Small Business Territory Leader (Western Zone)

Ohio Farmers Insurance Company; Westfield Center (OH); On-site; USD 120,000 - 190,000; Full time

Job summary

Westfield is seeking a Territory Leader (Western Zone) to drive profitable small business growth across AZ, NM, CO, IL, WI, MN. You will lead regional sales teams, engage agencies, and execute national and regional growth strategies while maintaining a high-performance sales culture.

The role requires 8+ years in insurance sales/leadership, strong knowledge of agency dynamics, and willingness to travel regularly within the zone.

Qualifications

• 8+ years of progressive experience in insurance sales, sales leadership, or business development.
• Demonstrated success leading sales teams across multi-state or complex territories.
• Strong understanding of small business insurance distribution and agency dynamics.
• Proven ability to drive profitable growth.
• Bachelor’s degree in Business, Marketing, or related field, or equivalent experience.
• Valid driver's license and ability to travel regularly within the assigned territory.

Responsibilities

• Translate the Small Business strategy into clear regional priorities, sales plans, and execution rhythms.
• Drive disciplined sales management practices, including goal setting, forecasting, pipeline management, and performance reviews.
• Lead regional execution of segmentation, agency engagement strategy, and growth initiatives.
• Lead, coach, and develop Territory Managers supporting the assigned territory.
• Own hiring, onboarding, performance management, and succession planning for the zone.
• Build a strong performance culture grounded in accountability, coaching, and continuous improvement.
• Serve as a senior sales presence with key agency partners across the assigned territory, including joint planning, escalations, and growth discussions.
• Ensure a consistent agency experience across field and virtual sales engagement models.
• Monitor market trends, competitive dynamics, and agency needs to inform regional strategy and priorities.
• Partner closely with Underwriting, Product, Distribution, and other business units to ensure alignment and execution.
• Proactively identify process or capability gaps impacting sales performance and drive solutions.
• Support change initiatives and operational improvements that enhance agent experience and sales productivity.
• Establish clear operating rhythms for the region, including monthly reviews, performance tracking, and action planning.
• Use data and insights to identify trends, risks, and opportunities, adjusting strategy as needed.
• Manage priorities, remove barriers, and ensure focus on the highest-impact activities.

Skills

Sales leadership

Territory management

Agency dynamics

Data-driven decisions

Education

Bachelor’s degree in Business, Marketing, or related field

Job description

Job Summary

The Territory Leader (Western Zone) is responsible for driving profitable small business growth across a multi-state territory (AZ, NM, CO, IL, WI, MN), supporting both field and a national virtual sales model. This role provides leadership to sales teams operating within the assigned zone and ensures disciplined execution of Westfield's Small Business strategy while delivering strong production and profitability results.

The Territory Leader serves as the primary sales leader for the zone, accountable for sales performance, talent development, agency engagement, and cross-functional alignment. This role plays a critical part in executing national and regional growth initiatives while building a high-performing, accountable sales culture.

Key Responsibilities

Sales & Growth Leadership

• Translate the Small Business strategy into clear regional priorities, sales plans, and execution rhythms.
• Drive disciplined sales management practices, including goal setting, forecasting, pipeline management, and performance reviews.
• Lead regional execution of segmentation, agency engagement strategy, and growth initiatives.

People Leadership & Talent Development

• Lead, coach, and develop Territory Managers supporting the assigned territory.
• Own hiring, onboarding, performance management, and succession planning for the zone.
• Build a strong performance culture grounded in accountability, coaching, and continuous improvement.

Agency & Market Engagement

• Serve as a senior sales presence with key agency partners across the assigned territory, including joint planning, escalations, and growth discussions.
• Ensure a consistent agency experience across field and virtual sales engagement models.
• Monitor market trends, competitive dynamics, and agency needs to inform regional strategy and priorities.

Cross-Functional Partnership

• Partner closely with Underwriting, Product, Distribution, and other business units to ensure alignment and execution.
• Proactively identify process or capability gaps impacting sales performance and drive solutions.
• Support change initiatives and operational improvements that enhance agent experience and sales productivity.

Execution & Governance

• Establish clear operating rhythms for the region, including monthly reviews, performance tracking, and action planning.
• Use data and insights to identify trends, risks, and opportunities, adjusting strategy as needed.
• Manage priorities, remove barriers, and ensure focus on the highest-impact activities.

Qualifications

• 8+ years of progressive experience in insurance sales, sales leadership, or business development.
• Demonstrated success leading sales teams across multi-state or complex territories.
• Strong understanding of small business insurance distribution and agency dynamics.
• Proven ability to drive profitable growth.
• Bachelor’s degree in Business, Marketing, or related field, or equivalent experience.
• Valid driver's license and ability to travel regularly within the assigned territory.

Location

Territory: AZ,NM,CO,IL,WI,MN

Core Competencies

• Sales Leadership & Execution
• Business & Market Insight
• People Development & Coaching
• Strategic Planning & Prioritization
• Accountability & Performance Management
• Cross-Functional Collaboration
• Change Leadership
• Data-Driven Decision Making

Additional Information

• Role includes a company car with regular travel within the assigned territory.