Territory Manager

Description

Summary

Under the direction of the Marketing Director, the Territory Manager is responsible for managing all aspects of development, growth and profitability for the business in the assigned territory in
partnership with Southern Trust’s independent agents. The primary focus will be agency management, development and retention, new agency prospecting, and management of profit, losses and expenses

for assigned agents. This is a remote-work position and weekly travel is required, as well as regular visits to the Company’s home office in Macon, Georgia. This role also understands present market conditions and competitiveness of other carriers and agencies in this geographic area and works with internal team members to meet the needs of our Company and our independent agents.

Essential Functions

• Construct detailed sales outline for assigned territory, as well as develop a comprehensive sales

plan for independent agencies, with specific emphasis on production and profitability and be
able to communicate areas of emphasis/improvement to agency principals, managers, agents,
and producers to maximize effectiveness of Southern Trust’s products.

• Present for appointment those agencies who have ability to produce profitable volume and fit
the profile of Southern Trust agents

• Continually review agencies for improvement or potential termination due to volume,
unprofitable production, or lack of sustained viability

• Identify and train new agents/CSR’s on products and services

• Coordinate agency events for CSR or agency luncheons, and general agent appreciation events
• Actively be involved in face-to-face opportunities with agents

• Represent Southern Trust at business conventions and/or conferences

• Communicate with Personal Lines and Commercial Lines team members

• Complete comprehensive sales reports

• Study competitiveness of carriers and affiliated agencies in each city, county, and state to

determine adequate market share

• Identify programs and obtain product information from other carriers, as needed, to determine

competitive advantages and disadvantages

• Manage and communicate problems that may be presented by the agency with various

departments at the Home Office

• Attend regularly scheduled conference calls/meetings/trainings

• Coordinate Underwriter agency visits to better improve efficiency and relationships

• Prepare, in advance, weekly itinerary for agency visits to address production and loss ratio,

submission quality and activity, and any other general agency issues or concerns
• Assist in planning Continuing Education events

• Performs other duties as assigned

Requirements

Job Requirements, Knowledge, Skills and Abilities

• Property and Casualty Insurance Marketing experience required (5+ years)

• Working knowledge of Office 365, Microsoft Word, and Microsoft Excel recommended

• Must have a valid driver's license and an acceptable motor vehicle record to operate a corporate

vehicle

• Regular and predictable attendance

• Excellent interpersonal and communication skills

Desired Knowledge, Skills and Abilities

• Hold or be actively pursuing any insurance-related designations (ex: CIC, CPCU, CRM, AU, etc.)

Other Characteristics

• Highest degree of honesty and integrity

• Puts the success of the company ahead of personal success—team player

• Results, action-oriented

• Shows concern for quality in their work and practices continuous improvement

• Interacts professionally, appropriately and courteously with customers, other outside parties

and co-workers

• Adapts to on-going change and works in a fast-paced, customer-focused environment

• Adheres to established company standards • Works effectively with tight deadlines