Territory Manager (Transportation)
- PURPOSE
The 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. Assesses the strengths and weaknesses of agents and assists them in achieving a mutual goal of profitable growth in both volume and policy count. Incumbent ensures that agents are familiar with and use Penn National Insurance commercial lines and personal lines initiatives, products, policies, procedures and services.
- AUTHORITY
- COMPETENCIES AND ESSENTIAL DUTIES
Sales/Premium Growth
- Develop the agency force that pre-qualifies accounts, in house rates, and assists agency partners to help them write profitable business.
- Develop professional working relationship with agent, regional underwriting and claim teams and corporate departments.
- Conduct thorough evaluation of all prospective agents and submit written recommendation to Regional Vice President.
Profitability
- Profiles personal lines book of business to assist in profitability analysis.
Agency Management
- Provide training to agency plant on new programs, products, services, and systems.
Sales/Premium Growth
- Keeps two-way communication between agent and company continuously open and viable.
Sales/Premium Growth
- 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.
Profitability
- 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.
Sales/Premium Growth
- Participates in rate reviews as requested (PL &CL).
Agency Management
- Develop annual agency/company marketing plans.
Sales/Premium Growth
- Makes consistent underwriting decisions, adheres to company pricing philosophies and promotes ease of doing business with Penn National Insurance
Profitability
- Develop and implement agency action plans to achieve profitability.
Agency Management
- Analyze territory profitability, premium growth, and agency representation, and implement corrective actions where appropriate.
Performs various projects requested or assigned by the President-Partners Mutual or
Regional Vice President
- CORPORATE CORE COMPETENCIES
- Communicates and negotiates effectively with peers regarding work outcomes.
- Influences by making a strong case, bringing other people on the team to understand the presented viewpoint.
- Provides feedback and is clear when disagreeing with an approach; offers suggestions for improvement.
- Attentively listens and asks clarifying questions and paraphrases to enhance understanding.
- Build and nurture positive relationships within the workplace.
- Identifies explicit and implied customer needs.
- Asks probing questions to fully understand business requirements.
- Develops positive relationships with customers by meeting their needs as well as incorporating their feedback.
- Responds quickly and takes action with high quality solutions that address needs and improve overall customer experience.
- Owns resolution of customer experience outcome.
- Discuss technical and professional development with peers to gain suggestions for further development.
- Actively seek and act on opportunities to recognize peers for high performance.
- Stays alert to identify learning opportunities for self.
Demonstrates Adaptability
- Contributes to progressive thinking within the team by posing questions that challenge traditional methods or processes.
- Proposes ideas and suggests new approaches to tackling own work tasks and issues in a better way to drive organization success.
- Participate in and actively support change initiatives, and provide ideas to promote their success.
- Recognizes and manages an ambiguous work environment.
- Demonstrates flexibility in generating alternative solutions and recommendations.
- Applies judgment in making decisions about own work, and takes responsibility for actions.
- Demonstrates reliability by producing steady work results and delivering on commitments to team members on time.
- Takes responsibility for regularly seeking and applying feedback and actively learning from errors and setbacks.
- Understands the mission of the organization.
- SPECIAL RELATIONSHIPS
- The Territory Manager reports to the Regional Vice President
- 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
- This position has no internal direct reports
VI. QUALIFICATIONS
Education/
Credentials
- Four year college degree preferred, with 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.
- Recommend maintaining an active agent's P&C license in domiciled state.
- Minimum of three years property/casualty commercial and/or personal multi-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
- Must have technical underwriting knowledge of the commercial and personal 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 and personal lines underwriting analysis skills
- 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.
