Territory Sales Manager (TSM) CA E&S Homeowners

At DUAL North America, our core values dictate how we live and work. We are a group with independence and people at its heart and we are a home for talent with a unique culture: the biggest small company in the world.

The focus on being a People First business has always been at the very heart of the Group; Our vision was to create an independent business with a unique culture and one that would survive and thrive as a business controlled by the people working for it. And finding the most talented and entrepreneurial people to join the Group has been and will continue to be key.

DUAL North America, Inc. is seeking a

Territory Sales Manager (TSM) CA E&S Homeowners

• Classification: (Exempt /Full)

• Reports to: VP, Distribution

• Travel: 40-60% Salary: $80,000.00 - $90,000.00 + Monthly Commission

• Location: San Diego, CA Hybrid

Role overview

Dual North America is seeking a Territory Sales Manager (TSM) to join the team.

The Territory Sales Manager (TSM) will manage and grow Strategic Agency Partners across an assigned territory. This includes National and Regional Aggregators, Managing General Agencies for Exclusive Agents, and large Independent Agencies. The role requires product expertise in Personal Property.

The TSM is accountable for optimizing growth and profitability within a core group of Strategic Partners while prospecting, appointing, and onboarding new partners. Success is measured by achieving year-over-year growth and profit goals, executing the Sales Playbook within a consultative sales framework, and developing competitive intelligence. The role collaborates closely with field and home office teams on product, pricing, and agency management decisions.

Role responsibilities

Strategic Partner Development & Sales Execution

• Drive profitable growth across assigned Strategic Partners.

• Influence agents to quote and sell NALICO products in every transaction.

• Execute territory sales strategy by appointing, onboarding, and coaching new partners.

• Articulate a consultative sales process aligned to agency needs and company objectives.

• Negotiate and execute book transfer opportunities.

Agency Diagnostics & Growth Planning

• Complete agency diagnostics and strategic growth plans to identify opportunities and risks.

• Assess agency operations, market share, shelf space, and growth potential.

• Hold agency leadership accountable to agreed-upon action plans.

• Implement systematic marketing processes to attract and retain new business.

Training, Support & Collaboration

• Train new and existing partners on quoting platforms, products, and underwriting guidelines.

• Ensure agency staff are fully trained on systems, automation, and services.

• Resolve or escalate underwriting, claims, accounting, licensing, and service issues.

• Collaborate with internal teams to support agency and territory success.

Market & Competitive Intelligence

• Stay current on competitor products, pricing, and coverage.

• Provide regular competitive intelligence updates.

• Identify new distribution opportunities within the territory.

Key requirements

• Bachelor’s degree preferred.

• 5+ years of sales or insurance industry experience preferred.

• Strong agency diagnostics and consultative selling skills.

• Proven ability to influence, negotiate, and drive profitable growth.

• Excellent relationship management, communication, and presentation skills.

• Demonstrated resilience, accountability, integrity, and sound judgment.

• Strong problem-solving skills with the ability to work independently.

• Proficiency in Microsoft Office (Word, Excel, Outlook, PowerPoint).

• Ability to quickly learn and explain new systems and applications.

• This position involves regular travel to client offices, conferences, and client meetings up to 60% of the time. Desk work is still required

• Must be able to operate a motor vehicle and travel independently, including air travel where

• applicable

• Work environments may vary and include commercial office buildings, event venues, or hotel, and conference rooms

• •May require standing or walking for extended periods during conferences or presentations

• If you do not meet all the qualifications for this role, we still encourage you to apply

What we offer:
A career that you define. Yes, we offer all the usual rewards and benefits - including medical, dental, vision, a wide variety of wellbeing offers, competitive salary, unlimited PTO, 401k with company match, paid volunteer days and more.

We provide an environment where new ideas are encouraged and celebrated, where people who want to have a real hand in our success thrive. We want people who want to make a difference - not just in the workplace, but in the industry and in the wider community.

EEO Statement:
We consider our people our chief competitive advantage and as such we treat colleagues, candidates, clients, and business partners with equality, fairness, and respect. DUAL North America provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. DUAL will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment.