Sales Manager Small Commercial Lines

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, ESG initiatives and IDE journey.

Our Small Commercial department is seeking a Small Commercial Sales Manager to join our growing team in the Tennessee area.   

**This is a full time, exempt role

POSITION OVERVIEW:** 

Primary responsibility for driving Small Commercial (<$50K) new business flow in the agents’ offices through educating and working with Account Managers and communicating our risk appetite.  Responsible for key agency relationship building within the territory and partnering with our Specialty and Middle Market Undewriters to support growth and retention.   
 

IN THIS ROLE, YOU WILL: 

• Works with ACCOUNT MANAGERs to produce small CL new business and drive flow.
• Able to bind small accounts in the agent's office if needed.
• Works with small CL underwriting team to develop the targeted mix of business.
• Objectively considers issues and information, identifies alternatives, decides and implements solution approaches in order to deliver services and provide value. 
• Communicates ideas or positions in a persuasive manner that build support, agreement, or commitment. 
• Takes actions that directly or indirectly influence others to create buy-in, gain trust, and motivate actions in others or win concessions without damaging relationships. 
• Knowledge of negotiating techniques, subject matter, and strategy to obtain commitment, compromise or settlement in a way that promotes mutual goals or interests. 
• Understands the importance of developing and maintaining cooperative relationships with others at all levels of the organization by making others feel their concerns and contributions are important.
• Builds positive relationships with others to accomplish organizational goals. 
• Excited by challenging goals and a desire to exceed standards of excellence. 
• Exhibits a true sense of competitiveness and a drive for results. 
• Has a strong desire to win in the most challenging of circumstances, and the fortitude to take calculated risks to achieve personal objectives and goals, organization's standards, or current industry standards. 
• Demonstrates sales and marketing techniques through effective relationship building. 
• Able to influence producers/agents to sell desired product & services. Able to see the "big picture" and develops a strategy in support of it. 
• Effectively plans and organizes their work to achieve desired outcomes. 
• Demonstrates flexibility in applying different approaches to changing work demands. Is confident of own abilities to meet challenges and can maintain performance under stress. 
• Knows and demonstrates the ability to apply fundamental underwriting concepts, practices and procedures; including knowledge of exposure/hazard identification and control. 
• Displays knowledge of pricing practices and applications. 
• For assigned lines of business, able to articulate and practice principles of good underwriting, within specific limits and authority. Demonstrates good understanding of regional goals. 
• Stays current with industry information and local market trends. 

Key Accountabilities and Deliverables (Measures):

• New business submission flow from targeted agents 
• Growth and profit of entire small commercial team 
• Mix of business 
• Agency relationships.

WHAT YOU NEED TO APPLY:

• Bachelor's Degree
• 3-5 years' Commercial Lines Underwriting and/or Marketing experience preferably with an established carrier.
• Well developed sales and marketing skills; proven track record for developing new business.
• Professional designation such as CPCU, CIC, etc., is a plus.
• Proficient with Microsoft Office Suite with the ability to learn internal Customer & Agency Account Management systems.

CAREER DEVELOPMENT:

It’s not just a job, it’s a career, and we are here to support you every step of the way. We want you to be successful and fulfilled. Through on-the-job experiences, personalized coaching and our robust learning and development programs, we encourage you – at every level – to grow and develop.

BENEFITS:

We offer comprehensive benefits to help you be healthy, build financial security, and balance work and home life. At The Hanover, you’ll enjoy what you do and have the support you need to succeed.

Benefits include:

• 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)
• Click here for the full list of Benefits

EEO statement:

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: [email protected] and include the link of the job posting in which you are interested.

Privacy Policy:

To view our privacy policy and online privacy statement, click here.  

Applicants who are California residents: To see the types of information we may collect from applicants and employees and how we use it, please click here**.
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