Regional Sales Director, Small Commercial Lines

Hanover Insurance Group, Inc.; Charlotte (NC); Hybrid; USD 120,000 - 160,000; Full time

Job summary

Hanover Insurance Group, Inc. seeks a Regional Sales Director for the Southeast Region, based in Charlotte, NC or Atlanta, GA. This Full-time Exempt role is hybrid, combining field leadership with strategic oversight of small commercial growth in the region.

The director will drive agent conversion to partners, mentor Small Commercial Sales Managers, and own regional business strategies in collaboration with Underwriting and Regional Field Leadership to achieve aggressive targets.

Qualifications

• 10+ years of proven sales and sales management in small commercial insurance or financial services.
• Advanced sales and marketing skills with a track record of developing new business and talent.
• Mentoring and training abilities for SCSMs and ARSDs, plus coaching across the region.

Responsibilities

• Direct and coach Small Commercial Sales Managers; own and develop regional business strategies.
• Drive the conversion of agents to partners through key initiatives with Underwriting and Regional Field Leadership.
• Collaborate with SCSMs to develop territory business plans and lead regional execution.

Skills

Sales leadership

Mentoring

Communication

Negotiation

Team management

Education

Bachelor's degree

CPCU/CIC (preferred)

Tools

Salesforce

Job description

Our Small Commercial Sales department is seeking a Regional Sales Director to join our growing team in our Southeast Region. This position is located in Charlotte, NC or Atlanta, GA.

Position summary:

Responsible for driving the conversion of agents to partners through execution of Small Commercial key initiatives in collaboration with Underwriting and Regional Field Leadership by directing and coaching of Small Commercial Sales Managers and owning/developing the small commercial business strategies for assigned regions.

This is a Full-time, Exempt role. This position is hybrid.

Responsibilities/Essential Functions:

• 10+ years proven sales and sales management track record in small commercial insurance or financial services environment.
• Advanced sales and marketing skills; proven track record for developing new business & talent.
• Displays exceptional Mentoring and training skills to new and established SCSM’s and ARSD's for onboarding and development. Leads and mentors their region and local enterprise strategic execution. Works with SCSMs to develop territory business plans.
• Excellent communication skills essential; effective face-to face interactions and presentations to groups, as well as strong phone skills, sound written communications including impeccable follow through.
• Professional designation such as CPCU, CIC, etc. Preferred.
• Bachelor's Degree.
• Promote collaboration with our agents to develop fast, flexible, and custom-tailored solutions designed to meet the unique insurance needs for our Small Commercial Clients.
• Incorporate partnership strategy, small commercial business strategies, and strong knowledge of the small commercial marketplace and agents into effective sales management to deepen relationships.
• Develop Small Commercial Sales Managers competencies to achieve higher performance - Institutionalize sales drill.
• Conduct competency assessments, provide RVP insight into SCSM's’ performance, consult on performance management.
• Work with SCSMs to develop territory business plans.
• Coach SCSMs on day-to-day sales activities
• Liaison with Small CL HO for product/service enhancements

Key Measures of Success:

• Achievement of Small CL regional objectives: Small CL NB premium, Total written premium, Book role/thins transfer metrics, Agency management metrics (new appointments, terminations, development, etc.), Service Center Premium, Quality metrics, Small Commercial Business Priorities
• Responsible for driving regional objectives through collaboration the small commercial business, RVP's/RE's and other key franchise stakeholders across the region. Enhance broader enterprise engagement and influence of other business unit leadership.
• Evaluates territory needs including talent growth potential and roadmap. Maintaining strategic view on performance management issues.
• Exercises broad independent judgment to determine method for issue resolution. Tackles complex issues in creative ways while collaborating with others. Problem solving requires originality and ingenuity using knowledge gained during sales career. Applies knowledge of Hanover’s business strategies to proactively anticipate business needs based on industry trends.
• Incorporate partnership strategy, small commercial business strategies, and strong knowledge of the small commercial marketplace and agents into effective sales management. Mastery of sales and marketing techniques, expert influencing and negotiating skills to drive sales goals. Leads others through example and supports the organization in building these capabilities.
• Management and mentoring of Small Commercial Sales managers as measured through feedback from agents, regional field leadership and overall regional book of business success.

Position Requirements:

• Strategic Partnering - Creates collaborative, productive partnerships with key stakeholders such as Senior Leadership, Agents, Underwriting, State Management, Actuarial, Operations, Marketing, Claims, Loss Control, and other key functions to establish strategies that will achieve overall company goals.
• Excels at assessing opportunities. Works closely with team on process and expectations.
• Provides competitive intel and local market knowledge to state management in an effort to assist in developing and advancing our state strategy. Ensure team understands and executes to that strategy. Coaches supporting messaging and monitors execution.
• Excels at working with team on dissection of account opportunities and coaching importance of pipelining discipline.
• Ability to collaborate with and influence, particularly with senior level field leadership, as this role will be working across multiple branches and/or regions
• Ability to effectively manage 8-10 salespeople and balance multiple sales priorities in a dynamic and very fast-paced environment
• Excellent communication; effective face-to-face interactions and presentations to groups, as well as strong phone skills and sound written communications, including impeccable follow-through.
• Passion for driving actions and achieving results, with a competitive spirit of winning and an orientation towards achievement.
• Knowledge of Salesforce.com is a plus.
• Strategic Partnering - Creates collaborative, productive partnerships with key stakeholders such as management, agents, Underwriting, Actuarial, Operations, Marketing, Claims, Loss Control, vendors and other key functions to establish strategies that will achieve overall company goals.
• Project/Program Management – Understands the principles, theories, practices, and techniques involved in planning, managing, and implementing projects and programs.