Sr Territorial Marketing Manager

4 weeks ago

Dublin, California, United States Zenith Full time
This role is eligible to participate in Zenith's hybrid work schedule which provides the flexibility to work from home on select days of the week according to the in-office schedule established by regional executive leadership.

The selected candidate "must" reside in the NorCal area and will service Small Business Accounts.

Responsible for developing and managing the distribution force for an assigned territory. This includes agency prospecting, appointments, relationship management, and termination if necessary. Trains agents on Zenith as a market including our underwriting appetite, capabilities, advantages, products and services. Works with agents to shape the flow of submissions to ensure acceptable hit ratios and an efficient relationship. Leads the sales process on new and renewal business working collaboratively with underwriting and other departments. Supports the company's pricing and selection disciplines. Actively seeks opportunities for profitable growth and a better customer experience. Monitors the competition. Builds and broadens relationships between Zenith and our agents and policyholders. The essential functions of this position include, but are not limited to, the following:

Distribution Management:
  • Role is to manage assigned agents/territory (tactical) with some additional leadership expectations (strategic).
  • Assess assigned territory to uncover opportunities and challenges for profitable growth.
  • Develop a strategic plan for the territory working with regional management. Know the assigned territory and ensure the right agency representation through prospecting, appointments and terminations.
  • Develop a territory of agents that can and will position Zenith to write profitable business and has a policyholder base that will appreciate our value proposition.
  • Develop and maintain knowledge of the profile, book, sales approach, capabilities, competition and key players in each appointed agency.
  • Manage the assigned agencies working with marketing leadership and through our agency management process.
  • Develop effective and profitable relationships through business planning, visibility, quality interaction, education, and relationship building.
  • Ensure follow through on commitments made by the agent and Zenith.
  • Ensure appropriate agency administration for assigned territory including contracts, coding, tiering, compensation, and contact information.
Sales Leadership:
  • Work with assigned agents to develop a flow of qualified business.
  • Develop and work a pipeline of individual prospects, niches, and books of business. Prequalify submissions.
  • Promote our small business plan.
  • Train agents on our systems, tools, and processes.
  • Lead the sales process working collaboratively with management, the underwriters and other departments to drive the acquisition and retention of desirable business.
  • Ensure that Zenith is positioned as the market of choice with our agents and identified prospects/renewals.
  • Encourage early engagement with targeted new and renewal accounts.
  • Assist our agents in selling the value of our programs and services including joint presentations to policyholders.
  • Help to resolve any customer or service issues that are a barrier to a successful sales outcome.
  • Track agency performance and outcomes and make adjustments as necessary to agency plans to ensure mutually profitable, significant and efficient relationships.
  • Develop competitive intelligence for the local marketplace so we can optimally position our strengths to serve agent and policyholder needs and improve our success ratios.
Advance the Zenith Brand:
  • Educate assigned agents on Zenith's products and capabilities and teach them how to effectively sell our brand.
  • Promote the benefits of the Zenith Difference and our value proposition.
  • Work with management to conduct new agency orientations, specific agency training, and joint sales calls.
  • Target next generation producers and agency staff.
  • Promote the Zenith brand through industry, agency, and policyholder/association events.
  • Promote new or more advanced ideas for sales or marketing materials.
  • Work with National Marketing & Communications on development.
  • Advance Teamwork, Relationships, and the Customer Experience
  • Seek opportunities to improve the agency/policyholder experience with Zenith including identifying and helping to resolve any roadblocks in service and ease of doing business.
  • Participate in the regional account management process (LAMA) and actively support underwriting and other departments in generating agency cooperation to resolve policyholder issues.
  • Develop deep and productive relationships with our agents, policyholders and targeted associations.
  • Look for opportunities to introduce and facilitate relationship building between our agents/policyholders and key Zenith staff and management.
  • Develop a strong, collaborative relationship with underwriting and the other departments.
  • Apply principles of logical thinking to define problems, collect data, establish facts, and draw valid conclusions.
  • Work productively and harmoniously with others on a consistent basis.
  • Respond positively to direction and feedback on performance.
  • Consistently maintain professional and appropriate demeanor.
  • Perform other duties/projects as assigned.
Education, Skills and Experience Requirements
  • Bachelor's degree.
  • Minimum 7 - 10 years insurance industry experience including a working knowledge of workers compensation underwriting.
  • Proven leadership and sales skills.
  • Proven strategic and tactical execution capabilities.
  • Demonstrated influence management skills.
  • Excellent communication skills.
  • Ability to present ideas effectively in formal and informal situations; conveying thoughts clearly and concisely.
  • Must be comfortable making public presentations.
  • Maintain an upbeat, positive and enthusiastic attitude daily.
  • Team Player.
  • Valid Drivers' License in good standing.
The expected salary range for this position is $124,049.81 to $155,062.26. Actual pay will be adjusted based on experience, geographic location, and other job-related factors as permitted by law.

Qualifications may warrant placement in a different job level.

Benefits

• Medical, Dental and Vision Insurance

• Flexible Spending Accounts

• Paid Parental Leave

• Life, AD&D and Disability Insurance

• 401(k), Employee Share Purchase Plan (ESPP)

• Education and Training Reimbursement

• Paid Leave: 3 weeks/year Vacation, 2 weeks/year Sick Leave

• 10 paid Company Holidays, 2 Personal Days, 2 Floating Holidays

• Employee Assistance Program (EAP)

• For more information, review details on the Benefits page of our Career Site: https://www.thezenith.com/careers/benefits/

Zenith typically posts jobs for a minimum of 8 to 14 calendar days. If you are interested in any of our open positions, we encourage you to submit your application promptly.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status. If you are a qualified individual with a disability or a disabled veteran, you have the right to request an accommodation if you are unable or limited in your ability to use or access our career center as a result of your disability. To request an accommodation, contact a Human Resources Representative at Zenith Insurance Company.

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