Job Summary:

The Territory Manager (TM) is responsible for driving sales results to accomplish quantifiable profitable growth in the assigned territory. The TM initiates and cultivates relationships, works collaboratively with internal and external partners to prioritize sales initiatives, serves as a communications link between partners and company/market, and supports and actively promotes the strategic direction of the company to the agency network.

Essential Duties and Responsibilities:

• Prospects new agent relationships and grows existing relationships in the assigned territory through face-to-face visits, virtual meetings, phone calls, and email.
• Delivers sales presentations to potential agencies and principals.
• Analyzes data to ensure agency revenue, profitability and targets are met.
• Provides performance analysis and reports, along with business development and profit improvement recommendations to agency owners.
• Develops state and territory strategies in conjunction with management.
• Develops, maintains, and improves business relations with all internal and external customers of the Company as appropriate.
• Develops and maintains strong agency relationships. Trains agents on company underwriting guidelines, procedures, programs, website, and web rater. Educates agency reps on whom to contact with questions. Ensures that agency actions are aligned with established profitability initiatives and plans.
• Gathers competitive intelligence, analyzes the Company’s position, and recommends action.
• Documents agency visits to provide an accurate summary of the current relationship.
• Responsible for agency management within a designated territory. Completes timely updates on various activities to include entries and reports, submission of qualified new agency appointments with all required documentation, timely and detailed submission of regular call reports, and proper documentation for agency terminations.
• Reports essential product information, changes, or adjustments needed, including agent feedback, to the appropriate internal partners/departments.
• Represents Company at agent functions and trade shows/conventions to promote product and organization.
• Participates in all sales team meetings and training sessions.
• Significant travel within assigned geographical region including frequent overnight stays may be required. Occasional travel to conventions and the corporate office as needed.
• Communicates with co-workers, management, clients, vendors, and others as needed in a courteous and professional manner.
• Maintains the integrity of the company and products offered by complying with federal and state regulations as well as company policies and procedures.
• May perform other duties and responsibilities as assigned.

Job Qualifications:

• Minimum of 5 years of insurance industry experience and 3 years of territory management experience.
• Associate or bachelor’s degree or a combination of education and equivalent experience.
• Insurance industry designations, P&C license and/or prior insurance agency experience is a plus.
• Proficiency with Microsoft Office programs required.
• Excellent communication and interpersonal skills.

Key Competencies:

• Sales Skills - Understands marketplace, works to meet prospect/customer needs, effective closing technique.
• Sales Goals/Results Driven - Defines appropriate goals, works toward achieving goals, articulates vision and steps for achievement.
• Teamwork - Accountable to team, works to meet established deliverables, appreciates view of team members, respectful.
• Organization Skills - Information organized and accessible, maintains efficient workspace, manages time well.

General Information:

All employees must pass a pre-employment background check. Other checks may be needed based on position: driving history, credit report, etc.

The preceding job description has been designed to indicate the general nature of work performed; the level of knowledge and skills typically required; and usual working conditions of this position. It is not designed to contain, or be interpreted as, a comprehensive listing of all requirements or responsibilities that may be required by employees in this job. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Heritage Insurance Holdings, Inc. is an Equal Opportunity, Affirmative Action Employer. We will not discriminate unlawfully against qualified applicants or employees with respect to any term or condition of employment based on race, color, national origin, ancestry, sex, sexual orientation, age, religion, physical or mental disability, marital status, place of birth, military service status, or other basis protected by law.