Small Business Sales Senior Territory Manager (VA/MD)

Sales Senior Territory Manager

Founded in 1848, Westfield is a global leader in property and casualty insurance, delivering superior risk insights and innovative solutions to customers through a diverse portfolio of insurance products. Westfield underwrites commercial, personal, surety, and specialty lines of coverage through a network of leading independent agents and brokers in the United States and specialty products through Lloyd's of London Syndicate 1200. As a mutual insurance company with more than 3,000 employees, Westfield has revenues in excess of $4 billion and more than $10 billion in assets.

Job Summary:

The Sales Senior Territory Manager working under limited supervision, is responsible for implementing the Business territory strategy in their assigned distribution channel territory. The responsibilities include driving profitable business growth and sales, meeting annual growth targets, overseeing marketing and production of insurance products within their territory. The role serves as the representative of the Company in specified territory, actively engaging with agencies, networking, and participating in the local community to raise brand awareness. The role also manages agency relationships, leverages knowledge of the territory as a competitive advantage, gets involved in strategic territory planning, analyzing performance, gaining a deep understanding of the risks faced, staying updated on industry trends affecting the insurance business, and developing expertise in insurance products. This role collaborates closely with underwriting (UW) and product management teams to ensure profitability targets are met at both agency and territory levels, intervening to redirect agency behavior when required.

Job Responsibilities:

• Executes the Business territory strategy in their designated territory and handles marketing, business development, and achieving annual growth targets for insurance products in the assigned territory.
• Collects, analyzes, and interprets sales data to identify trends, patterns, and opportunities, including examining sales reports, customer data, market research, and other relevant information to gain insights into sales performance.
• Represents and promotes the company within the territory through agency visits, networking, and community involvement. Identifies specific opportunities within each agency and connects them with appropriate company resources.
• Provides necessary support (e.g., underwriting, training, troubleshooting) to agencies to foster trust, comfort, and brand loyalty to the company.
• Collaborates with Distribution Management team in agency planning and customized compensation. Assists in identifying the need for new agencies in the territory and contributes to the agency selection process.
• Uses their territory knowledge as a competitive advantage, focusing on territory planning, performance analysis, understanding risks, identifying industry trends, and building expertise in insurance products.
• Gathers competitive and market intelligence through agency engagements and networking, sharing insights with Business Territory Leader and other stakeholders.
• Stays up to date on industry topics, trends, competitors, and best practices through research, industry events, and networking, sharing knowledge within the business segment team.
• Collaborates with corporate shared services functions to implement the competitive strategy and achieve desired results, while aligning with corporate governance and prioritizing the customer.
• Develops and leverages strong partnerships to drive alignment and mutual benefits for business segments and the organization.
• Prepares and presents regular sales reports, dashboards, and visualizations to communicate sales performance, trends, and analysis to relevant stakeholders. Summarizes findings and provides actionable recommendations.
• For field roles, only: Expected to drive/travel at least 25% of working time to perform essential functions. This may involve traveling on short notice or other daily driving duties as assigned.

Job Qualifications:

• 3+ years of experience in Sales, Distribution Management, or a related field.
• Bachelor's degree in Business, Sales or a related field and/or commensurate work experience.
• For field roles, only: Valid driver's license and a driving record that conforms to company standards.

Licenses and Certifications:

• Certified Sales Professional (CSP) (Preferred)

Location: Maryland/Virginia Territory

Behavioral Competencies:

• Collaborates
• Communicates Effectively
• Customer Focus
• Decision Quality
• Nimble Learning

Technical Skills:

• Sales Support
• Sales Data Analysis
• Compensation Policies and Processes
• Field Sales
• Market Development
• Sales Account Management
• Data Analysis and Reporting
• Insurance Operations
• Customer Relationship Management
• Direct Sales

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.