PL Territory Sales Manager - Ohio

For more than 170 years, The Hanover has been committed to delivering on our promises and being there when it matters the most. We live our values every day, demonstrating we CARE through our values, sustainability initiatives and inclusive corporate culture. Position Overview Successfully manage business development within an assigned territory by partnering with existing agents and appointing new ones, to acquire and retain profitable new accounts, while securing better penetration with winning agents. Partner with management to influence and execute a territory strategy and production plan that addresses product, pricing, and distribution needs to exceed goals in a competitive marketplace. An ability to leverage personal relationships for business outcomes is key to succeeding in this role. Meet with agency principals to have agency economic conversations that advance deeper partnerships, while also meeting with account managers and agency staff to increase engagement and commitment to Hanover. In This Role You Will Drive top‑line sales results within assigned territory, in conjunction with the ARVP, RVP and/or Sr. TSM, by conducting business development planning with agents located within assigned territory. Achieve meaningful market share within winning agencies, maximizing quote/win ratio to meet and exceed plan. Build and leverage a proven position as an established, trusted advisor, focused on improving partners’ business performance. Execute agency account plan and frequently monitor the company and agency progress relative to plan. Proactively develop and execute appropriate next steps if agency account objectives are not met, always anchoring back to the mutually agreed upon business plan. Recommend termination of consistently unprofitable and/or unproductive agencies to Sr. TSM and Sales ARVP/RVP. Leverage Hanover value proposition to obtain commitments for blocks of stable, controlled business. Maximize conversion on book rolls and thins; negotiate and sell book consolidation capability and positive economic impact on agents’ business; aggressively manage the book consolidation pipeline to develop opportunities into signed deals. Meet and exceed overall regional financial objectives by increasing total policies sold while maintaining and/or improving retention, increasing average lines (policies) sold per client, increasing agency and account manager engagement—especially among winning agents/future partners—, increasing Customer Service Center enrollment, and protecting margin by influencing agents to over‑deliver the target mix of flow business. Gather competitive intelligence and share with internal partners to build a better defensible position. Prospect and meet agency appointment targets. Provide agent and CSR training as necessary. Adhere to sales best practices. What You Need To Apply Bachelor’s degree (preferred) 3+ years of sales experience or applicable industry experience (claims, underwriting, etc.) Working knowledge of current business conditions, competition and territory‑specific issues; good business acumen. Proven experience cultivating and building effective business relationships. Demonstrated fluency with insurance rules and regulations, policy, product and service requirements. Excellent verbal and written communication skills, including formal and informal presentation skills. Strong consultative and negotiation skills; ability to effectively persuade and influence others. Ability to comprehend carrier/agency reports/metrics while recognizing trends and using the data for fact‑based conversations that advance the company’s position within agencies. Demonstrated creativity and strength in problem solving and developing solutions. Personal lines underwriting and marketing capabilities a plus. Strong decision‑making and negotiation skills. Shows determination and persistence in the face of challenges, overcoming obstacles, setbacks and rejection. Ability to sell Hanover’s value proposition to the agents. Ability to effectively cultivate strong business partnership with agents. Executive presence. Sets challenging goals and provides guidance and direction to staff. Strong people skills, effective at coaching and motivating; serves as a role model to build effective relationships. Ability to foster productive teamwork. Maintains composure under stress by behaving flexibly, exhibiting self‑confidence and thriving in stressful situations. Ability to work independently, with minimal direction and structure; self‑motivated, organized and driven to succeed. Key Skills & Competencies Agency economics and analysis: identifies metrics and uses them as a catalyst for action items and initiatives to make recommendations to agencies. Agency advise & guidance: has a sound understanding of agency operations to advise and recommend actionable activities for mutually beneficial outcomes. Execution: leverages trusted advisor status with agencies to advance Hanover’s objectives while proving to agents through a robust diagnostic process so that recommended actions yield positive outcomes that are mutually beneficial. Creates a buzz within agencies so that Hanover is the go‑to company, proven through account manager quote/issues, system knowledge and regular/on‑going interaction and production. Prioritizes and tailors knowledge and resources to meet the needs of agencies while making sound, fact‑based recommendations and ensuring their success through clear communication. Relentlessly follows up on assigned owners, holding themselves and others accountable for measurable outcomes. Ability to sell Hanover’s value proposition to agents and maintain significant relevance within agency partners in the territory. Knows all account managers within every agency, their key behaviors and attributes relative to their relationship with Hanover. Updates account manager information in Salesforce.com. Effectively leverages trusted advisor relationships for mutually beneficial outcomes. Leverages data points for accountability and validation. Leverages extensive knowledge for a steady flow of business, relevance and production that meets goals. Gather competitive intelligence and share with internal partners to build a better defensible position. Prospect and meet agency appointment targets. Provide agent and CSR training as necessary. Product and insurance knowledge: knows Hanover product suite and underwriting appetite and leverages features and benefits to drive deeper agency relationships for more production from partner agents. Physical Demands And Work Environment Ability to use a personal computer and other standard office equipment. Ability to sit and/or stand for extended periods. Ability to operate a motor vehicle. Ability to travel as necessary; travel estimated at a minimum of 70%. Career Development It’s not just a job, it’s a career, and we are here to support you every step of the way. Throughout on‑the‑job experiences, personalized coaching and robust learning and development programs, we encourage growth at every level. Benefits Medical, dental, vision, life and disability insurance 401(k) with company match Tuition reimbursement PTO Company‑paid holidays Flexible work arrangements Cultural Awareness Day in support of IDE On‑site medical/wellness center (Worcester only) EEO Statement The Hanover values diversity and provides equal opportunity for employment and promotion to all qualified employees and applicants based on experience, training, education and ability to perform the available work without regard to race, religion, color, age, sex/gender, sexual orientation, national origin, gender identity, disability, marital status, veteran status, genetic information, ancestry or any other status protected by law. The Hanover is committed to an equal‑opportunity workplace free of discrimination and harassment based on national origin, race, color, religion, gender, ancestry, age, sexual orientation, gender identity, disability, marital status, veteran status, genetic information or any other protected status. Privacy Policy To view our privacy policy and online privacy statement, please consult our website. Compensation The target hiring range for this role may vary based on geographic location and other factors, including merit or performance, demonstrated proficiency, skills for the role, education, travel requirements and experience. Additional compensation may include an annual bonus (general, sales incentive or short‑term incentive), long‑term incentive or spot recognition awards. The posted range reflects our ability to hire at different titles and levels depending on background and experience. #J-18808-Ljbffr The Hanover Insurance Group