Territory Manager

4 weeks ago

Houston, United States United Fire & Casualty Full time

The Territory Manager’s responsibilities include presenting our products and services to our existing and prospective agency force, identifying specific consumer characteristics, and recommending ways to promote and sell our products. To be successful in this role, you should have excellent communication skills and be highly motivated to meet or exceed new business submission, quotation, profitability, and production goals for your assigned territory.

Ultimately, this position will help us grow our customer base and establish our reputation in your assigned region, as well as the underwriting of profitable small business accounts online. Superior time management, sales acumen, problem solving, and organization is required of this individual to successfully accomplish these goals.

This opportunity can be a remote position but the candidate must reside in South Texas or Louisiana

Responsibilities:

Territory Management / Sales and Marketing (50%)

  • Call on prospective agencies, investigate to determine acceptability, and appoint new agencies that are aligned with our agency management plan.
  • Collaborate with sales representatives from different territories to share best practices and support a cohesive sales approach.
  • Manage and further develop existing agency relationships in conjunction with branch marketing and UW representatives.
  • Identify high impact opportunities in market (tradeshows, events, Agency trainings) to sponsor and/or attend for networking and Small Business general promotion.
  • Ensure agents remain educated on the UFG Pro-Quote portal, ongoing enhancements, and added lines of business.
  • Facilitate trainings, webinars, and meetings tailored to agency needs and small business opportunity for assigned territory.
  • Set annual goals with agents as outlined by the Director of Sales & Marketing to promote growth in individual agencies as well as managing all agencies in the territory.
  • Manage territory towards established profitability, loss ratio and premium targets.
  • Develop agency profiles on each agent and learn as much about the agency as possible.
  • Identify opportunities to grow existing agency performance and manage monthly action plan to support the achievement of desired agency goals.
  • Coordinate Agency meetings and promote new products and initiatives to influence agency and producer level action and strengthen relationships.
  • Provide feedback to management on what is happening in the marketplace, agencies and competition.
  • Analyze sales and marketing data to determine the most effective sales and marketing techniques.
  • Regularly evaluate territory performance, presenting to leadership weekly, monthly, quarterly, and annually.
  • Regular collaboration with branch UW and Marketing teams – ensuring streamlined communications with agents, exploring opportunities identified by branch teams.
  • Promote agency opt in of our Service Center.
  • Partner with corporate marketing to drive localized brand awareness campaigns and agency level.
  • Respond to feedback and potential barriers to entry.
Underwriting Expertise (20%)
  • High competence in Small Business appetite, product portfolio, and key performance indicators, as well as those of our branch teams to support clear and aligned messaging to agencies.
  • Prospect for new small commercial accounts from agents within assigned territory using our portal and underwriting guide.
  • Build strong relationships with agents in order to solicit new business submissions from them.
  • Develop strong technical and processing skills with automated systems.
Change Management, Internal Subject Matter Expert( SME) (30%)
  • Schedule one on ones with local Underwriters, build relationships, support increasing the belief in portal experience, diverting small business leads through portal for profitability, seek feedback on barriers and address, grow OneUFG profitability mindset.
  • Strong partnership with branch Marketing teams to ensure a consistent agency Leverage relationships for warm introductions, tag team agency appointments, and meet with marketing reps regularly.
  • Support internal training needs in assigned territory for all things Small Business – Pro-Quote Portal, products, appetite, sales messaging.
  • Regularly invest in one’s own Sales skills, product knowledge, insurance knowledge, and understanding of organizational priorities and department initiatives.
Qualifications:

Education:
  • Four (4) year college degree or equivalent in related
  • CPCU, CIC or AU preferred
Experience:
  • 5+ years of sales, marketing, and/or underwriting experience

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