We don’t believe your career defines you, but we do believe you have the power to define your career.

Discover your passions and pursue your dreams with tailored training, mentorships, and opportunities to grow! At Berkley Mid-Atlantic Insurance Group, we do cool stuff. A lotta cool stuff. Our teams work together to develop innovative sales strategies, create disruptive business models, and deliver world class service. To make all of this happen, we have great people with diverse skill sets - including underwriters, sales teams, claims professionals and risk managers - all collaborating and working together with a common goal of improving the experience for every customer in the Berkley Mid-Atlantic Insurance Group enterprise.  We set audacious goals, work hard and laugh together.  If you’re ready for a challenge and want to work with super people - you know where to find us.

The Territory Sales Manager is responsible for developing our Business Insurance portfolio, servicing and growing assigned territory through an outside sales approach that consists of an assignment of targeted agencies. Achieving success will include: optimizing the growth potential, exceeding or meeting year over year growth and profit objectives. 

Primary Responsibilities

• Sales Pipeline Development – assist with prequalifying submissions, identifying growth opportunities, portfolio transfers and incentive opportunities.
• Accountable for building and maintaining effective relationships with agencies/brokers within assigned territory.
• In collaboration with the Distribution Leader, completes strategic marketing plans for territory to identify opportunities and potential challenges from which strategies and tactics are developed, including:
• Creating and development of Quarterly Agency Reviews
• Managing on-going agency scorecards and producer reports
• Facilitating agency council meetings in territory

 Agency Management

• Profit sharing updates throughout the year, with focus on next level achievement
• Progress reports to plan and other incentives, monitor joint business plan
• Develop agency and underwriter relationships
• Schedule virtual and in-person visits with the appropriate stakeholders
• Leveraging who we are, what we do to gain elite partnership with agency and perpetuate agency to top 5 of their carrier line up

Marketing

• Communication of competitive classes to target
• Distribute on-going marketing messages and initiatives
• Facilitate and develop leads to agents/producers
• Plan and attend Industry trade shows and company road shows

Administrative

• Agency system access and set up, maintenance with users, etc.
• Keeping agency profiles up to date
• Producer licensing
• New appointment process
• Code management
• Vetting and resolution of Service, Claims and Automation issues, escalating if/when needed

Agency Training and Education

• Webinars on various topics, in conjunction with marketing/underwriting
• Agency staff training, as needed

Internal Partnering with Underwriting or other WRB companies.

• Provide competitor/market intel for product development

Collaborate with Sales Peers across the Berkley family of companies

• Bachelor’s Degree or equivalent industry experience and training. Advanced professional insurance designations (CPCU, CIC, etc.) preferred.
• 5-7 or more years of commercial lines sales and/or underwriting experience with extensive knowledge of industry practices, trends, and a proven sales track record.
• Strong interpersonal relationship skills, effective communication skills necessary to build rapport, add value and effectively problem-solve with agency partners, principals, producers and staff.
• Strong technical acumen in commercial insurance sales and underwriting, and the ability to apply it to effectively interact with internal departments to meet customer needs and solve customer issues.
• Advanced proficiency in agency prospecting, planning, incentives, and agency performance accountability.
• Advanced written and verbal communication skills.
• Self-motivated and able to work independently with minimal supervision, delivering results for agencies and the company.
• Working knowledge and familiarity with assigned territory, agencies, and competitors.
• Ability to travel extensively including overnight travel within the assigned territory.

Licenses/Certifications/Designations: Valid driver’s license for travel (company car provided). Completion of, or working toward CIC, AIM, CPCU or similar designation preferred.