Commercial Lines Field Manager

Summary:  Under limited supervision and with significant independent judgment, is responsible for agency management, underwriting, portfolio management and customer relations for the profitability and growth of an assigned territory through a network of independent agents.

Essential Duties and Responsibilities:

1. Performs Underwriting duties, particularly regarding new business, including:

a. Reviews and evaluates insurance applications within defined authority.  Approves, modifies or declines risks.

b. Communicates with agents and internal staff to collect necessary information to perform risk assessment.

c. Determines need for placement of reinsurance, if necessary.

d. Maintains profitable business in territory through proper selection, pricing, and monitoring of business.

e. Maintains thorough and complete file documentation, logically outlining details and account decisions.

f. Knows and applies underwriting concepts including risk selection, exposure and hazard identification and control, coverage implications, and loss analysis

g. Understands pricing components and rating methodology and correlates pricing to exposure

h. Asks key questions to ascertain the full scope of operations, the key exposures and needed controls

2. Responsible for agency management and customer relations within assigned territory, including:

a. Identifies, solicits, and recommends the appointment of new agencies; evaluates and recommends the rehabilitation or termination of existing agencies.

b. Regularly visits agencies within field center and maintains liaison between company and agency staff. Demonstrates in-depth knowledge of Frankenmuth’s products and appetite

c. Trains agency staff on company philosophy, systems, products, policies and procedures.

d. Establishes, implements and monitors annual agency plans

e. Assists agencies and the company in identifying and exploiting markets for company products. Utilizes market and competitor information to enhance agent relationships

f. Assists with events including round table meetings, training and agency appreciation events

g. Prioritizes and develops effective relationship management to build trust, facilitate negotiation, and secure commitment in order to improve results

h. Responds to producer needs in a timely manner

i. Involves other internal business partners (Underwriting, Claims, Loss Control, Premium Audit, Billing, etc.) in the prospecting, underwriting, and servicing the account. Also facilitates the resolution of any issues between the agency and the company

3. Manages territory portfolio, including:

a. Oversees assigned portfolio to achieve gross written premium, profitability, rate, retention, new business, industry and line of business mix

b. Develops an understanding of various financial reporting information and insurance performance measures in the management of risks.

c. Demonstrates an understanding of the market factors that can affect pricing (i.e. distribution channels, competition, organization’s growth/ profit strategy, regulation, reinsurance costs, etc.).

d. Analyzes quality, volume, mix of business and profit for assigned producers. Identifies trends in submission activity and works with them to meet production targets as established.

e. Displays confidence in negotiating terms, conditions and pricing, and finds creative solutions to write business as the need arises.

f. Possesses and demonstrates advanced understanding of agency dynamics; utilizes the appropriate decision makers within each agency to accomplish the company goals for New Business production and Renewal retention

4. May provide leadership to junior staff by assigning tasks, training and providing guidance. May provide input to management regarding junior staff performance.

5. Performs other duties as assigned. 

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education/Experience:

Level 7:   More than 10 years related experience and/or training; or bachelor’s degree (B.A.) or equivalent; or equivalent combination of education and related experience/training.

Certificates, Designations and Licenses:

CPCU preferred