Small Business Territory Manager Central

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.

Small Business Territory Manager Job Summary

The Small Business Territory Managers can be located in KY, TN, OH, IN, MI. The successful candidates will have strong relationships in their respective markets and have established, meaningful community involvement.   

The Small Business (SB) Territory Manager is responsible for the execution of the Small Business territory strategy for their assigned distribution channel territory. This includes responsibility for profitable business development and sales including achieving the annual growth plan targets for their assigned territory, , marketing, and production of SB insurance products in their assigned territory. The SB Territory Manager represents and promotes Westfield in their territory through agency engagement, networking, and community involvement creating grass root brand awareness. Manages agency relationships (e.g. principals, producers, operations managers, CSR) ensuring the appropriate level of support (e.g. underwriting, training, troubleshooting) is provided in an effort to build and develop a high level of comfort, trust, and brand loyalty to Westfield.

The SB Territory Manager is focused on utilizing and building upon their territory knowledge as a competitive advantage in their territory. This includes the following:

• Territory planning and performance analysis. 
• Understanding and building knowledge of the risks facing small business owners.
• Identifying trends in the insurance industry impacting business.
• Building small business product acumen.

In addition to their business development and production responsibilities, the Manager is accountable for utilizing their underwriting knowledge and, when applicable, assigned underwriting authority, for making consistent and disciplined field underwriting decisions as needed.  They will collaborate closely with UW and product management partners to manage to profitability expectations at agency and territory levels redirecting agency behavior when needed.

Essential Functions (primary functions and/or reasons the job exists in order of importance)
1. Responsible for the execution of the Small Business territory strategy for their assigned territory.
2. Responsible for the marketing, business development including achieving the annual growth plan targets for their assigned territory, and profitable production of SB insurance products in an assigned territory.
3. Represents and promotes Westfield in their territory through agency visits, networking, and community involvement.
• Building and maintaining strong relationships with new and existing agencies.
• Identifies unique opportunities within each agency and connect those opportunities to the right Westfield resources.
• Provides appropriate levels of support (e.g. underwriting, training, troubleshooting) to agencies in an effort to build and develop a high level of comfort, trust, and brand loyalty to Westfield.
• Conducts and/or coordinates onboarding for new agencies, new producers, key agency personnel, etc.
• Partners with Distribution in agency planning and custom compensation.
• Helps identify the need for new agencies in their territory and provides valuable input into agency selection process.
4. Serves as the expert in their territory focused on utilizing and building upon their territory knowledge as a competitive advantage including the following:
• Territory planning and performance analysis. 
• Understanding and building knowledge of the risks facing small business owners.
• Identifying trends in the insurance industry impacting business.
• Building small business product acumen.
5. Accountable for utilizing their assigned underwriting authority for making consistent and disciplined field underwriting decisions based on need.
6. Acquires competitive and market intelligence through agency engagements and networking.  Shares insights gained with Small Business Territory Leader and other key stakeholders for purposes of better positioning Westfield in the marketplace.

Desired Qualifications/Experience/Certification/Education (in order of importance)
1. Minimum of 5 years of Commercial P&C experience.
2. Minimum of 3 years of sales and business development and/or territory management experience.
3. Minimum of 3 years of agency relationship management experience.
4. Some underwriting experience preferred.
5. Experience collecting, analyzing, and interpreting data to recommend policies and procedures that drive effectiveness and efficiency.
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.

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