Senior Territorial Marketing Manager

Zenith Insurance Company is a team of Workers' Compensation Specialists committed to helping businesses succeed. The Senior Territorial Marketing Manager will be responsible for developing and managing the distribution force for an assigned territory, training agents, and leading the sales process for new and renewal business.

Responsibilities:

• Role is to manage assigned agents/territory (tactical) with some additional leadership expectations (strategic)
• Assess assigned territory to uncover opportunities and challenges for profitable growth
• Develop a strategic plan for the territory working with regional management
• Know the assigned territory and ensure the right agency representation through prospecting, appointments and terminations
• Develop a territory of agents that can and will position Zenith to write profitable business and has a policyholder base that will appreciate our value proposition
• Develop and maintain knowledge of the profile, book, sales approach, capabilities, competition and key players in each appointed agency
• Manage the assigned agencies working with marketing leadership and through our agency management process
• Develop effective and profitable relationships through business planning, visibility, quality interaction, education, and relationship building
• Ensure follow through on commitments made by the agent and Zenith
• Ensure appropriate agency administration for assigned territory including contracts, coding, tiering, compensation, and contact information
• Work with assigned agents to develop a flow of qualified business
• Develop and work a pipeline of individual prospects, niches, and books of business
• Prequalify submissions
• Promote our small business plan
• Train agents on our systems, tools, and processes
• Lead the sales process working collaboratively with management, the underwriters and other departments to drive the acquisition and retention of desirable business
• Ensure that Zenith is positioned as the market of choice with our agents and identified prospects/renewals
• Encourage early engagement with targeted new and renewal accounts
• Assist our agents in selling the value of our programs and services including joint presentations to policyholders
• Help to resolve any customer or service issues that are a barrier to a successful sales outcome
• Track agency performance and outcomes and make adjustments as necessary to agency plans to ensure mutually profitable, significant and efficient relationships
• Develop competitive intelligence for the local marketplace so we can optimally position our strengths to serve agent and policyholder needs and improve our success ratios
• Educate assigned agents on Zenith’s products and capabilities and teach them how to effectively sell our brand
• Promote the benefits of the Zenith Difference and our value proposition
• Work with management to conduct new agency orientations, specific agency training, and joint sales calls
• Target next generation producers and agency staff
• Promote the Zenith brand through industry, agency, and policyholder/association events
• Promote new or more advanced ideas for sales or marketing materials
• Work with National Marketing & Communications on development
• Seek opportunities to improve the agency/policyholder experience with Zenith including identifying and helping to resolve any roadblocks in service and ease of doing business
• Participate in the regional account management process (LAMA) and actively support underwriting and other departments in generating agency cooperation to resolve policyholder issues
• Develop deep and productive relationships with our agents, policyholders and targeted associations
• Look for opportunities to introduce and facilitate relationship building between our agents/policyholders and key Zenith staff and management
• Develop a strong, collaborative relationship with underwriting and the other departments

Requirements:

• High School Diploma or equivalent combination of training/experience required
• Bachelor's Degree or equivalent combination of training/experience required
• 7+ years insurance industry experience including a working knowledge of workers compensation underwriting required
• Proven leadership and sales skills
• Proven strategic and tactical execution capabilities
• Demonstrated influence management skills
• Excellent communication skills
• Ability to present ideas effectively in formal and informal situations; conveying thoughts clearly and concisely
• Must be comfortable making public presentations
• Maintain an upbeat, positive and enthusiastic attitude daily
• Team Player
• Valid Drivers' License in good standing