Commercial Lines Sales Manager
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Job Description
Commercial Lines Sales Manager leading field sales for Utica National, a national property and casualty insurance carrier. Driving regional growth, agency performance, profitability, and retention.
Responsibilities:
- Lead, coach, and develop Commercial Lines Field Sales Representatives
- Establish expectations for activity, performance, and outcomes
- Conduct ride-alongs, call reviews, and territory inspections
- Recruit, onboard, and develop sales talent
- Execute territory sales plans to meet or exceed new business premium, total written premium, retention, and loss ratio targets
- Oversee agency segmentation and resource allocation
- Guide agency portfolio growth, rehabilitation, and exit decisions
- Translate corporate distribution strategy into executable field action
- Drive consistent messaging and value proposition across agency interactions
- Own regional sales results through representative performance management
- Monitor growth, submission flow, pipeline quality, hit ratio, retention, and profitability KPIs
- Diagnose performance issues and take corrective action
- Lead key agency relationships and LAPP accounts
- Build executive-level relationships with priority agents
- Manage agency engagement strategies and allocated agent compensation expenses
- Collaborate with underwriting, product, operations, claims, service, FAD, EIU, Specialty, and Small Commercial teams
- Provide market feedback on pricing, coverage gaps, agency sentiment, and competitor activity
- Identify emerging regional risks and opportunities
- Complete or support regional-level reporting
- Conform with corporate policies and procedures and perform other assigned duties
Requirements:
- 7+ years of increasingly responsible P&C insurance roles, including leadership
- Bachelor's Degree or equivalent business experience
- Significant insurance education, such as INS, AU, or CPCU, or demonstrated willingness to pursue insurance education strongly recommended
- Ability to lead, coach, and develop Commercial Lines Field Sales Representatives
- Experience managing agency relationships and territory performance
- Ability to drive new business premium, total written premium, retention, and loss ratio objectives
- Experience with sales KPIs including growth versus plan, submission flow, pipeline quality, hit ratio/close rate, retention outcomes, and regional/state profitability
- Ability to partner with underwriting, claims, product, operations, specialty, and segment teams
- Ability to provide market intelligence, competitive insights, and regional performance analysis
- Full-time salaried, exempt, non-overtime-eligible position
Benefits:
- Variable Compensation Bonus plan eligibility
- Medical and Prescription Drug Benefit
- Dental Benefit
- Vision Benefit
- Life Insurance and Disability Benefits
- 401(k) Profit Sharing and Investment Plan, including annual company financial contribution and discretionary Profit Sharing contribution based upon annual company financial results
- Health Savings Account (HSA)
- Flexible Spending Accounts
- Tuition Assistance, Training, and Professional Designations
- Company-Paid Family Leave
- Adoption/Surrogacy Assistance Benefit
- Voluntary Benefits: Group Accident Insurance, Hospital Indemnity, Critical Illness, Legal, ID Theft Protection, Pet Insurance
- Student Loan Refinancing Services
- Business Travel Accident Insurance
- Matching Gifts program
- Paid Volunteer Day
- Employee Referral Award Program
- Wellness programs
- Personal Insurance Discount
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