Inside Small CL Sales Manager

For more than 170 years, The Hanover has been committed to delivering on our promises and being there when it matters the most. We live our values every day, demonstrating we CARE through our values, Sustainability initiatives and inclusive corporate culture.

Our Small Commercial team is currently seeking an Inside Sales Manager. This is a full time, exempt role. This is a remote or hybrid opportunity.

POSITION OVERVIEW:
Responsible for increasing Small Commercial transactional flow by achieving sales goals. Conduct outbound sales calls with agents in assigned territory to build meaningful relationships and promote Hanover’s value proposition with Small Commercial agents.

IN THIS ROLE YOU WILL:

• Create sales call plans and conduct effective virtual sales calls with assigned agents to drive the consistent new business flow required to meet financial and sales call targets.
• Educate agents on Small Commercial offerings, benefits, and capabilities, utilizing marketing tools
• Work with an assigned agency plant to achieve new business growth, mix of business, retention and profit targets. .
• Develop and maintain relationships with assigned agents to drive business results in a highly competitive marketplace.
• Develop Small Commercial strategic and tactical plans with selected agencies; monitor and manage performance against plan.
• Collaborate with agents on developing book of business with Hanover
• Utilize agency profile information to prioritize agencies for contacting and to engage agency appropriately
• Proactively call agents to share sales ideas, provide product information, and offer sales support
• Assess agency relationship at regularly scheduled intervals
• Collaborate with other Small Commercial Sales colleagues with common geography
• Develop and maintain active pipeline of SC accounts via Optimizer or Organic and regularly update Salesforce
• Develop and maintain relationships with partner agency’s Producers and CSR’s to produce SC new business and drive flow. To include input on marketing schedule and approach and sales campaigns
• Assess agency partnerships regularly.
• Actively monitor results and identify and implement opportunities to increase effectiveness and productivity.
• Collaborate with other Small Commercial Sales colleagues with common geography
• Work with SC Sales and UW team to develop the targeted mix of business.

WHAT YOU NEED TO APPLY:

• Bachelor’s Degree preferred
• 2 years of sales experience, or equivalent job-related experience
• Effective Communication, Proficient sales and marketing techniques, Ability to negotiate skillfully, effectively influence and persuade other, organizational and time management skills, makes decisions in an informed, confident and timely manner, maintains constructive working relationships despite differing perspectives. Accepts feedback
• Sales orientation - Demonstrates sales and marketing techniques through effective relationship building. Able to influence producers/agents to sell desired product & services and drives high-quality flow.
• Results orientation - Excited by challenging goals and a desire to exceed standards of excellence. Exhibits a sense of competitiveness and strong desire to win.
• Understanding of the process of agency segmentation and prioritizes relationship development accordingly.
• Applies the sales model in each conversation – Engage, Probe, Solve, Close
• Hanover Small Commercial knowledge, including our value proposition, capabilities, product features
• Uses logic in application of Company products to offer solution to customer problems
• Motivated self-starter who is organized and has the ability to prioritize opportunity.
• Sales/ Sales Management: Develops short and long term action plans based on analysis of relevant data; demonstrates exceptionally strong Professional Selling Skills; knows when and how to apply consultative and transactional sales skills.

KEY SUCCESS MEASURES:

• Achieve New Business Written Premium NB objectives by implementing company strategies for growth with assigned agents including “flow/transactional” business results, consolidations, and large account pipelining.
• Improve pricing and mix of business aligned with state targets, Advance and develop assigned agency relationships
• Number of submissions per month
• Number of agencies engaged
• Utilization of marketing tools
• Demonstration of sales competencies
• Salesforce utilization & accuracy relative to book role consolidations
• Quality metrics, including feedback from RVP, SCSM and agency contacts

CAREER DEVELOPMENT:
It’s not just a job, it’s a career, and we are here to support you every step of the way. We want you to be successful and fulfilled. Through on-the-job experiences, personalized coaching and our robust learning and development programs, we encourage you – at every level – to grow and develop.

BENEFITS:
We offer comprehensive benefits to help you be healthy, build financial security, and balance work and home life. At The Hanover, you’ll enjoy what you do and have the support you need to succeed.

Benefits include:

• Medical, dental, vision, life, and disability insurance
• 401K with a company match
• Tuition reimbursement
• PTO
• Company paid holidays
• Flexible work arrangements
• Cultural Awareness Day in support of IDE
• On-site medical/wellness center (Worcester only)
• Click here for the full list of Benefits

EEO statement:
The Hanover values diversity in the workplace and among our customers. The company provides equal opportunity for employment and promotion to all qualified employees and applicants on the basis of experience, training, education, and ability to do the available work without regard to race, religion, color, age, sex/gender, sexual orientation, national origin, gender identity, disability, marital status, veteran status, genetic information, ancestry or any other status protected by law.

Furthermore, The Hanover Insurance Group is committed to providing an equal opportunity workplace that is free of discrimination and harassment based on national origin, race, color, religion, gender, ancestry, age, sexual orientation, gender identity, disability, marital status, veteran status, genetic information or any other status protected by law.”

As an equal opportunity employer, Hanover does not discriminate against qualified individuals with disabilities. Individuals with disabilities who wish to request a reasonable accommodation to participate in the job application or interview process, or to perform essential job functions, should contact us at: HRServices@hanover.com and include the link of the job posting in which you are interested.

Privacy Policy:
To view our privacy policy and online privacy statement, click here.

Applicants who are California residents: To see the types of information we may collect from applicants and employees and how we use it, please click here.

Compensation:
The target hiring range for this role may vary based on geographic location and other factors, including merit or performance, demonstrated proficiency, skills for the role, education, travel requirements, and experience. Additional compensation may include an annual bonus (which could take the form of a general bonus, sales incentive, or short-term incentive), long-term incentive or spot recognition awards. The posted range reflects our ability to hire at different position titles and levels depending on background and experience.