Commercial Lines Sales Manager

Utica National Insurance Group; Charlotte (NC); On-site; USD 155,000 - 195,000; Full time

Benefits offered by this job

Medical and Prescription Drug Benefit

Dental Benefit

Vision Benefit

401(k) Profit Sharing

Job summary

Utica National Insurance Group is seeking a Commercial Lines Field Sales Manager to lead a team of Sales Representatives across an assigned region, including Charlotte. You will drive profitable growth by coaching talent, managing agency relationships, and aligning field activities with underwriting and product strategies.

The role emphasizes leadership, territory execution, and market intelligence to support long-term regional success.

Qualifications

• 7+ years increasing responsibility in P&C insurance, including leadership.
• Bachelor's degree or equivalent business experience.
• Insurance education such as INS, AU, CPCU or willingness to pursue.

Responsibilities

• Lead, coach, and develop Sales Representatives to drive field execution.
• Oversee territory plans, agency relationships, and performance targets.
• Translate distribution strategy into actionable field initiatives.
• Manage KPIs: growth, pipeline, hit rate, retention, profitability.
• Oversee key agency relationships and allocate resources effectively.
• Collaborate with underwriting, product, operations, and segments.
• Provide market intelligence and regional reporting.

Skills

Leadership

Sales

Strategy

Coaching

Education

Bachelor's Degree or Equivalent Business Experience

Insurance Education (INS/AU/CPCU)

Job description

The Company

At Utica National Insurance Group, 1,400 employees countrywide take our corporate promise to heart every day: To make people feel secure, appreciated, and respected.

Utica National Insurance Group is an \"A\" rated $2.0B award-winning, nationally recognized property & casualty insurance carrier.

Operating along the Eastern half of the United States, based in our Home Office in Central New York, with Regional Office locations including NYC, Dallas and Charlotte.

What you will do

This role is responsible for leading a team of Commercial Lines Field Sales Representatives and driving profitable growth across an assigned region. The Commercial Lines Sales Manager translates corporate distribution strategy into field execution by coaching and developing sales talent, managing agency relationships, overseeing territory performance, and ensuring accountability for key growth and profitability objectives. The role partners closely with underwriting, claims, product, operations, and specialty business units to align sales efforts with organizational goals while strengthening agency partnerships, expanding market share, and enhancing customer retention. Additionally, the manager provides market intelligence, competitive insights, and regional performance analysis to help inform business strategy and support long‑term success.

• Sales Leadership & Team Development- Lead, coach, and develop Sales Representatives to deliver consistent, high-quality execution in the field; Establish clear expectations for activity, performance, and outcomes; Conduct ride‑alongs, call reviews, and territory inspections to improve effectiveness ; Recruit, onboard, and develop talent aligned with Utica performance standards.
• Territory & Agency Management- Ensure disciplined execution of territory sales plans to meet or exceed; New business premium; Total written premium; Retention and loss ratio targets; Oversee agency segmentation and resource allocation to prioritize high‑value opportunities; Guide reps in managing agency portfolios, including growth, rehabilitation, and exit decisions.
• Strategy Execution- Turn corporate distribution strategy into clear, executable action in the field; Ensure sales reps are targeting the right mix of business (not just volume); Drive consistent messaging and value proposition across all agency interactions; Partner with leadership to execute regional growth initiatives and programs.
• Performance Management & Accountability- Own regional sales results through rep performance management; Monitor KPIs including: Growth vs. plan; Submission flow and pipeline quality; Hit ratio / close rate; Retention outcomes; Regional and State Profitability; Diagnose issues at the rep, agency, or market level and take corrective action; Hold team accountable for activity standards and performance expectations.
• Agency Relationship Oversight- Provide leadership involvement in key agency relationships and LAPP accounts; Support reps in handling complex or high‑impact agency situations; Build executive‑level relationships with priority agents to strengthen partnerships; Drive agency engagement strategies that increase share of wallet and loyalty; Maintain expense discipline including base, contingent, and incentive agent compensation working within allocated budget dollars.
• Cross‑Functional and Segment Collaboration- Partner closely with: Underwriting leadership; Product and operations teams; Claims and service partners; FAD, EIU, Specialty and Small Commercial Segments; Ensure alignment between sales activity and underwriting discipline; Elevate systemic issues impacting growth, service, or competitiveness.
• Market Intelligence & Field Insights- Provide leadership with real‑time market feedback on: Pricing competitiveness; Coverage gaps; Agency sentiment; Monitor competitor activity and adjust sales strategies accordingly; Identify emerging risks or opportunities impacting regional performance; Complete/Support Regional Level Reporting requirements.
• Performs other duties as assigned.
• Conforms with all corporate policies and procedures.

What you need

• 7+ years Increasingly responsible P&C insurance roles, including leadership
• Bachelor's Degree or Equivalent Business Experience
• Significant insurance education, such as INS, AU, CPCU or the demonstrated willingness to pursue insurance education is strongly recommended.

Salary range:

$155,000 - $195,300

• This position also comes with eligibility for Variable Compensation Bonus plan

The final salary to be paid and position within the internal salary range will take into consideration the individual’s work experience, geographic location, education, certification(s) or additional qualifications, and scope and responsibilities within the role.

Benefits:

We believe strongly that talented people are core to our success and are attracted to companies that provide competitive pay, comprehensive benefits packages, career advancement and challenging work opportunities. We offer a Comprehensive Benefits Plan for full time employees that include the following:

• Medical and Prescription Drug Benefit
• Dental Benefit
• Vision Benefit
• Life Insurance and Disability Benefits
• 401(k) Profit Sharing and Investment Plan(Includes annual Company financial contribution and discretionary Profit Sharing contribution based upon annual company financial results)
• Health Savings Account (HSA)
• Flexible Spending Accounts
• Tuition Assistance, Training, and Professional Designations
• Company-Paid Family Leave
• Adoption/Surrogacy Assistance Benefit
• Voluntary Benefits - Group Accident Insurance, Hospital Indemnity, Critical Illness, Legal, ID Theft Protection, Pet Insurance
• Student Loan Refinancing Services
• Business Travel Accident Insurance
• Matching Gifts program
• PaidVolunteer Day
• Employee Referral Award Program
• Wellness programs
• Personal Insurance Discount

Additional Information:

This position is a full time salaried, exempt (non overtime eligible) position.

Utica National is an Equal Opportunity Employer.