Regional Distribution Director, Specialty Insurance

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 Specialty team is currently seeking a Regional Distribution Manager or Regional Distribution Director in the Carolinas.

This is a Hybrid full time exempt role. 

Position Overview/Summary:

The Regional Distribution Manager/Director is the business development leader of our Specialty Insurance segment in their given territory. The incumbent is responsible for collaborative development and implementation, and execution of strategic direction, production goals and operational objectives for distribution sources and field network partners. May lead, manage and direct business distribution staff on marketing objectives, programs and procedures to promote profitable new sales growth. Drive the development of business opportunities and partnerships within the business segment, field teams, and with our Agent Partners.

Responsibilities/Essential Functions:

• Identifies new business development opportunities, deepening relevancy with Target Agents, and expanding distribution through Specialty focused agents to achieve target specialty returns.
• Collaborates closely with Regional Vice Presidents to own and develop the distribution strategies for assigned region.
• Segments existing agents and field territories, and allocated resources accordingly, with specific focus on target agent partners.
• Establishes agent and local office development plans, monitors results and takes appropriate action.
• Develops production goals for existing target agents and may assist the Regional Distribution Managers and local office leadership in negotiating production commitments.
• Organizes sales meetings, sales contests and incentive programs to stimulate growth.
• May identify training needs of agents and local office staff and helps develop and implement appropriate training programs.
• Assembles competitive data and intelligence and provides feedback to business unit leader and appropriate underwriting and loss control partners to address product and pricing needs.
• Analyzes management reports and takes appropriate action to assure production momentum and profitability.
• Designs and implements regional and branch specific marketing strategic and operational plans including participation in general business pricing strategy decisions.
• Works in conjunction with local office leadership to develop and manage a stable of target agents in each territory ensuring that the relationship and yield from each target agent remains productive.
• Interfaces with RP and RVP and other business unit leaders on territory and cross-business issues along with maintaining regular contact with all target agent partners and field leadership

Key Measures of Success:

• Achievement of Regional business objectives:
  • Achieve top line specialty new business goals
  • Identify specialty consolidation opportunities
  • Large account pipelining
  • Drive increased utilization of our specialty products that can be quoted online through TAP Sales
  • Prospect new relationships that have outsized specialty opportunities  
• Agency management metrics (development of target agents, management of key target agent sources top ensure behaviors consistent with target agent status, terminations and additions to target agent ranks, etc.)
• Service and quality metrics

Required Skills & Experience and Competencies:

• Bachelor’s Degree or Higher. Industry Designations (CIC,CRM, RPLU, CPCU) Preferred
• 5 - 10 years Commercial Lines Business Development/Sales Management experience required, Professional Lines or Property & Casualty experience preferred for corresponding business line
• Proven track record of achieving goals/objectives and development of territorial business plans and supporting initiatives
• Proven ability to effectively manage and balance multiple sales priorities in a dynamic and very fast-paced environment
• Strong collaboration and influence skills, particularly with field leadership, agency decision makers and key stakeholders, as this role will be working across multiple branches and/or regions
• Excellent communication and negotiation skills are essential including interpersonal interactions, presentations, and written communications, including impeccable follow through
• Consistently demonstrates exceptional business acumen and functional knowledge of product offerings, technologies, distribution channels and service strategies, as appropriate.
• Project/Program Management – understands the principles, theories, practices, and techniques involved in planning, managing, and implementing projects and programs.
• Proficient with Microsoft Office
• Ability to travel frequently (~50% overall; mix of day/overnight travel dependent on territory)

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: HRServices@hanover.com and include the link of the job posting in which you are interested.

Privacy Policy:

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