Regional Distribution Leader

Farm Family; Pennsylvania; On-site; USD 120,000 - 180,000; Full time

Job summary

Farm Family is seeking a Regional Distribution Leader to drive profitable growth through an effective regional distribution strategy. You will lead Territory Leaders, coach teams, and coordinate with underwriting, product, claims and marketing to optimize agency partnerships across the territory.

The role requires 10+ years in P&C with a focus on field sales and territory management, plus 3+ years of direct supervisory experience. Frequent travel is expected to support regional objectives.

Qualifications

• 10+ years of progressive Property & Casualty insurance experience with emphasis on field sales, marketing or territory management in Independent Distribution
• 3+ years directly supervising, coaching, and developing territory leaders or account managers
• Leadership competencies: relationship optimization, strategic thinking, business acumen, talent development, negotiation, data-driven decisions

Responsibilities

• Develop regional growth plans to achieve premium, retention and profitability goals
• Execute regional distribution strategy in partnership with other company functions
• Identify, appoint and manage distribution partners; lead annual planning sessions
• Recruit, coach and manage Territory Leaders and set production metrics
• Collaborate with underwriting, product, claims, actuarial, marketing and operations for market opportunities
• Manage regional budgets and program allocations; monitor market intelligence and performance

Skills

Strategic thinking

Leadership

Data-driven decision making

Relationship management

Negotiation skills

Talent development

Education

Bachelor’s degree in business administration, marketing, finance, risk management or related field

MBA preferred

Insurance designations (CPCU/CIC/ARM) preferred

Job description

The Regional Distribution Leader is responsible for leading and executing the regional distribution strategy to achieve profitable growth, agency expansion, retention, and operational excellence throughout the assigned territory. This position oversees a team of Territory Leaders to create a high-performance culture through coaching, succession planning, talent development, and performance management. This role serves as the primary liaison between agency partners and corporate leadership and is accountable for achieving regional Property & Casualty premium goals, profitability targets, and distribution objectives.

ESSENTIAL FUNCTIONS:

• Strategic Growth: Deliver regional Property & Casualty premium, retention, and profitability goals by developing comprehensive territorial sales plans.
• Distribution Strategy Execution: implement and execute the regional distribution strategy in partnership with other company functions.
• Agency Management: Identify, Appoint, manage, and optimize Distribution Partners while executing annual planning sessions.
• Team Leadership: Recruit, coach, and manage a team of high performing Territory Leaders, establishing clear production metrics, performance goals, and development plans.
• Cross Functional Collaboration: Collaborate with Underwriting, Product, Claims, Actuarial, Claims, Marketing, Distribution Operations to capitalize on market opportunities for profitable growth.
• Financial Management: Manage regional budgets and corporate program allocations.
• Market Intelligence: Monitor competitor products, pricing adjustments, and localized market shifts to provide real-time strategic feedback to corporate product developers.
• Performance Diagnostics: Conduct regular financial and operational audits of agency portfolios to evaluate premium growth, retention rates, and loss ratios.
• Profitability Management: Identify underperforming agencies and implement structured rehabilitation plans or manage the termination process when corrective actions fail.
• Program Deployment: Lead the regional rollout of new insurance products, proprietary technology platforms, and corporate sales campaigns across the distribution network.
• Brand Advocacy: Serve as the primary executive face of Farm Family Insurance within the regional insurance marketplace, promoting corporate values, appetite, and financial stability.

REQUIRED QUALIFICATIONS:

• Experience: Minimum of 10+ years of progressive Property & Casualty (P&C) insurance experience, with a strong emphasis on field sales, marketing, or territory management in the Independent Distribution channel.
• Leadership: Proven track record of 3+ years directly supervising, coaching, and developing field territory leaders or account managers to exceed growth and profitability objectives.
• Expected Leadership Competencies: Distribution Partner Relationship Engineering & Optimization, Strategic Thinking, Business Acumen, Talent Development, Relationship Management, Influencing and Negotiation Skills, Data-Driven Decision Making,

PREFERRED QUALIFICATIONS:

• Education: Bachelor’s degree in business administration, marketing, finance, risk management, or a related field; a Master of Business Administration (MBA) is preferred.
• CPCU, CIC, ARM, or other relevant insurance industry designations preferred.

OCCUPATIONAL REQUIREMENTS:

• Must reside in the assigned territory.
• Frequent Travel throughout assigned territory, including overnight travel estimated at 50% - 70%.

The base salary range provided below is for hires in those geographic areas only and will be commensurate with candidate experience. Pay ranges for candidates in other locations may differ based on the cost of labor in that location. This position is eligible for participation in the company's annual incentive and/or sales compensation plan based on achievement of regional production, retention, profitability, and strategic objectives.