[Hiring] Sr Territory Marketing Manager @Zenith Insurance Company

Role Description

While remote, the incumbent MUST be located in the state of Virginia to service the required territory. Responsible for developing and managing the distribution force for an assigned territory. This includes:

• Agency prospecting, appointments, relationship management, and termination if necessary.
• Training agents on Zenith as a market including our underwriting appetite, capabilities, advantages, products, and services.
• Working with agents to shape the flow of submissions to ensure acceptable hit ratios and an efficient relationship.
• Leading the sales process on new and renewal business working collaboratively with underwriting and other departments.
• Supporting the company's pricing and selection disciplines.
• Actively seeking opportunities for profitable growth and a better customer experience.
• Monitoring the competition.
• Building and broadening relationships between Zenith and our agents and policyholders.

Responsibilities

• Distribution Management:
  • Manage assigned agents/territory (tactical) with some additional leadership expectations (strategic).
  • Assess assigned territory to uncover opportunities and challenges for profitable growth.
  • Develop a strategic plan for the territory working with regional management.
  • Know the assigned territory and ensure the right agency representation through prospecting, appointments, and terminations.
  • Develop a territory of agents that can and will position Zenith to write profitable business.
  • Develop and maintain knowledge of the profile, book, sales approach, capabilities, competition, and key players in each appointed agency.
  • Manage the assigned agencies working with marketing leadership and through our agency management process.
  • Develop effective and profitable relationships through business planning, visibility, quality interaction, education, and relationship building.
  • Ensure follow through on commitments made by the agent and Zenith.
  • Ensure appropriate agency administration for assigned territory including contracts, coding, tiering, compensation, and contact information.
• Sales Leadership:
  • Work with assigned agents to develop a flow of qualified business.
  • Develop and work a pipeline of individual prospects, niches, and books of business.
  • Prequalify submissions.
  • Promote our small business plan.
  • Train agents on our systems, tools, and processes.
  • Lead the sales process working collaboratively with management, the underwriters, and other departments.
  • Ensure that Zenith is positioned as the market of choice with our agents and identified prospects/renewals.
  • Encourage early engagement with targeted new and renewal accounts.
  • Assist our agents in selling the value of our programs and services including joint presentations to policyholders.
  • Help to resolve any customer or service issues that are a barrier to a successful sales outcome.
  • Track agency performance and outcomes and make adjustments as necessary to agency plans.
  • Develop competitive intelligence for the local marketplace.
• Advance the Zenith Brand:
  • Educate assigned agents on Zenith’s products and capabilities.
  • Promote the benefits of the Zenith Difference and our value proposition.
  • Work with management to conduct new agency orientations, specific agency training, and joint sales calls.
  • Target next generation producers and agency staff.
  • Promote the Zenith brand through industry, agency, and policyholder/association events.
  • Promote new or more advanced ideas for sales or marketing materials.
  • Work with National Marketing & Communications on development.
• Advance Teamwork, Relationships, and the Customer Experience:
  • Seek opportunities to improve the agency/policyholder experience with Zenith.
  • Participate in the regional account management process (LAMA).
  • Develop deep and productive relationships with our agents, policyholders, and targeted associations.
  • Look for opportunities to introduce and facilitate relationship building between our agents/policyholders and key Zenith staff and management.
  • Develop a strong, collaborative relationship with underwriting and the other departments.

Qualifications

• High School Diploma or equivalent combination of training/experience required.
• Bachelor’s Degree or equivalent combination of training/experience required.
• 7+ years insurance industry experience including a working knowledge of workers compensation underwriting required.
• Proven leadership and sales skills.
• Proven strategic and tactical execution capabilities.
• Demonstrated influence management skills.
• Excellent communication skills.
• Ability to present ideas effectively in formal and informal situations.
• Must be comfortable making public presentations.
• Maintain an upbeat, positive and enthusiastic attitude daily.
• Team Player.
• Valid Drivers’ License in good standing.

Requirements

• The expected salary range for this position is $103,741 - $129,676. Actual pay will be adjusted based on experience, geographic location, and other job-related factors as permitted by law.
• Qualifications may warrant placement in a different job level.

Benefits

• Medical, Dental and Vision Insurance
• Flexible Spending Accounts
• Paid Parental Leave
• Life, AD&D and Disability Insurance
• 401(k), Employee Share Purchase Plan (ESPP)
• Education and Training Reimbursement
• Paid Leave: 3 weeks/year Vacation, 2 weeks/year Sick Leave
• 10 paid Company Holidays, 2 Personal Days, 2 Floating Holidays
• Employee Assistance Program (EAP)