Territory Manager / Senior Territory Manager (MI)

Berkshire Hathaway GUARD Insurance Companies; Grand Rapids (MI); On-site; USD 105,000 - 130,000; Full time

Job summary

Berkshire Hathaway GUARD Insurance Companies is seeking a Territory Manager or Senior Territory Manager to drive growth through agency relationships and distribution leadership in the U.S. market.

You will develop territory plans, build strong agency partnerships, and pursue opportunities to increase written premium. The role requires travel, strategic planning, and collaboration with underwriting and distribution leadership to align on growth plans.

Qualifications

• Knowledge of commercial P&C insurance and agency distribution channels.
• Strong relationship-building, communication, and presentation skills.
• Ability to analyze data and market trends to drive business decisions.
• Strong organizational, planning, and territory management skills.
• Ability to work independently while collaborating effectively across teams.
• Willingness to travel extensively throughout the assigned territory.

Responsibilities

• Develop and execute territory plans to achieve agency growth, profitability, and retention objectives.
• Build relationships with agency partners through regular agency visits, training, and business planning discussions.
• Identify and pursue growth opportunities within assigned agencies and markets.
• Analyze agency performance, market trends, and competitive intelligence to support territory decisions.
• Collaborate closely with underwriting and internal business partners to drive profitable growth.
• Serve as a trusted resource to agency partners and provide consultative support on business development opportunities.
• Represent the company at industry, agency, and marketplace events.

Skills

Knowledge of commercial P&C insurance

Relationship building

Data analysis

Territory management

Independent work

Willingness to travel

Education

Bachelor's degree preferred

Job description

Overview

Good Things Start Here.Good things are happening at Berkshire Hathaway GUARD Insurance Companies—an A+ (Superior) rated, nationwide Property & Casualty insurer backed by Berkshire Hathaway. With supportive leadership, collaborative teams, and opportunities to grow, GUARD is a place where people build meaningful, long‑term careers.

Good Things You Can Count On.

• Competitive pay + generous PTO
• Medical, dental & vision starting day one
• 401(k), tuition reimbursement & longevity bonuses

Responsibilities

We are seeking a Territory Manager or Senior Territory Manager to join our Distribution team. This field-based role is responsible for driving profitable growth, agency development, and territory performance through strong agency relationships, strategic planning, and collaboration with underwriting and other business partners.

The ideal candidate will have experience in insurance distribution, underwriting, agency management, or sales and be comfortable building relationships, identifying growth opportunities, and representing the company in the marketplace. Level will be determined based on experience and qualifications.

What you’ll do

• Develop and execute territory plans designed to achieve agency growth, profitability, and retention objectives.
• Build strong relationships with agency partners through regular agency visits, training, and business planning discussions.
• Identify and pursue growth opportunities within assigned agencies and markets.
• Analyze agency performance, market trends, and competitive intelligence to support territory decisions.
• Collaborate closely with underwriting and internal business partners to drive profitable growth.
• Serve as a trusted resource to agency partners and provide consultative support on business development opportunities.
• Represent the company at industry, agency, and marketplace events.
• Support agency development initiatives and contribute to distribution strategy within the territory.

How You’ll Make an Impact

• Increase written premium by expanding submission activity from agency partners
• Build and maintain agency relationships through regular in-person meetings
• Review agency performance and adjust territory approach based on results
• Work with underwriting and distribution leadership to align on guidelines, pricing, and growth plans
• Use data (agency performance, market trends, competitor activity) to determine where to focus time and effort
• Follow a consistent sales process, tracking activity, pipeline, and results

Qualifications

What We're Looking For

• Knowledge of commercial P&C insurance products and agency distribution channels.
• Strong relationship-building, communication, and presentation skills.
• Ability to analyze data and market trends to drive business decisions.
• Strong organizational, planning, and territory management skills.
• Ability to work independently while collaborating effectively across teams.
• Willingness to travel extensively throughout the assigned territory.
• Bachelor's degree preferred.

Territory Manager

• 1 to 3 years of insurance carrier, agency, underwriting, sales, or distribution experience.
• Experience developing agency relationships and supporting territory growth.
• Demonstrated ability to execute territory plans and identify business opportunities.
• Ability to collaborate effectively with underwriting and other internal partners.

Senior Territory Manager

• 4+ years of insurance distribution, sales, underwriting, or territory management experience.
• Proven track record of delivering profitable growth and agency development results.
• Demonstrated ability to develop and execute strategic territory plans.
• Experience serving as a trusted advisor to agency partners and influencing business strategy.
• Deep understanding of market conditions, competitive dynamics, and distribution strategy.
• Experience mentoring, coaching, or providing guidance to team members preferred.

What to Expect

• High-travel role with regular in-person agency visits.
• Significant ownership of territory performance and agency relationships.
• Frequent collaboration with underwriting, distribution leadership, and cross-functional business partners.
• Opportunity to make a direct impact on growth, profitability, and market presence within your territory.

Because driving is an essential function of this position, applicants must meet the Company's driving standards and successfully complete a motor vehicle record review and drug screening. Employment is contingent upon successful completion of applicable pre‑employment screening, which may include background, employment, education, credential, and license verification

Salary Range

$105,000-$130,000USD + performance-based bonus potential and use of a company car

In accordance with applicable pay transparency laws, this range represents a good‐faith estimate. Final compensation will be determined based on factors such as experience, credentials, geographic location, and other considerations permitted by law.

Interview Integrity Notice:Berkshire Hathaway GUARD is committed to a fair and consistent hiring process. Candidates are expected to participate independently in interviews. Unauthorized recording, transcription, AI note-taking, or AI interview assistance tools may not be used during interviews without prior approval.