The Commercial Lines Territory Manager serves as a liaison between the company and agents and acts as a relationship manager for our agents, regional underwriting team and corporate departments. Incumbent assesses the strengths and weaknesses of agents and assists them in achieving a mutual goal of profitable growth in both premium volume and policy count. This position ensures agents are familiar with Penn National Insurance commercial lines initiatives, products, policies, procedures and services, and is responsible for commercial lines agency prospecting, planning and agency management initiatives. Incumbent provides collaboration and support to Underwriters and RVPs on small business and mid-market decisions, as well as other branch initiatives. The Commercial Lines Territory Manager utilizes assigned position authorities to favorably impact agent, team, and branch commercial lines results. At the direction of President-Partners Mutual or Regional Vice President, this may include limited direct underwriting of small commercial new business.
The territory for this position covers NC and VA. The ideal candidate would reside in the Raleigh or Richmond area.
POSITION COMPETENCIES
- Business Acumen
- Negotiation
- Results Oriented
- Time & Priority Management
- Decision Making
ESSENTIAL DUTIES AND RESPONSIBILITIES
Sales/Premium Growth
- Develop the agency force to pre-qualify, rate, and bind profitable commercial lines business.
- Utilize authority to assist agency partners in helping them write profitable business.
- Develop professional working relationships with agents, regional underwriting and claim teams and corporate departments.
- Conduct thorough evaluation of all prospective agents and submit written recommendation to Regional Vice President.
- Keeps two-way communication between agent and company continuously open and viable.
- Monitors agency results and follows up with agent as to growth and compliance with company’s initiatives, procedures and policies.
- Stays alert for and shares industry information, new ideas, products, or changes in other carrier philosophies that could positively or adversely affect Penn National Insurance with appropriate colleagues.
- Conduct ongoing agency prospecting within territory to create a pipeline of potential future appointments.
- Participates in commercial lines rate reviews as requested.
- Utilizes authority to make consistent underwriting decisions, adhere to company acceptability and pricing philosophies, and promote ease of doing business initiatives with Penn National Insurance.
Profitability
- Profiles commercial lines book of business to assist in profitability analysis.
- Develops and implements effective agency profitability plans when warranted.
- Monitors agency results and follows up with agent as to profitability and compliance with company’s initiatives, procedures and policies.
- Facilitate agency reviews with other team members to review agent’s performance as compared to established goals and implement corrective actions as needed.
- Develop and implement agency action plans to achieve profitability.
Agency Management
- Provide training to agency plant on programs, products, services, and systems.
- Develop annual agency/company marketing plans.
- Analyze territory profitability, premium growth, and agency representation, and implement corrective actions where appropriate.
ADDITIONAL RESPONSIBILITIES
- Applies data to solve common business problems.
- Compiles, manipulates, and analyses data of varying complexity.
- Knowledgeable and proficient about what tools are available for data analysis and when they are appropriate to use.
- Performs other duties as may be assigned by the President-Partners Mutual or Regional Vice President.
SPECIAL RELATIONSHIPS
- Direct contact with all levels of branch underwriting and supporting claims service office personnel
- Direct contact with all levels of Home Office Underwriting Operations personnel
- Direct contact with agents and insureds
QUALIFICATIONS
Education/Credentials
- Four year college degree preferred.
- Continuing education in specialized insurance courses such as IIA, AU, CPCU, and CIC, as well as other educational experiences that enhance product knowledge and technical business relations.
- Maintenance of an active agent’s P&C license in domiciled state preferred.
Experience
- Minimum of three years’ property/casualty commercial lines underwriting and/or marketing experience with a Property and Casualty carrier preferred.
- Agency or broker experience with heavy concentration in underwriting exposure/risk and marketing may substitute for carrier experience
Technical/Professional Knowledge
- Must have technical underwriting knowledge of the commercial lines of business written by Penn National Insurance
- Effective oral and written communication skills, with the ability to communicate information of a highly technical nature
- Proven sales, negotiations, and solution-selling skills
- Working knowledge and skill in agency and Company automation systems, to include fundamental knowledge on the use of personal computers, with emphasis on Microsoft Office Suite
- Exceptional customer service skills
- Good financial analysis skills
- Excellent time management skills
Strong commercial lines underwriting analysis skills.
The compensation has been carefully determined by considering a variety of important factors, including skill sets, experience, training, and certifications. With these considerations in mind, the estimated hiring range is $90,000 -$125,000. Additionally, you may be able to participate in our annual incentive program, depending on eligibility under the plan.
JOB REQUIREMENTS (as required by ADA – Americans with Disabilities Act)
- This position is primarily a sedentary position that requires occasional standing and walking throughout the office environment.
- Must be able to see and effectively use a computer monitor.
- Must be able to operate a computer, keyboard and applicable printers and other general office equipment.
- Must be able to access and enter information accurately using automated systems.
- Must be able to hear and communicate via the telephone and/or monitoring devices to both internal and external clients.
- Must be able to present information to individuals and groups.
- Must be able to interpret and apply concepts that may or may not be based upon established guidelines.
- Must be able to maintain acceptable attendance and adhere to scheduled work hours.
- Must have a valid driver’s license and be able to operate a motor vehicle.
- Must be able to travel, with overnight stays required.
