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 Southwestern. Travel is typically same-day; however, overnight travel is a component of this position. Given the territory, the individual in this role must reside within this region, ideally in the Grand Rapids Metro area. 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

About Hastings Mutual Insurance Company