Territory Marketing Manager/ Business Development Manager

Zenith Insurance Company specializes in providing P&C insurance products and services to California agricultural businesses. The Territory Marketing Manager/Business Development Manager is responsible for managing the distribution force for an assigned territory, training agents, and developing effective relationships to drive profitable growth.

Responsibilities:

• Responsible for managing the distribution force for an assigned territory
• Trains agents on Zenith as a market including our underwriting appetite, capabilities, advantages, products and services
• Works with agents to shape the flow of submissions to ensure acceptable hit ratios and an efficient relationship
• Manages the sales process on new and renewal business working collaboratively with underwriting and other departments
• Supports the company's pricing and selection disciplines
• Actively seeks opportunities for profitable growth and a better customer experience
• Monitors the competition
• Builds and broadens relationships between Zenith and our agents and policyholders
• Assess assigned territory to uncover opportunities and challenges for profitable growth
• Participate in development and execution of regional distribution strategy
• 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
• Manage 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
• 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 Required
• Bachelor's Degree or equivalent combination of training/experience Required
• 5+ years insurance industry experience including experience in the workers compensation product line and basic underwriting knowledge required
• 5+ years Sales industry and/or customer facing experience including maintaining and growing a book of business. Need not be in the insurance industry
• 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
• Proven sales ability
• Team Player
• Demonstrated influence management skills
• Valid Drivers' License in good standing