Small Business Territory Leader - East Region

If you see the future of insurance where transformational change is opportunity, where you don’t just break down data, you break through it, where technology inspires products and services to enrich the lives of customers, where failing fast is fast learning and the only way to view the competition is in the rear-view mirror – Westfield Small Business is your future.

The Small Business (SB) Territory Leader is responsible for leading the territory strategy development and execution for an assigned Small Business territory and the SB Territory Managers in those territories. The SB Territory Leader is responsible for the sales and business development including achieving the annual growth plan targets for their assigned territory, portfolio management, underwriting results (profitability), and strategic business planning.  Collaborates across the SB Business Development and Portfolio Underwriting Leadership team to create and implement short and long term profitable growth strategies. Ensures strong teamwork and alignment of shared goals between the SB Territory Manager(s) and their partners in the SB Business Development and Portfolio Underwriting teams.

The SB Territory Leaders will be located in major metropolitan areas.  The successful candidates will have strong relationships in their respective markets and have established, meaningful community involvement.   

 

The SB Territory Leader is responsible for ensuring the execution of strong portfolio underwriting, business development and sales management practices for their team and territory.  The Leader will lead and operationalize a sales culture to enable profitable growth while executing on underwriting strategy and discipline on the front line. The SB Territory Leader will collaborate closely with UW partners to ensure that profit is balanced with top line growth. 

 

The SB Territory Leader ensures strong agency relationship management with new and existing agencies. The SB Territory Leader is to be the expert in their territories including territory planning, performance analysis including agency management and customer/market insurance potential to maximize production, profit and retention. 

 

The SB Territory Leader will collaborate closely with the SB Product Manager(s) & team in developing the go-to-market strategy utilizing customer demographics and identifying industries with the right product mix in an effort to cover current and emerging risks.

 

The SB Territory Leader with also collaborate closely with the SB Channel Strategy Leader and Product Leaders on the creation and refinement of the Distribution strategy including identifying the appropriate distribution channels for growth and profit in their territories. The SB Territory Leader will work with Distribution shared services in identifying, prospecting, and appointment of new agencies as part of the Distribution strategy.

 

Essential Functions (primary functions and/or reasons the job exists in order of importance)
1. Responsible for leading the territory strategy development and execution for an assigned group of Small Business territories and the SB Territory Managers in those territories ensuring appropriate and, if required, consistent application of sales, underwriting, and corporate resource allocation practices.
2. Responsible for the sales and business development, portfolio management, underwriting results (profitability), and strategic business planning.
3. Works with the following Small Business Leaders and teams to create and implement both short and long term growth & profitability strategies: Business Development & Portfolio Underwriting; Transformation, Operations, Product & Platform; Actuarial; and Product Management.
• Collaborates closely with the SB Product Manager(s) & team in developing the Go-To-Market strategy utilizing customer demographics and identifying industries with the right product mix in an effort to cover current and emerging risks.
• Collaborates closely with the SB Channel Strategy Leader on the creation and refinement of the Distribution strategy including identifying the appropriate distribution channels for growth and profit in their territories. The SB Territory Leader will work with Distribution in identifying, prospecting, and appointment of new agencies as part of the Distribution strategy.
4. Creates territory team strategy, vision, and “team” environment amongst all roles involved in executing the territory plan. Engages and leads a virtual team including underwriting staff assigned to territory. Ensures strong collaboration, alignment with, and shared accountability of territory goals between the SB Territory Manager(s) and their partners on the SB Portfolio & Underwriting teams.
5. Responsible for ensuring strong, consistent, and disciplined: portfolio underwriting & business development and sales management practices for their team and territory. 
6. Leads and operationalizes a sales culture to enable growth while executing on underwriting strategy and discipline on the front line. 

 

Desired Qualifications/Experience/Certification/Education (in order of importance)
1. Minimum of 7 years of Commercial P&C insurance underwriting experience. 
2. Minimum of 5 years of sales and business development and/or territory management experience.
3. Minimum of 5 years of leadership experience.
4. Experience coaching and developing individuals and team members.
5. Experience collecting, analyzing, and interpreting data to influence strategy and planning.
6. Experience analyzing problems and developing innovation and proactive strategies for resolution.
7. Experience collaborating, building effective relationships, and influencing peers and key stakeholders gained through previous work experiences
8. Experience being adaptable and resourceful in various situations.
9. Experience working in a fast paced environment while prioritizing and completing work effectively.
10. Bachelor’s degree OR commensurate experience.
11. Valid driver’s license and a driving record that conforms to company standards.

 

Physical Requirements (specific to the role) 
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. 
• Ability to work effectively in an office environment for 40+ hours per week (including sitting, standing, and working on a computer for extended periods of time).
• Ability to communicate effectively in a collaborative work environment utilizing various technologies such as: telephone, computer, web, voice, teleconferencing, e-mail, etc.
• Ability to travel as required.
• Ability to operate an automobile within the parameters of the driving policy.
• Ability to drive for extended periods of time, under a variety of conditions, including night driving.

 

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

Westfield offers a Total Rewards program that focuses on compensation, benefits and wellness, and includes perks like 401(k), pension plan, annual incentive, education reimbursement, flex-time, onsite fitness center and casual dress. Work-life balance, recognition, and learning and career development are all part of a rewarding career with Westfield.

To learn more about Westfield and the opportunities available, please visit us at westfieldinsurance.com. 

 

We are an equal opportunity employer/minority/female/disability/protected veteran.