Job Description

Territory Manager

Owns and manages an assigned territory of agencies who focus on farm and ranch, driving profitable premium growth to achieve financial and operational goals. Under limited supervision, manages broad and diverse agency partnerships, handling assigned agencies across the Mountain Region (CO/NV/AZ/WY/UT/NM), and optimizing territory performance. Creates, implements and executes territory and agency strategies to achieve goals utilizing all company programs, tools and resources while collaborating with internal business partners. Conducts agency outreach through a combination of in-person visits, virtual visits (supplemented by audio or video conferences), email and other digital media.

In support of the region, assists in the development and execution of our farm strategy, to include marketing, communications, internal and external training, and collaboration with underwriting to ensure an appropriate mix of new and renewal business.

Line of business emphasis on farm and ranch, working across a wide breadth of commercial products, coverages and market appetite. Works closely with agents and brokers to drive flow of small commercial business. Balances engagement with agents and brokers to secure larger targeted accounts and managing account pipeline end-to-end. Manages renewal processes and works across multiple underwriting segments.

Job Responsibilities

• Owns and manages assigned territory driving profitable growth to achieve financial and operational targets.
• Leads assigned geographical territory and agency management processes (e.g. Agency prospecting, business planning, engagement, training, compensation, plant optimization, etc).
• Independently builds and cultivates mutually beneficial agency partnerships in person with agency ownership, management and frontline staff. Establishes position as a trusted advisor while delivering product, underwriting philosophy, appetite and system training, support retention and new business development to increase depth and maximize agency revenue
• Creates, maintains, and executes high-quality agency strategies and plans to achieve direct written premium, profit and new business goals. Plans include strategic and tactical components and are aligned with key Personal Lines or Commercial Lines business strategies including carrier consolidation (book transfer), agency plant expansion, service center support and new product/program rollout support.
• Under limited supervision, drives and ensures quality of new business flow, appropriate book mix, and overall risk management of both individual agency books and overall assigned territory. Provides appetite and target market clarity, identifies and addresses profit or quality of business concerns to ensure profitability across territory.
• Leads, collaborates with, influences and supports internal business partners (underwriting/product management/claims/risk control) to identify and capitalize on opportunities, solve problems, share key competitor and industry intel and provide voice of our agent/customer. Collaborates with Personal Lines or Commercial Lines counterparts to effectively partner with shared agency assignments.
• Strategically utilizes internal and external programs and tools designed to support the Independent Agent channel and Senior Territory Manager agency management including all Marketing and Development programs, business development tools and internal production/profitability data and analysis.
• Provides leadership and mentoring for other team members, guidance on agency initiatives, and contributes ideas for continuous improvement.

Qualifications

• Bachelors degree and 5 years plus sales/insurance industry experience strongly preferred or combination of high school education and experience required
• Prior farm knowledge/experience preferred
• Self-motivated and driven by results
• Ability to effectively manage a territory of agency partner accounts and leverage profitable growth
• Demonstrated ability to work independently
• Ability to travel extensively throughout a defined territory may be required
• Limited national travel
• Excellent skills in relationship building, negotiation, coaching, overcoming barriers, and capitalizing on growth opportunities
• CPCU, CIC, MBA, other continued education and industry designations a plus

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