Director, Territory Management

Branch; United States; Remote; USD 150,000 - 230,000; Full time

Benefits offered by this job

Above-market salary

Pay equity and transparency

Remote-first (with perks)

Flexible YouTime

Employee stock options

Medical, vision, dental

401k and matching

Job summary

Branch is advancing a field-driven sales model to build a new in-person field sales organization. You will lead a team of Territory Managers, own production targets, and translate field insights into strategy while partnering cross-functionally to remove barriers to growth.

The role focuses on coaching, automation, and building scalable territory coverage across US markets, with a remote-first culture and leadership responsibilities.

Qualifications

• 8+ years in independent agency distribution or field sales.
• Experience managing quota-carrying field teams.
• CRM experience with pipeline and forecast (HubSpot or comparable).

Responsibilities

• Lead the Senior/Territory Managers team with clear territory strategy.
• Own production targets across territories and forecast variances.
• Develop framework to tier agencies and ensure consistent usage.
• Set and enforce onboarding standards, relationships, and logging.
• Roll up pipeline, quotes, and bound premium; report to leadership.
• Engage priority agencies with Territory Managers to drive production.
• Synthesize territory feedback into prioritized business actions.
• Equip managers with materials, objections, and product knowledge; onboard reps.
• Collaborate with Finance, Marketing, Product, Underwriting, and Operations to remove barriers.
• Define systems and workflows to improve productivity (CRM, quoting).

Skills

Independent agency distribution

Field sales

Quota management

CRM forecasting

Stakeholder management

Strategy & leadership

P&C insurance knowledge

Tools

HubSpot CRM

Job description

About Branch

Branch is on a mission to make insurance more accessible, so more people can be covered. We innovate using data, tech, and automation to simplify insurance from start to finish—we eliminated inaccurate quotes in favor of real prices, created a better way to bundle, and cut unnecessary costs in the traditional insurance process. Then we pass those savings along to our members. Basically, we’re doing insurance the way it was meant to be.

But we didn’t just create the insurance we’ve always wanted, we also created the company we’ve always wanted to work for. As we redefine insurance, we also want to redefine what it means to work in insurance. Find out for yourself.

Branch has a preference for candidates in Ohio, but is open to candidates located in AZ, FL, GA, IL, IN, IA, KS, KY, MD, MI, MO, NV, NC, OH, PA, SC, SD, TN, TX, and WI. Applicants must be currently authorized to work in the United States on a full-time basis. We are unable to sponsor or take over sponsorship of an employment visa at this time.

Branch is remote first, with most Branchers choosing to work from home. Our headquarters are located in Columbus, Ohio, where we come together from time to time to build relationships and connect with each other in real life. We also have office space in Columbia and Concordia, Missouri as well as Forreston, Illinois. Once a year, the entire company gathers for “BranchFest”, a highlight of the year for many Branchers.

About the role

Branch’s Director, Territory Management leads the field team responsible for growing quality new business through independent agencies. You carry an aggregate production target Branch’s US target market and are accountable for achieving it.

Branch is moving from a remote, digitally delivered agency management model to an in-person one. This role is to build and continuously improve a new field sales organization. Your first job is to help it form, ramp and produce desired results.

You will spend a meaningful share of every month in-market with your territory managers - riding along on agency visits, coaching live, and seeing for yourself what is and isn’t working in each state. You'll be the person who turns individual territories into one coordinated, accountable go-to-market motion.

The most successful leaders are comfortable holding people to a number without losing them, model the motion they are coaching to, not just describe it, and design territories that are demanding and achievable. They turn what the team hears across territories into a case the business can act on.

Key Responsibilities

• Lead the team. Manage, coach, and develop the team of Senior/Territory Managers, ensuring each owns a clear territory strategy and a prioritized agency list.

• Own the channel number. Carry a production target for bound premium and policy count across territories. Build it bottom-up from individual targets, forecast against it, and explain variance before you are asked.

• Calibrate agency prioritization. Own the framework for how agencies get tiered and ensure Territory Managers are applying it consistently. Ensure all agents have access to the tooling they need to best understand production trends from their target agencies and work to sharpen our collective understanding of where to fish for quality new business.

