The Senior 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 products, policies, procedures and services. Incumbent underwrites commercial mid-market new business for select growth orientated commercial lines agents.
AUTHORITY
Dimension
$’s or Numbers
Effective Date
Premium Volume
$25 – $50 million
October 2016
Operating Area
Specific territories within a state or the entire state
October 2016
Number of Agency Locations
15 to 30
October 2016
Lines of Business
Personal and Commercial
October 2016
New Business, CL mid-market
Three to 10 agencies
October 2016
COMPETENCIES AND ESSENTIAL DUTIES
Competency
Description of Duties
Business Acumen
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.
Negotiation
Sales/Premium Growth
Keeps two-way communication between agent and company continuously open and viable.
Results Oriented
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.
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.
Time & Priority Management
Sales/Premium Growth
Participates in rate reviews as requested (PL &CL).
Agency Management
Develop annual agency/company marketing plans.
Decision Making
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 other duties as may be assigned by the President-Partners Mutual or
Regional Vice President
CORPORATE CORE COMPETENCIES
Competency
Proficiency Description
Effectively Communicates and Connects
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.
Customer Focused
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.
Talent Development Mindset
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.
Demonstrates Accountability
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.
Experience
Minimum of five years property/casualty commercial underwriting
Minimum of three years 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 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.