Senior Small CL Sales Manager (VA)

The Hanover Insurance Group; Richmond (VA); On-site; USD 110,000 - 170,000; Full time

Benefits offered by this job

Medical insurance

401K with company match

Tuition reimbursement

Paid time off

Company holidays

Flexible work arrangements

Diversity & Inclusion initiatives

Job summary

The Hanover Insurance Group is seeking a Senior Small Commercial Sales Manager to lead the small commercial (BOP and under $50K) sales efforts in Virginia. The role involves driving new business flow through agents, educating account managers, and collaborating with underwriters to balance risk and growth.

Proven success in sales and marketing, with 3–5+ years in Commercial Lines underwriting/marketing, and a relevant degree.

Qualifications

• Bachelor's Degree is required.
• 3–5+ years of Commercial Lines Underwriting and/or Marketing experience.
• Professional designation such as CPCU or CIC is a plus.
• Proficient with Microsoft Office Suite and internal systems.

Responsibilities

• Drive small Commercial (BOP and <50K) new business flow in agents' offices.
• Bind small accounts in the agent's office if needed.
• Collaborate with underwriting to develop the targeted mix of business.
• Educate and partner with account managers to grow volume and retention.
• Build strong agency relationships and negotiate to achieve growth targets.
• Communicate risk appetite and strategy to producers and agents.
• Maintain cooperative relationships across levels to support organizational goals.
• Stay current with industry trends and local market dynamics.

Skills

Commercial Lines

Sales

Relationship building

Negotiation

Education

Bachelor's Degree

CPCU/CIC designation (preferred)

Tools

Microsoft Office Suite

Job description

For more than 170 years, The Hanover has been committed to delivering on our promises and being there when it matters the most. We live our values every day, demonstrating we CARE through our values, Sustainability initiatives and inclusive corporate culture.

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.

CAREER DEVELOPMENT

It’s not just a job, it’s a career, and we are here to support you every step of the way. We want you to be successful and fulfilled. Through on-the-job experiences, personalized coaching and our robust learning and development programs, we encourage you – at every level – to grow and develop.

BENEFITS

We offer comprehensive benefits to help you be healthy, build financial security, and balance work and home life. At The Hanover, you’ll enjoy what you do and have the support you need to succeed.

• Medical, dental, vision, life, and disability insurance
• 401K with a company match
• Tuition reimbursement
• PTO
• Company paid holidays
• Flexible work arrangements
• Cultural Awareness Day in support of IDE
• On-site medical/wellness center (Worcester only)
• Click here for the full list of Benefits

EEO statement

The Hanover values diversity in the workplace and among our customers. The company provides equal opportunity for employment and promotion to all qualified employees and applicants on the basis of experience, training, education, and ability to do the available work without regard to race, religion, color, age, sex/gender, sexual orientation, national origin, gender identity, disability, marital status, veteran status, genetic information, ancestry or any other status protected by law.

Furthermore, The Hanover Insurance Group is committed to providing an equal opportunity workplace that is free of discrimination and harassment based on national origin, race, color, religion, gender, ancestry, age, sexual orientation, gender identity, disability, marital status, veteran status, genetic information or any other status protected by law.”

As an equal opportunity employer, Hanover does not discriminate against qualified individuals with disabilities. Individuals with disabilities who wish to request a reasonable accommodation to participate in the job application or interview process, or to perform essential job functions, should contact us at:[e-mail] and include the link of the job posting in which you are interested.

Privacy Policy

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Applicants who are California residents

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Compensation

The target hiring range for this role may vary based on geographic location and other factors, including merit or performance, demonstrated proficiency, skills for the role, education, travel requirements, and experience. Additional compensation may include an annual bonus (which could take the form of a general bonus, sales incentive, or short-term incentive), long-term incentive or spot recognition awards. The posted range reflects our ability to hire at different position titles and levels depending on background and experience.