Territory Sales Manager - Southeastern Michigan

Hastings Mutual is currently looking for a Territory Sales Manager to join its Field Marketing team!The Territory Sales Manager supports the growth and success of the regional distribution channel and its new or existing independent agencies while using a consultative approach to influence and coach independent agency owner behaviors, activities, and business processes.
Position Overview
This role is responsible for owning the market and achieving HMIC sales objectives, which include but are not limited to ensuring strategic, long-term profitable growth and increased market share to grow regions and diversify footprint. Typically, Territory Sales Managers support approximately 85 independent agencies and represent $15-$35 million in Direct Written Premium.
Position Location & Work Format
The individual in this role will serve a primary territory focusing on Southeastern Michigan. Travel is typically same-day; however, overnight travel is a component of this position. Ideally, the individual in this role will reside along the I-75 corridor from northern Bay City, Saginaw, to south of Flint. A company vehicle, laptop, cellphone, and other necessary equipment will be provided in order to deliver responsive service to our agency partners.
Position Duties & Responsibilities

• Motivates, communicates, trains measures performance, and consults with agents to meet production objectives for the assigned territory as determined to support the Corporate Plan.
• Continually audits and analyzes the agency force in the assigned territory. Develops and initiates necessary action, with departmental approval when required to include:
  
  • Reviews agency production information with agency principals.
  • Assists company personnel with specific agency/company problems.
  • Recommends agency termination, or suspension.
• Acts as a technical resource and mentor for CSRs, marketing trainees, and underwriters.
• Develops and implements training and education of agency personnel in the assigned territory regarding Hastings Mutual products, processes, quoting submissions, and the company website.
• Develops agency business plans, monitors agency business plans monthly, creates agency accountability to agency business plans, and provides feedback during the planning process to ensure agency business planning success.
• Prospects, selects, and recommends new agencies to represent Hastings Mutual, including achieving the agency appointment or termination objectives and completion of reports to support the achievement of marketing plan goals and objectives.
• Actively participates in the agency review process to address agency performance concerns and completes follow-up actions for agency improvement suggestions or agency termination.
• Monitors the marketplace to keep the Home Office informed of competitors' rates, programs, and other significant information.
• Interacts with agents to produce profitable growth, including:
  
  • Classification and rating of specific risks.
  • Consulting on coverages, limits, deductibles, underwriting appetite, etc.
  • Making risk selection judgments, which may include an inspection, within individual underwriting binding authority.
  • Utilize the assigned levels of individual underwriting binding authority to accept and decline a risk per established binding guidelines.
  • Demonstration of company product features and marketing programs.
  • Agency segmentation for effective use of marketing and underwriting resources.
• Measurement of key drivers of agency productivity and loss experience and to address tactics to improve results.
• Works with cross-functional business partners (e.g., Product, Claims, Operations) to develop and implement market-specific sales tactics designed to achieve specific growth and profit goals and targeted business results.
• Submits all required reports and monthly expense accounts on a timely basis.
• Actively participates in professional development, i.e., continuing education or self-improvement.
• Other duties as assigned by leadership, either verbally or in writing.

Candidate Requirements & Qualifications

• Bachelor's degree or equivalent work experience is required.
• Six years minimum of demonstrated property/casualty insurance experience, with a focus on sales and commercial lines of business.
• Strong knowledge of the Independent Agency channel, including industry competitors, major brokers, and national industry associations.
• Industry designations such as CPCU or CIC are preferred.
• Demonstrated business planning skills and business consulting skills such as strategy formulation, problem-solving, and change management.
• Strong analytical skills to assemble information, analyze data, and deliver insights e.g., making market projections from trends and conditions.
• Demonstrated sales skills such as knowledge of all aspects of the sales process and drivers (examples include projections, goals, targets, shop, buy, cross-sell, retain, profitability, compliance, quality).
• Strong communication skills including presentation, business writing, negotiation, motivation, and relationship management.
• Demonstrated understanding of all HMIC product lines.
• Demonstrated mastery of organizational skills, self-planning, and ability to work with minimal supervision.
• Strong knowledge of commercial lines for small and middle-market businesses.
• Must maintain a valid driver's license and adhere to Company Fleet Safety guidelines.

Our Commitment as an Employer
We value the strength of a diverse and inclusive workforce. Hastings Mutual is committed to providing equal opportunity for all employees and candidates in a work environment that does not tolerate any form of discrimination or harassment. Decisions related to employment are based on business needs, position requirements, and individual characteristics without regard to appearance, nationality, origin, race, color, religion, gender, sexual orientation, age, body, disability, veteran, family, marital status, or any legally protected class.
Hastings Mutual seeks to provide reasonable accommodation to disabled individuals in the hiring process in compliance with federal, state, and local law. Candidates requiring an accommodation to complete their job application or participate in the interviewing process are asked to notify the Talent Acquisition Specialist or contact us at 800-442-8277.
About Hastings Mutual Insurance Company
From our humble roots in 1885 providing coverage for windstorm damage, Hastings Mutual has evolved into a leading regional property and casualty insurance carrier, offering innovative products for businesses, farm owners, and individuals. We work with customers in six Midwestern states (Illinois, Indiana, Iowa, Michigan, Ohio, and Wisconsin). Hastings Mutual is known for its financial strength, high ethical standards, and culture of service and responsiveness.
The core of our ongoing success is our employees. Whether at the corporate offices in Hastings, Michigan, or our remote team members throughout the Midwest, Hastings Mutual is made up of talented professionals across multiple divisions and functional areas. Our commitment to our employees and work culture has been confirmed with our inclusion in the "Best and Brightest Companies to Work for in West Michigan" each year since 2011.
Hastings Mutual offers a friendly, family-like environment that values transparency and approachability. We recognize the hard work of our employees with many benefits, including fully paid certification training, a cafeteria, and fitness center at our corporate offices, ongoing professional development opportunities, and financial stability backed by our "A" rating from A.M. Best. We also have a long-term commitment to the communities in which we live and work, either through partnerships with local charitable organizations or through our own Hastings Mutual Charitable Foundation.
At Hastings Mutual, we're always looking for professionals of all experience and education levels to help us continue our more than 130-year history of successful, stable growth.