Territory Marketing / Business Development Manager

Zenith Agribusiness Solutions, part of Zenith Insurance Company, provides property and casualty insurance products and services to California agricultural businesses. The Territory Marketing / Business Development Manager manages agents and distribution within an assigned territory, develops profitable business opportunities, trains agencies on Zenith products and processes, and collaborates with underwriting and other departments to support sales, retention, and customer experience.

Responsibilities:

• Distribution Management
• Role is to manage assigned agents/territory (tactical)
• 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
• Sales Leadership
• 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
• Advance the Zenith Brand
• 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
• Advance Teamwork, Relationships, and the Customer Experience
• 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 Or 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