Regional Territory Sales Manager

Job Summary:

The Regional Territory Sales Manager (TSM) is responsible for driving sales results to accomplish quantifiable profitable growth in the assigned region including oversight of accounts with high strategic impact and/or complexity. The Regional TSM initiates and cultivates relationships, works collaboratively with internal and external partners to prioritize sales initiatives, serves as a communications link between partners and company/market, and supports and actively promotes the strategic direction of the company to the agency network.

Essential Duties and Responsibilities:

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  Handles the large, complex accounts, and/or the most important strategic agency relationships.

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  Prospects new agent relationships and grows existing relationships in the assigned territory through face-to-face

visits, virtual meetings, phone calls, and email.

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  Analyzes data to ensure agency profitability and growth targets are met.

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  Provides performance analysis and reports, along with business development and profit improvement

recommendations to agency owners.

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  Develops state and territory strategies in conjunction with senior management.

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  Develops, maintains, and improves business relations with all internal and external customers of the Company as

appropriate.

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  Develops and maintains strong agency relationships. Trains agents on company underwriting guidelines,

procedures, programs, website, and web rater. Educates agency reps on whom to contact with questions. Ensures

that agency actions are aligned with established profitability initiatives and plans.

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  Gathers competitive intelligence, analyzes the Company’s position, and recommends action.

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  Documents agency visits to provide an accurate summary of the current relationship.

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  Completes timely updates on various activities to include entries and reports, submission of qualified new agency

appointments with all required documentation, timely and detailed submission of regular call reports, and proper

documentation for agency terminations.

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  Reports essential product information, changes, or adjustments needed, including agent feedback, to the

appropriate internal partners/departments.

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  Develops agency compensation programs in conjunction with senior sales management.

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  Represents Company at agent functions and trade shows/conventions to promote product and organization.

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  Participates in agent and industry events outside of assigned territory.

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  Responsible for developing and strengthening strategic carrier partnerships.

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  Participates in and leads presentations in sales team meetings and trainings.

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  Participates in mentoring, development, and training of other territory managers by setting up mentoring plans, job

shadowing, and traveling within their respective territories.

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  May directly manage Territory Sales Managers at various levels. May be involved in recruiting, interviewing, hiring,

and training of new team members, as well as conducting timely performance reviews and feedback sessions.

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  Significant travel within assigned geographical region including frequent overnight stays may be required.

Occasional travel to conventions and the corporate office as needed.

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  Communicates with co-workers, management, clients, vendors, and others as needed in a courteous and

professional manner.

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  Maintains the integrity of the company and products offered by complying with federal and state regulations as well

as company policies and procedures.

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  May perform other duties and responsibilities as assigned.

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Job Qualifications:

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  Minimum of 10 years of insurance industry experience and 8 years of territory management experience.

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  Bachelor’s degree or a combination of education and equivalent experience.

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  CPCU, CIC, AU, or MS in Risk Management and Insurance are a plus.

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  Proficiency with Microsoft Office programs required.

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  Excellent communication and interpersonal skills.

Key Competencies:

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  Sales Skills - Understands the marketplace, works to meet customer needs, utilizes consultative sales techniques.

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  Sales Goals/Results Driven - Defines appropriate goals, works toward achieving goals, articulates vision and steps for

achievement.

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  Teamwork - Accountable to team, works to meet established deliverables, appreciates view of team members,

respectful.

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  Organization Skills - Information organized and accessible, excellent time management skills.

General Information:

All employees must pass a pre-employment background check. Other checks may be needed based on position: driving history, credit report, etc.

The preceding job description has been designed to indicate the general nature of work performed; the level of knowledge and skills typically required; and usual working conditions of this position. It is not designed to contain, or be interpreted as, a comprehensive listing of all requirements or responsibilities that may be required by employees in this job. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Heritage Insurance Holdings, Inc. is an Equal Opportunity, Affirmative Action Employer. We will not discriminate unlawfully against qualified applicants or employees with respect to any term or condition of employment based on race, color, national origin, ancestry, sex, sexual orientation, age, religion, physical or mental disability, marital status, place of birth, military service status, or other basis protected by law