Territory Sales Manager, Commercial Trucking - IL

GEICO; Illinois; On-site; USD 105,000 - 162,000; Full time

Job summary

GEICO is seeking a Territory Sales Manager, Commercial Trucking to drive growth of agency relationships and profit within a defined territory. You will manage 120–150 truck and commercial specialist accounts, develop best practices for field and call sales, and collaborate with product and strategy teams.

The role requires strong sales experience, excellent organization, and travel up to 30% with overnight stays.

Qualifications

• Must be able to follow complex instructions and resolve conflicts.
• Must be able to multi-task and learn/apply large amounts of technical information.
• Prior experience driving sales results.
• Experience with Independent Agents is a plus (P&C, Commercial, Life/Health).

Responsibilities

• Prospect, interview, and approve new appointments to expand GEICO’s agency distribution.
• Manage agents in area using in-person, virtual, phone, and email to build relationships and trainings.
• Analyze territory to plan growth and profitability.
• Apply commercial insurance knowledge to design effective sales calls and help agencies grow revenue.
• Document pre-call strategies and identify new areas to assist agencies in growing written premium.
• Collaborate with product management to identify opportunities and competitive strategies.
• Document best processes to prospect, qualify and onboard new agencies.
• Train principals and agents on GEICO products and processes; provide feedback to product/strategy.
• Monitor agent performance and adjust action plans for growth.
• Create annual and semi-annual sales plans and report to leadership.
• Engage with state/industry groups to determine growth in new/existing states.
• Develop onboarding/training plans for new sales teams.

Skills

Sales experience

Organization skills

Multitasking

Communication via phone

Conflict resolution

Independent Agents experience

Education

Bachelor’s degree

3 years sales or relevant insurance experience

Job description

Why Join GEICO? At GEICO, we offer a rewarding career where your ambitions are met with endless possibilities. Every day we honor our iconic brand by offering quality coverage to millions of customers and being there when they need us most. We thrive on relentless innovation to exceed our customers' expectations while making a real impact on local communities nationwide. Founded in 1936, GEICO is a member of the Berkshire Hathaway family of companies and one of the largest auto insurers in the United States. When you join our company, we want you to feel valued, supported, and proud to work here. That's why we offer the GEICO Pledge: Great Company, Great Culture, Great Rewards, and Great Careers.

LOCATION:

Candidates must currently reside near a major airport and be able to travel overnight within their geographic area.

Remote Position, must currently reside/live in: Chicago, IL

Territory - Region/States: IL

Overnight Travel: 30%

SUMMARY :

We are seeking a Territory Sales Manager, Commercial Trucking associate who will be responsible for growth of agency relationships to increase profit of GEICO and GEICO-affiliated products within an assigned area of responsibility. Under general direction, responsible for both growing revenue via the maintenance of 120 – 150 truck and commercial specialist accounts (territory). DEVELOPS, TESTS, and IMPLEMENTS best practices and processes to develop field and call sales resource proficiency.

RESPONSIBILITIES :

• Prospects, interviews, and approves new appointments to expand GEICO’s agency distribution.
• Manage agents within a designated area of responsibility using in person, virtual, phone, and email to build relationships, deliver trainings, and manage agency performance. Implements policies and procedures of the agency program.
• Analyzes territory to understand and detail where to spend time and resources to detail and execute a strategic plan to achieve growth and profitability goals.
• Understands and applies Commercial Insurance knowledge of Company’s commercial products, competitive placement, industry trends, sales tools, and agency technology to design and deliver an effective sales call using an effective sales model to assist the agency in solving problems and growing their revenue by increasing Company’s value within the agency.
• Prepares and documents effective pre-call strategies and IDENTIFIES new areas to aid the agency in growing its Company written premium, properly documenting each sales call and agency strategy supporting the sales process therein.
• Works with product management to identify new areas of opportunity. Compares and delivers competitive intelligence on ways to improve our industry position.
• Documents the best process to prospect, qualify and onboard new commercial agencies to expand Company’s agency distribution footprint.
• Documents the best processes to train principals, agents, and representatives to optimize their understanding and preference toward Company products and processes, providing feedback on competitive comparisons to product and the strategy team, as available.
• Monitors agent performance to action plans, identifies and documents needed actions and takes them as needed to help our partners (employees and agents) grow their business with Company.
• Creates and delivers annual, and semi-annual sales plans, regular updates and reporting to leadership to support strategic reporting.
• Interacts with critical state and industry association groups to determine growth efforts in new, and existing states.
• Develops the onboarding, training, and development (includes mentoring) plans of new Company sales and sales process teams.

REQUIREMENTS:

• Must be able to follow complex instructions, resolve conflicts or facilitate conflict resolution, and have strong organization/priority setting skills
• Must be able to multi-task
• Must be able to learn and apply large amounts of technical and procedural information
• Prior experience with driving sales results
• Prior experience working with different lines of insurance a plus (P&C, Commercial, Life/Health)
• Must be able to, with or without accommodation, perform the essential functions which include, but are not limited to, seeing, hearing, typing, and speaking
• Must be able to, with or without accommodation, perform the essential functions which include, but are not limited to, seeing, hearing, typing, and speaking
• Must be able to speak in a clear, empathic, and professional manner via phone
• Adheres to the GEICO Code of Conduct, company policies and operating principles
• Compliance with GEICO’s driving standards and/or policy
• Meets attendance standard at business location to perform necessary job functions and to facilitate interaction with subordinates and management
• Valid driver’s license and auto insurance

PREFERRED :

• ~3 years of experience working with Independent Agents
• ~ Bachelor’s degree or 3 years sales or relevant insurance experience

#LI-MA1

Annual Salary

$104,550.00 - $161,950.00 The above annual salary range is a general guideline. Multiple factors are taken into consideration to arrive at the final hourly rate/ annual salary to be offered to the selected candidate. Factors include, but are not limited to, the scope and responsibilities of the role, the selected candidate’s work experience, education and training, the work location as well as market and business considerations.

At this time, GEICO will not sponsor a new applicant for employment authorization for this position.

The GEICO Pledge:

• Great Company: Protecting customers through life’s twists and turns with innovation and integrity.
• Great Careers: Personalized development programs, mentorship, and certification assistance.
• Great Culture: Inclusive and collaborative culture rooted in shared success.
• Great Rewards: Competitive pay, benefits, and flexibility to support your well-being and future.

The equal employment opportunity policy of the GEICO Companies provides for a fair and equal employment opportunity for all associates and job applicants regardless of race, color, religious creed, national origin, ancestry, age, gender, pregnancy, sexual orientation, gender identity, marital status, familial status, disability or genetic information, in compliance with applicable federal, state and local law. GEICO hires and promotes individuals solely on the basis of their qualifications for the job to be filled.

GEICO reasonably accommodates qualified individuals with disabilities to enable them to receive equal employment opportunity and/or perform the essential functions of the job, unless the accommodation would impose an undue hardship to the Company. This applies to all applicants and associates. GEICO also provides a work environment in which each associate is able to be productive and work to the best of their ability. We do not condone or tolerate an atmosphere of intimidation or harassment. We expect and require the cooperation of all associates in maintaining an atmosphere free from discrimination and harassment with mutual respect by and for all associates and applicants.