Territory Management Consultant

EMC Insurance; Michigan; Hybrid; USD 86,000 - 130,000; Full time

Job summary

EMC Insurance seeks a Territory Sales Manager to own a portfolio of independent agency relationships and drive profitable growth across a Michigan territory.

You will train agencies, partner with underwriters, and lead business planning to expand EMC's market presence and improve profitability. This remote role requires travel and strong sales leadership.

Qualifications

• Bachelor’s degree in marketing, business, or equivalent work experience.
• Five years of experience in property and casualty underwriting, claims, sales territory development, or agency experience.
• Insurance designations such as CPCU or CIC, or agent license preferred.
• Travel required; valid driver’s license.

Responsibilities

• Manage an assigned territory, driving profitable premium growth and achievement of sales, financial, and operational goals.
• Develop and execute territory and agency strategies to increase new business, retention, and market share.
• Partner with underwriters to identify opportunities, qualify risks, manage pipelines, and secure desirable business.
• Build strong relationships with agency owners, leaders, producers, and frontline staff as a trusted business partner.
• Prospect, evaluate, onboard, and develop new agency partnerships to expand EMC's market presence.
• Provide agency training on EMC products, underwriting appetite, systems, sales strategies, and business processes.
• Lead agency business planning, sales strategies, and performance reviews to maximize production and profitability.
• Monitor agency performance metrics and adjust strategies to improve growth and submission quality.

Skills

Territory management

Consultative selling

Sales

Relationship building

Business planning

Training

Communication

Education

Bachelor’s degree

Five years of experience in property and casualty insurance or related

Tools

Microsoft Office

Job description

At EMC, we’re all about working together to make an impact. As part of our team, you’ll have the opportunity to grow, contribute, and gain experience that matters. We strive to be caring leaders, close partners, and responsive experts—always supporting each other to do our best work. Join us, and let’s improve lives together.

This position can be performed remotely for candidates who reside in Michigan

As a Territory Sales Manager, you'll own a portfolio of independent agency relationships, driving profitable growth, strengthening market presence, and helping agents succeed through consultative sales, training, and business planning. You'll serve as a trusted advisor to agency leaders, collaborate closely with underwriting partners, identify new business opportunities, and influence territory strategy. Your expertise, relationship‑building skills, and market insight will help expand EMC's footprint, increase agency performance, and deliver profitable results across a dynamic territory.

Essential Functions:

• Manage an assigned territory, driving profitable premium growth and achievement of sales, financial, and operational goals.
• Develop and execute territory and agency strategies to increase new business, retention, and market share.
• Partner closely with underwriters to identify opportunities, qualify risks, manage pipelines, and secure desirable business.
• Build strong relationships with agency owners, leaders, producers, and frontline staff as a trusted business partner.
• Prospect, evaluate, onboard, and develop new agency partnerships to expand EMC's market presence.
• Provide agency training on EMC products, underwriting appetite, systems, sales strategies, and business processes.
• Serve as a subject matter expert, advising agencies on coverages, underwriting philosophy, premiums, claims, and growth opportunities.
• Lead agency business planning, sales strategies, and performance reviews to maximize production, profitability, and retention.
• Monitor agency performance metrics and adjust strategies to improve growth, profitability, business mix, and submission quality.
• Gather and share market intelligence, competitor insights, and industry trends to support strategic decision‑making.
• Represent EMC at agency meetings, industry events, and trade associations while strengthening brand presence and partnerships.
• Mentor branch team members on agency operations, relationship management, and complex business situations.

Education & Experience:

Bachelor’s degree, preferably in marketing or business or equivalent relevant work experience Five years of experience in property and casualty underwriting, claims, sales territory development, or agency, or related experience Insurance designations, such as CPCU or CIC, or an agent license preferred.

Travel required; valid driver’s license with an acceptable motor vehicle report per company standards required if driving.

Knowledge, Skills & Abilities:

• Excellent knowledge of property and casualty insurance industry
• Advanced knowledge of independent agency operations, market conditions and competitor information
• Exceptional problem‑solving skills and the ability to make sound decisions
• Excellent sales and negotiating skills
• Excellent verbal and written communication skills, including presentation skills
• Excellent organizational, time management and planning skills
• Strong problem‑solving abilities and interpersonal skills
• Ability to work independently
• Strong computer skills, including knowledge of Microsoft Office and social media
• Demonstrated leadership qualities

The hiring salary range for this position will vary based on geographic location, falling within either of the following: $85,799 - $118,545 or $94,826 - $130,394.

A hiring range represents a subset of the full salary range. The actual salary will depend on several factors, including relevant education, skills, and experience of an applicant, geographic location, and business needs.

For information relating to the benefits EMC Team Members receive as part of a comprehensive rewards package, please visit www.emcins.com/careers.

Our employment practices are in accordance with the laws that prohibit discrimination due to race, color, creed, sex, sexual orientation, gender identity, genetic information, religion, age, national origin or ancestry, physical or mental disability, medical condition, veteran status, active military status, citizenship status, marital status or any other consideration made unlawful by federal, state, or local laws.

All of our locations are tobacco free including in company vehicles.

Why should you choose to apply for a position at EMC?

We can give you plenty of reasons why EMC is a great place to work: More than 105 years of financial strength and stability Named a five‑star insurance carrier by Insurance Business America Two‑time recipient of the Best Practices Award of Excellence from the Independent Agents & Brokers of America Multiple locations recognized as Top Workplaces based solely on team member feedback Corporate culture that engages and empowers team members to achieve their best Outstanding benefits with life, medical, dental, vision and prescription drug coverage Competitive paid time off plan and a full day of volunteer time off annually Financial incentives, including a 401(k) plan match, pension plan, OneEMC bonus plan and recognition and anniversary awards Professional development and growth opportunities, including tuition reimbursement Wellness initiatives to improve team member well-being and reduce health insurance costs Flexibility to dress for your day and opportunities for alternative work arrangements EMC complies with labor law requirements. View the federal and e-verify labor law posters. Notice at Collection Privacy Policy (EMCC) – California Consumer Privacy Notice (EMCNL) – California Consumer Privacy Notice