PL Territory Sales Manager - Eastern MI

Hanover Insurance Group

Full-time - Mid Level

Insurance Carriers and Related Activities

About the position

The Hanover is seeking an experienced Territory Sales Manager to join our Personal Lines Sales team in Eastern Michigan. This full-time, exempt role is pivotal in managing business development within an assigned territory. The successful candidate will partner with existing agents and appoint new ones to acquire and retain profitable new accounts while enhancing penetration with winning agents. The role requires collaboration 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. A key aspect of this position is the ability to leverage personal relationships for business outcomes, which is essential for success. The Territory Sales Manager will engage with agency principals to discuss economic aspects of the agency, fostering deeper partnerships, and will also work closely with account managers and agency staff to boost engagement and commitment to Hanover. Accountability for mutually beneficial outcomes is a critical expectation of this role.

Responsibilities

• 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
• 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
• Maximize conversion on book rolls & thins; negotiate and sell book consolidation capability and positive economic impact on agents business; aggressively manage 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, and protecting margin by influencing agents to over-deliver target mix of flow business.

Requirements

• Bachelor's degree preferred
• 5+ years personal lines insurance sales experience
• 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
• Personal Lines underwriting and marketing capabilities a plus
• Ability to sell Hanover's value proposition to the Agents

Nice-to-haves

• Experience in personal lines underwriting
• Familiarity with marketing strategies in the insurance sector

Benefits

• Medical, dental, vision, life, and disability insurance
• 401K with a company match
• Tuition reimbursement
• PTO
• Company paid holidays
• Flexible work arrangements
• Cultural Awareness Day in support of IDE
• On-site medical/wellness center (Worcester only)