What are the responsibilities and job description for the Territory Sales Manager, Personal Lines position at The Hanover Insurance Group?
Our Personal Lines Sales team is seeking an experienced Territory Sales Manager to work in Washington, DC and Maryland. This is a full-time/exempt role. POSITION OVERVIEW: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. IN THIS ROLE, YOU WILL: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 planExecute agency account plan and frequently monitor the Company and agency progress relative to planProactively develop and execute appropriate next steps if agency account objectives are not met, always anchoring back to the mutually agreed upon business planRecommend termination of consistently unprofitable and/or unproductive agencies to Sr. TSM and Sales ARVP/RVPMaximize 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 dealsMeet 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 businessWHAT YOU NEED TO APPLY:Bachelor’s degree preferred5 year’s personal lines insurance sales experienceProven experience cultivating and building effective business relationshipsDemonstrated fluency with insurance rules and regulations, policy, product, and service requirementsExcellent verbal and written communication skills; including formal and informal presentation skillsStrong consultative and negotiation skills; ability to effectively persuade and influence othersPersonal Lines underwriting and marketing capabilities a plusAbility to sell Hanover’s value proposition to the Agents
