Territory Manager

Employer
Combined Insurance
Location
Allentown, PA
Salary
Open
Posted
Oct 11, 2016
Closes
Dec 09, 2016
Job Type
Full Time
Career Level
Manager

The Territory Manager (TM) is responsible for leading, developing, building and managing a team of 5 or more Agents, generating sales to new customers, sales and service to current Combined Insurance policyholders, recruiting of new agents and delivering annual new sales objectives.

RESPONSIBILITIES

Developing New Agents

  • The Territory Manager will field train a minimum of 4-5 days each week for the first two weeks with all new Agents.

  • The Territory Manager will field train a minimum of 3 days each week for the next 5 weeks with all new Agents.
  • The Territory Manager develop in each Agent expertise with all aspects of the sales process

New and Established Agents

  • The Territory Manager will receive monthly internal leads from Market Director (MD) and distribute to Agents (bi-weekly)
  • The Territory Manager will receive externally generated leads, distribute to Agents immediately and report disposition daily
  • The Territory Manager will support Agents in assignment planning/appointment setting as needed
  • The Territory Manager will field train Agents by accompanying them during sales visits as needed, typically at least one-day every 2 weeks per Agent
  • The Territory Manager will collect post-sales documentation and process according to documentation type including disposition of internal lead cards weekly

Meetings

  • The Territory Manager will conduct daily meetings with the team each morning for the purpose of training and development
  • The Territory Manager will attend monthly full day market team meetings and deliver training as required
  • The Territory Manager will attend bi-weekly full day meeting with MD and other TMs
  • The Territory Manager will conduct and attend training and development meetings

Core sales process and personal production

  • The Territory Manager will meet production standards and guidelines set by management
  • The Territory Manager will be able to effectively demonstrate the company's sales process
  • The Territory Manager will engage in personal production during Incentive Weeks only (Incentive Week to typically take place twice a  quarter)
  • The Territory Manager will execute core sales process as outlined during that week
  • The Territory Manager will contact externally generated leads and report dispositions in requested timeframe

  • The Territory Manager will plan assignments
  • The Territory Manager will conduct sales presentations consistent with new customer approach
  • The Territory Manager will complete all post sales administration and data collection documents

  • The Territory Manager will service customer service calls or refer to appropriate channel

Recruiting/Field Demos

  • The Territory Manager will field recruit prospective new Agent candidates while training and selling
  • The Territory Manager will establish local networks and sources within territory to find qualified new agent candidates
  • The Territory Manager will conduct informational recruiting seminars to prospective new Agents as needed

  • The Territory Manager will represent the Company at local job fairs or other hiring events
  • The Territory Manager will assist MDs with interview process of new agent candidates as needed
  • The Territory Manager will take all prospective territory Agents that have passed MD interview on field demos
  • The Territory Maanger will make final hiring decisions together with MD

Other

  • Establish local presence for Company
  • Follow company policies and standards

Qualifications

COMPETENCIES

  • Capacity to manage and lead a sales team
  • Strong communication and organizational skills
  • Good coaching and mentorship skills
  • Ability to conduct small group training meetings
  • Maintain high ethical standards
  • Excellent sales and negotiation skills

SPECIFIC SKILLS OR KNOWLEDGE

  • Successful and stable work history
  • Demonstrated leadership skills
  • Minimum of 1 year Insurance Sales experience OR
  • Minimum of 1 year Outside Sales experience OR
  • Minimum of 1 year Insurance Sales Management experience OR
  • Minimum of  1 year Outside Sales Management experience
  • High School Diploma preferred
  • College Degree preferred
  • Basic PC skills required
  • Obtaining your Life, Accident and Health license is required prior to employment date

REPORTS TO: Market Director

Equal Opportunity Employer