Small Business Sales Territory Manager

Winning in Small Business Isn't About One Thing - It's About Everything

Our people, processes and products combine to deliver the protection that small businesses need. This means quoting and issuing business is fast and easy, policy service is hassle-free and renewals are a breeze. Our solutions are built to deliver speed, ease and efficiency. Our products are specifically designed for small businesses. See how our Business Owner’s Policy (BOP), Workers’ Compensation and Business Auto coverage give you a competitive advantage – and deliver in a big way for your small business customers. With hundreds of eligible classes, coupled with higher property values, payroll and sales thresholds will make opportunity seem endless. Flexible options mean tailored solutions, making it easier for you to win more often. Our digital capabilities help drive down service costs and deliver a better experience overall. You’ll appreciate our automation solutions and agent portal, made to help solve problems faster and easier. And our customers will love the convenience of My Account, our #1 rated self-service portal.

The Small Business Territory Manager candidate will work with existing Independent Agencies from across the country that are less engaged.  They will develop a strategy and deploy tactics to create compelling messages, educate and ultimately create demand for The Hartford’s small business products and drive new business. They will be responsible for the building and execution of an effective Agency Management sales plan to achieve maximum production and profit goals in assigned territory.

*The territory is for the Raleigh, Greensboro, High Point area and the selected candidate must reside in the territory.

Responsibilities: 

- Personal meetings and telephone contact with agents, meeting or exceeding sales objectives in growth, and a mix of business and renewal retention in assigned territories.

- Management of the territory, including compiling and evaluating competitor products, rates and activities and offer appropriate recommendations.

- Maintaining a current knowledge of underwriting territory, including source and nature of agents' business.

- Maintaining sales administration responsibilities through timely reporting and expense management.

- Creates demand and enables agents/producers to maximize the flow of desirable business to meet or exceed Hartford financial goals in the territory

- Follows disciplined sales process and ensures consistent execution of Sales Excellence principles.

- Demonstrates a thorough understanding of an assigned territory, including the right number and mix of agents/producers who have the market opportunity to meet Sales Rep territorial financial objectives. 

- Possesses a deep knowledge of industry practices, market conditions and competitor information to position the agency to maximize business development. Align Hartford strategies and support (tools, initiatives, resources) to continually increase market share. 

- Builds and maintains strong relationships with agents/producers in an assigned territory to meet or exceed the financial objectives for that territory.

- Enables agents/producers to maximize their revenue through the sale of Hartford products and services by providing tools and information that differentiates The Hartford and its overall value proposition from competitors. 

- Exercises discipline and focus around flow management to ensure adequate flow and acceptable mix of business to meet agency and company growth and profit objectives.

- Creates call plans to prioritize and leverage agency contact and activity to ensure sustainable flow of desired business.

- Builds actionable Agency Sales Plans that align with Hartford financial objectives for growth, retention and profit. Utilize data tools to monitor plan results, communicate, and implement actions.

Qualifications:

- 5+ years of P&C Small Commercial sales and marketing experience, product knowledge and sales skills are required; underwriting knowledge is beneficial; candidates lacking this experience may be considered for an alternate titled position.

- Proven outstanding sales performance; should be a highly driven and self-motivated individual with a strong desire to win.

- Experience with Agency training.

- Technologically savvy (e.g. Microsoft tools such as SalesForce, Word, Excel and PowerPoint)

- Exceptional sales and negotiation skills.

- Ability to motivate people.

- Strong organizational and time management skills.

- Excellent interpersonal and communications skills.

- Ability to work well independently.

- This role will have a Hybrid work schedule, with the expectation of conducting sales calls in territory 3 days a week (Tuesday through Thursday).