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Senior Small CL Sales Manager

2 months ago

Worcester, United States The Hanover Insurance Group Full time

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 Small Commercial business unit is seeking a Sr Small Commercial Sales Manager to join our Massachusetts team.

This is a full time, exempt role

POSITION OVERVIEW:

Primarily responsible for driving Small Commercial New Business growth (accounts

IN THIS ROLE, YOU WILL:

  • Demonstrate mastery of sales - able to lead face to face meetings with customers, solicit, qualify, negotiate, and close new/renewal accounts.
  • Be able to navigate difficult situations and conflict through influencing and being professionally demanding.
  • Drive profitable new business production from targeted agents, including enhanced utilization of TAP Sales (increased flow) consolidations & large account pipelining activities.
  • Play a role in sourcing and assessing consolidations when partnering with agents.
  • Effectively maintain an active pipeline, keeping it current in Salesforce and being proactive.
  • Manage distribution - new appointments, penetration and terminations based on geographic needs.
    • Sales Coaching and mentoring of 1 or more peer SCSMs.
  • Working with State Management, understand need to manage mix of business both by industry and line of business and drive objectives accordingly.
  • Communicate ideas or positions in a persuasive manner that build support, agreement, or commitment.
  • Take actions that directly or indirectly influence others to create buy-in, gain trust, and motivate actions in others or win concessions without damaging relationships.
  • Build positive relationships across the franchise to accomplish organizational goals, including in Specialty and Middle Market.
  • Actively assesses opportunities to cross sell and represent the franchise at an enterprise level.
  • Utilize sales and marketing techniques to build agency relationships.
  • Exhibit a true sense of competitiveness and a drive for results.
  • Influence producers/agents to sell desired product & services by understanding the "big picture" and developing a strategy in support of it.
  • Effectively plan and organize your work to achieve desired outcomes.
  • Demonstrate flexibility in applying different approaches to changing work demands.
  • Know and demonstrate the ability to apply fundamental underwriting concepts, practices and procedures, including knowledge of exposure/hazard identification and control with an understanding of regional goals.
  • Display knowledge of pricing practices and applications.
  • Stay current with industry information and local market trends.
  • Utilize Salesforce

WHAT YOU NEED TO APPLY:
  • 3-5 years' Commercial Lines Underwriting and/or Marketing experience preferably with an established carrier. ​
  • Developed sales and marketing skills; proven track record for developing new business. ​
  • Professional designation such as CPCU, CIC etc. a plus. ​
  • Bachelor's Degree.

CAREER DEVELOPMENT:

It's not just a job, it's a career, and we are here to support you every step of the way. We want you to be successful and fulfilled. Through on-the-job experiences, personalized coaching and our robust learning and development programs, we encourage you - at every level - to grow and develop.

BENEFITS:

We offer comprehensive benefits to help you be healthy, build financial security, and balance work and home life. At The Hanover, you'll enjoy what you do and have the support you need to succeed.

Benefits include:
  • 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)
  • Click here for the full list of Benefits
EEO statement:

The Hanover values diversity in the workplace and among our customers. The company provides equal opportunity for employment and promotion to all qualified employees and applicants on the basis of experience, training, education, and ability to do the available work without regard to race, religion, color, age, sex/gender, sexual orientation, national origin, gender identity, disability, marital status, veteran status, genetic information, ancestry or any other status protected by law.

Furthermore, The Hanover Insurance Group is committed to providing an equal opportunity workplace that is free of discrimination and harassment based on national origin, race, color, religion, gender, ancestry, age, sexual orientation, gender identity, disability, marital status, veteran status, genetic information or any other status protected by law."

As an equal opportunity employer, Hanover does not discriminate against qualified individuals with disabilities. Individuals with disabilities who wish to request a reasonable accommodation to participate in the job application or interview process, or to perform essential job functions, should contact us at: HRServices@hanover.com and include the link of the job posting in which you are interested.

Privacy Policy:

To view our privacy policy and online privacy statement, click here .

Applicants who are California residents: To see the types of information we may collect from applicants and employees and how we use it, please click here .


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