Senior Small CL Sales Manager (VA)

Hanover Insurance Group, Inc.; Richmond (VA); Hybrid; USD 90,000 - 130,000; Full time

Job summary

Hanover Insurance Group, Inc. is seeking a Senior Small Commercial Sales Manager to lead growth of small commercial (BOP and under $50K) new business through agent education and collaboration with account managers.

This exempt, full-time role emphasizes building agency relationships and aligning with underwriting to achieve targeted growth and retention. The successful candidate will drive new business flow, bind where needed in the agents' offices, and develop strategies to expand market share

Qualifications

• Bachelor's Degree required.
• 3-5+ years Commercial Lines Underwriting/Marketing experience.
• Proven track record in developing new business.
• Professional designation such as CPCU or CIC is a plus.

Responsibilities

• Works with Account Managers to produce small commercial lines new business and drive flow.
• Able to bind small accounts in the agent's office if needed.
• Collaborates with underwriting to develop targeted mix of business.
• Develops and executes sales strategies to increase submission flow and growth.
• Builds strong agency relationships and communicates risk appetite clearly.

Skills

Sales & marketing

Relationship building

Negotiation

Strategic thinking

Client management

Revenue growth

Leadership

Communication

Education

Bachelor's degree

Professional designation (CPCU/CIC)

Tools

Microsoft Office

Job description

Our Small Commercial department is seeking a Senior Small Commercial Sales Manager to join our growing team in Virgina.

This is a full time, exempt role POSITION OVERVIEW:

Primary responsibility for driving small Commercial (BOP and <50K) policies new business flow in the agents offices through educating and working with account managers and communicating our risk appetite. Responsible for key agency relationship building, for those defined agents, and partners with our Specialty and Middle Market Underwriters to support growth and retention.

IN THIS ROLE, YOU WILL:

• Works with Account Managers to produce small commercial lines new business and drive flow.
• Able to bind small accounts in the agent's office if needed.
• Works with small commercial lines underwriting team to develop the targeted mix of business.
• Objectively considers issues and information, identifies alternatives, decides, and implements solution approaches to deliver services and provide value.
• Communicates ideas or positions in a persuasive manner that build support, agreement, or commitment.
• Takes actions that directly or indirectly influence others to create buy-in, gain trust, and motivate actions in others or win concessions without damaging relationships.
• Knowledge of negotiating techniques, subject matter, and strategy to obtain commitment, compromise or settlement in a way that promotes mutual goals or interests.
• Understands the importance of developing and maintaining cooperative relationships with others at all levels of the organization by making others feel their concerns and contributions are important.
• Builds positive relationships with others to accomplish organizational goals.
• Excited by challenging goals and a desire to exceed standards of excellence.
• Exhibits a true sense of competitiveness and a drive for results.
• Has a strong desire to win in the most challenging of circumstances, and the fortitude to take calculated risks to achieve personal objectives and goals, organization's standards, or current industry standards.
• Demonstrates sales and marketing techniques through effective relationship building.
• Able to influence producers/agents to sell desired product & services. Able to see the "big picture" and develops a strategy in support of it.
• Effectively plans and organizes their work to achieve desired outcomes.
• Demonstrates flexibility in applying different approaches to changing work demands. Is confident of own abilities to meet challenges and can maintain performance under stress.
• Knows and demonstrates the ability to apply fundamental underwriting concepts, practices and procedures; including knowledge of exposure/hazard identification and control.
• Displays knowledge of pricing practices and applications.
• For assigned lines of business, able to articulate and practice principles of good underwriting, within specific limits and authority. Demonstrates good understanding of regional goals.
• Stays current with industry information and local market trends.

KEY MEASURES OF SUCCESS:

• New business submission flow from targeted agents
• Growth and profit of entire small commercial team
• Mix of business
• Agency relationships.

WHAT YOU NEED TO APPLY:

• Bachelor's Degree
• 3-5+ years' Commercial Lines Underwriting and/or Marketing experience preferably with an established carrier.
• Well developed sales and marketing skills; proven track record for developing new business.
• Professional designation such as CPCU, CIC, etc., is a plus.
• Proficient with Microsoft Office Suite with the ability to learn internal Customer & Agency Account Management systems.