiple members of a group to share information and to consider other points of view to reach objectives, consensus and/or deadlines. Experienced in working with a wide range of teams and readily shares lessons Ability to travel (by car or plane) est. 40-50% Ability to operate a motor vehicle