• Own and improve the playbook. Set, enforce and improve the standards Territory Managers work against (e.g. agency reintroduction, relationship-building, production commitments, HubSpot logging), and hold the team accountable to them within defined windows.

• Aggregate and report on territory performance. Roll up pipeline, quoting trends, and bound premium across all territories; report against target to leadership.

• Escalate and lead the highest-value relationships. Personally engage with priority agencies alongside your Territory Managers, to help steer the relationships productively and drive production.

• Translate ground truth into strategy. Synthesize what Territory Managers are hearing in-territory as it relates to competitive intel, pricing friction, product gaps, and feed it back to the key stakeholders at Branch in an organized and quantified way so it can be prioritized and corrected.

• Build team capability. Ensure Territory Managers are equipped to sell effectively - presentation materials, objection handling, product/appetite knowledge - including onboarding for reps without a P&C background and consistent coaching through observation.

• Partner cross-functionally with Finance, Marketing, Product, Underwriting, and Operations to remove barriers to production at scale rather than one agency at a time.

• Drive automation and tooling. Set the requirements for the systems and workflow changes that make the field team and the onboarding process more productive - CRM, quoting workflow, and agency-facing tools.

How Success Is Measured

• Channel Growth: Bound premium and policy count across all territories, measured against target.

• Quality of business: % of team-wide growth against ideal customer profile.

• Agent activation: % of priority agencies across all territories actively producing with consistency.

• Team performance: % of Territory Managers meeting their 60-day (and ongoing) field expectations on schedule.

Skills, Knowledge, and Expertise

• 8+ years in independent agency distribution, field sales or comparable B2B sales/ business development, including 4+ years directly managing quota-carrying field team.

• Demonstrated accountability for a channel, regional or divisional number.

• Experience building a team (vs. inheriting) preferred.

• Track record of building or scaling a field team and holding it to clear performance standards.

• Experience running pipeline and forecast in a CRM (HubSpot or comparable).

• Demonstrated ability to learn a technical, regulated product well enough to teach it, and to get a team to that same level of command. P&C insurance experience is preferred but not required - we'll train the product and expect command of product fundamentals, including underwriting appetite, coverage levels offered, and key product differentiators.

• Comfort operating at both the strategic level (territory/portfolio performance) and the tactical level (personally engaging top agencies.)

• Strong communication and stakeholder-management skills, as this role represents Branch in front of agency leadership.

• Ability to translate field-level insight into strategy leadership can act on.

Why join us at Branch?

We’re all about getting back to getting each other’s back - that means Branchers, too. So we provide benefits that let you work and live to your fullest.

• Above-market salary - Branch is a data-driven company, so we do the math on salaries, too. If you get an offer from Branch, you can expect compensation that hits above the mark.

• Pay equity and transparency - Our pay isn’t just market-driven, it’s equitable. We let experience and performance drive your success, never your gender, race, orientation, or beliefs.

• Remote-first (with perks) - Work from where you’re most comfortable. We’ll take care of your work from home set-up and monthly internet. We also have a Columbus headquarters if you’d like to join us in an office.

• Flexible YouTime - We don’t just let you control your own time off. We actually encourage you to use it. After your first year at Branch, we’ll give you $1000 toward your next vacation.

• Employee stock options - You’re not just an employee. If you’re full‑time, you’re also a part‑owner. You’ll have stock options so you can invest in the company you’re helping to grow.

• Medical, vision, dental - Get all the coverage you need for a healthy, happy life.

• 401k and contribution matching - Invest in your future. Branch helps you get to retirement on time with a portion of your contributions matched each month.

Equal Employment Opportunity Employer

At Branch, we are deeply committed to community. Branch is an Equal Employment Opportunity employer. All qualified applicants and/or employees will receive consideration for employment without regard to the individual’s age, race, color, religion or creed, national origin or ancestry, sex (including pregnancy), sexual orientation, gender, gender identity, physical or mental disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law.
Accommodations
Branch provides reasonable accommodations to qualified individuals with disabilities throughout the hiring process and in the role. To request one, contact [e-mail].