Hanover Insurance Group - Chicago, IL
posted 4 months ago
For more than 170 years, The Hanover has been committed to delivering on our promises and being there when it matters the most. We live our values every day, demonstrating we CARE through our values, ESG initiatives, and IDE journey. Our Personal Lines Sales team is seeking an experienced Territory Sales Manager in Illinois to focus on the Chicagoland area. This is a Full-time/Exempt role. In this position, you will 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. You will 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. You will 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. You will have the ability to hold others accountable for mutually beneficial outcomes. In this role, you will drive top line sales results within the assigned territory, in conjunction with the ARVP, RVP, and/or Sr. TSM, by conducting business development planning with agents located within the assigned territory. You will achieve meaningful market share within winning agencies, maximizing quote/win ratio to meet and exceed plan. You will execute the agency account plan and frequently monitor the Company and agency progress relative to plan. Proactively developing and executing appropriate next steps if agency account objectives are not met will be essential, always anchoring back to the mutually agreed upon business plan. You will 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 aggressively manage the book consolidation pipeline to develop opportunities into signed deals. Ultimately, you will 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, and protecting margin by influencing agents to over-deliver target mix of flow business.