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About the Role

Responsible for driving the conversion of agents to partners through execution of Small Commercial key initiatives in collaboration with Underwriting and Regional Field Leadership by directing and coaching of Small Commercial Sales Managers and owning/developing the small commercial business strategies for assigned regions.

Responsibilities

Promote collaboration with our agents to develop fast, flexible, and custom-tailored solutions designed to meet the unique insurance needs for our Small Commercial Clients.
Incorporate partnership strategy, small commercial business strategies, and strong knowledge of the small commercial marketplace and agents into effective sales management to deepen relationships.
Develop Small Commercial Sales Managers competencies to achieve higher performance - Institutionalize sales drill.
Conduct competency assessments, provide RVP insight into SCSM's’ performance, consult on performance management.
Work with SCSMs to develop territory business plans.
Coach SCSMs on day-to-day sales activities.
Liaison with Small CL HO for product/service enhancements.
Responsible for driving regional objectives through collaboration the small commercial business, RVP's/RE's and other key franchise stakeholders across the region.
Enhance broader enterprise engagement and influence of other business unit leadership.
Evaluates territory needs including talent growth potential and roadmap.
Maintaining strategic view on performance management issues.
Exercises broad independent judgment to determine method for issue resolution.
Tackles complex issues in creative ways while collaborating with others.
Problem solving requires originality and ingenuity using knowledge gained during sales career.
Applies knowledge of Hanover’s business strategies to proactively anticipate business needs based on industry trends.
Incorporate partnership strategy, small commercial business strategies, and strong knowledge of the small commercial marketplace and agents into effective sales management.
Mastery of sales and marketing techniques, expert influencing and negotiating skills to drive sales goals.
Leads others through example and supports the organization in building these capabilities.
Management and mentoring of Small Commercial Sales managers as measured through feedback from agents, regional field leadership and overall regional book of business success.
Creates collaborative, productive partnerships with key stakeholders such as Senior Leadership, Agents, Underwriting, State Management, Actuarial, Operations, Marketing, Claims, Loss Control, and other key functions to establish strategies that will achieve overall company goals.
Excels at assessing opportunities.
Works closely with team on process and expectations.
Provides competitive intel and local market knowledge to state management in an effort to assist in developing and advancing our state strategy.
Ensure team understands and executes to that strategy.
Coaches supporting messaging and monitors execution.
Excels at working with team on dissection of account opportunities and coaching importance of pipelining discipline.
Ability to collaborate with and influence, particularly with senior level field leadership, as this role will be working across multiple branches and/or regions.
Ability to effectively manage 8-10 salespeople and balance multiple sales priorities in a dynamic and very fast-paced environment.
Creates collaborative, productive partnerships with key stakeholders such as management, agents, Underwriting, Actuarial, Operations, Marketing, Claims, Loss Control, vendors and other key functions to establish strategies that will achieve overall company goals.
Understands the principles, theories, practices, and techniques involved in planning, managing, and implementing projects and programs.

Requirements

10+ years proven sales and sales management track record in small commercial insurance or financial services environment.
Advanced sales and marketing skills; proven track record for developing new business & talent.
Displays exceptional Mentoring and training skills to new and established SCSM’s and ARSD's for onboarding and development.
Leads and mentors their region and local enterprise strategic execution.
Works with SCSMs to develop territory business plans.
Excellent communication skills essential; effective face-to face interactions and presentations to groups, as well as strong phone skills, sound written communications including impeccable follow through.
Ability to collaborate with and influence, particularly with senior level field leadership, as this role will be working across multiple branches and/or regions.
Ability to effectively manage 8-10 salespeople and balance multiple sales priorities in a dynamic and very fast-paced environment.
Excellent communication; effective face-to-face interactions and presentations to groups, as well as strong phone skills and sound written communications, including impeccable follow-through.
Passion for driving actions and achieving results, with a competitive spirit of winning and an orientation towards achievement.
Knowledge of Salesforce.com is a plus.

Skills

Sales
Sales Management
Small Commercial Insurance
Financial Services
Sales and Marketing
Business Development
Talent Development
Mentoring
Training
Communication
Presentation Skills
Phone Skills
Written Communication
Follow-through
Collaboration
Influencing
Sales Strategy
Marketplace Knowledge
Sales Management Techniques
Influencing Skills
Negotiating Skills
Performance Management
Project Management
Competitive Intel
Pipelining Discipline

Location

California

Work Type

Full-time
Exempt
Hybrid
Remote

Experience Level

10+ years

Education Level

Bachelor's Degree

Salary/Compensations

The target hiring range for this role may vary based on geographic location and other factors, including merit or performance, demonstrated proficiency, skills for the role, education, travel requirements, and experience. Additional compensation may include an annual bonus (which could take the form of a general bonus, sales incentive, or short-term incentive), long-term incentive or spot recognition awards. The posted range reflects our ability to hire at different position titles and levels depending on background and experience.

Benefits

Medical, dental, vision, life, and disability insurance
401K with a company match
Tuition reimbursement
PTO
Company paid holidays
Flexible work arrangements
Cultural Awareness Day in support of IDE
On-site medical/wellness center (Worcester only)

About the Company

For more than 170 years, The Hanover has been committed to delivering on our promises and being there when it matters the most.
We live our values every day, demonstrating we CARE through our values, Sustainability initiatives and inclusive corporate culture.

Equal Opportunity

The Hanover values diversity in the workplace and among our customers.
The company provides equal opportunity for employment and promotion to all qualified employees and applicants on the basis of experience, training, education, and ability to do the available work without regard to race, religion, color, age, sex/gender, sexual orientation, national origin, gender identity, disability, marital status, veteran status, genetic information, ancestry or any other status protected by law.
Furthermore, The Hanover Insurance Group is committed to providing an equal opportunity workplace that is free of discrimination and harassment based on national origin, race, color, religion, gender, ancestry, age, sexual orientation, gender identity, disability, marital status, veteran status, genetic information or any other status protected by law.
As an equal opportunity employer, Hanover does not discriminate against qualified individuals with disabilities.
Individuals with disabilities who wish to request a reasonable accommodation to participate in the job application or interview process, or to perform essential job functions, should contact us at:HRServices@hanover.com and include the link of the job posting in which you are interested.