Territory Manager jobs in Lancaster, PA

MMG INSURANCE COMPANY

Job Description

Job Title:              Territory Manager  

Department:        Marketing

Reports To:          Director

FLSA Status:       Exempt

SUMMARY

Responsible for carrying out all marketing functions in an assigned territory and serves as a liaison between company personnel and agency staff.  Solicits new business from agents and maintains current business levels by meeting territory volume and profit objectives.  Leads training to agency personnel on company products and services.  Responsible for soliciting, appointing and managing new and existing agents representing MMG Insurance.

ESSENTIAL DUTIES AND RESPONSIBILITIES                                             

• Manages relationships with the agencies in assigned territory by developing and maintaining strong positive working relations.
• Maintains consistent contact with all agents within assigned territory in the interest of enhancing profitable business and assuring adherence to all company guidelines. Completes agency reviews as requested to include agent performance, profitability statistics and profile of business.     
• Develops effective business plans with agency owners and manage those plans throughout the year to increase written premium volume.  Meet the agreed upon new business production objectives.  
• Manages overall territory results and individual agency performance. Manage the percentage of non-profitable and/or non-producing agents within the territory, by reviewing agents’ production figures monthly and identify operational issues within agencies.  Work with the Marketing Director to suggest improvement, modify, or cancel agency appointments.  Lead action plans to solve problems.
• Identifies new growth opportunities within the market including 1) driving greater market share with existing agents, 2) identifying new quoting and issuing opportunities and 3) new agent expansion.
• Assists with strategic goals for continued Commercial Lines growth and expansion of product offerings.  
• Collaborates with Commercial Lines underwriters and/or Commercial Lines Underwriting Management to ensure growth objectives are being met; including timely new business quote follow-up.
• Effectively communicates and collaborates with internal business partners, presenting business cases to influence decision making and business results. Escalate risk review as appropriate to line of business managers.
• Communicates Company messaging to agency personnel on all relevant topics, including business objectives, rate changes, product updates, sales incentives and compensation.
• Solicits new agencies, evaluates their potential to write quality new business, interviews, vet and appoint qualified new agencies.
• Effectively onboards and drives success of new agency partners.
• Develops and maintains strong knowledge of the Independent Agency channel, including industry competitors, market actions, merger and acquisition activity and current technology trends.
• Maintains competitor information and communicate key information to stakeholders in a timely manner.
• Maintains thorough knowledge of Commercial Lines and Personal Lines business rules and guidelines.
• Maintains a current understanding of all internal company processing procedures.
• Manages agency satisfaction and attack problems to create exceptional customer service.
• Resolve complex sensitive issues as they arise.
• Oversees special projects, agency events and education classes as requested.  
• Completes and presents required weekly and monthly territory reports for management; perform reporting and other required administrative duties.
• Continuously promotes ideas to improve the Company’s products and services, and keep managers updated with suggestions for new innovation.
• May assist Marketing Director, as needed, in the development of marketing strategies.
• Assists the Marketing Director, as assigned in onboarding and mentoring peer Territory Managers.
• Develops and maintains strong positive relationships with both company and agency personnel, as necessary, which may include visitation and attendance at various conventions and meetings. (May include overnight stays).
• Travels as required to perform the essential duties and responsibilities of the employee’s position and to fulfill educational requirements. (May include overnight stays.)
• Other duties may be assigned.

SUPERVISORY RESPONSIBILITIES 

This job has no supervisory responsibilities.

QUALIFICATIONS 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE 

Bachelor's degree and 6-8 years of related experience and or training; or equivalent combination of education and experience.

CIC, CPCU or similar designation, preferred

LANGUAGE SKILLS

Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.  Writes clearly and informatively; Edits work for spelling and grammar; Able to read and to interpret written information.

MATHEMATICAL SKILLS 

Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions and decimals.  Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.  Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference and volume.   

REASONING ABILITY 

Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem-solving situations; Uses reason even when dealing with emotional topics.

COMPUTER SKILLS

To perform this job successfully, an individual should have knowledge of Office Productivity software such as Spreadsheet, Word Processing, Communications software, and Marketing-related software.

CERTIFICATES, LICENSES, REGISTRATIONS 

The Company may expect the employee to acquire, within a reasonable period of time as established by the Company, the Certified Insurance Counselor (CIC) designation, sponsored by the Insurance Institute of America; the Chartered Property/Casualty Underwriter designation, sponsored by the American Institute for Chartered Property and Casualty Underwriters; and/or the Accredited Advisor in Insurance (AAI), sponsored by the Insurance Institute of America. 

The Company may expect the employee to take other courses it deems appropriate to the employee's duties and responsibilities.

OTHER SKILLS AND ABILITIES 

• Demonstrates leadership by exhibiting confidence in self and others; Inspires and motivates others to perform well; Effectively influences actions and opinions of others; Accepts feedback from others; Gives appropriate recognition to others.
• Possesses above-average telephone skills.
• Possesses above-average interpersonal, relationship skills.
• Demonstrates excellent negotiating skills.
• Possesses the ability to professionally articulate a position/decision in an adversarial situation.
• Customer Service – Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
• Professionalism – Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
• Demonstrates the ability to consistently maintain a positive attitude.
• Works cooperatively and productively with employees.
• Is self-motivated with strong organizational skills.

OTHER QUALIFICATIONS

Possesses a valid driver's license.

Ability to travel up to 80%-90% of the time.

Teamwork – Balances team and individual responsibilities; Exhibits objectivity and openness to others’ views; Gives and welcomes feedback; Contributes to building a positive team spirit.

Demonstrates an aptitude consistent with securing information, analyzing it, and making above-average decisions affecting the position's area of responsibility as well as the overall operation of the department.

Judgment – Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.

PHYSICAL DEMANDS 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to use hands to finger, handle, or feel and talk or hear.  The employee frequently is required to stand, sit, and reach with hands and arms.  The employee is occasionally required to walk; climb or balance.  The employee must occasionally lift and/or move up to 10 pounds.  Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and ability to adjust focus.

WORK ENVIRONMENT 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly exposed to outside weather conditions.  The employee is occasionally exposed to fumes or airborne particles.  The noise level in the work environment is usually moderate.