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Zenith Insurance Company (United States) · 6 hours ago

Sr Territorial Marketing Manager - Workers' Compensation

Itasca, IL

Full-time

Onsite

Senior Level

$111K/yr - $139K/yr

7+ years exp

Zenith Insurance Company is seeking a Sr Territorial Marketing Manager for their Midwest Territory, primarily in Chicagoland. This role involves developing and managing the distribution force, training agents, and leading the sales process to ensure profitable growth and enhance customer experience.

Financial ServicesInsurance

Responsibilities

Responsible for developing and managing the distribution force for an assigned territory

This includes agency prospecting, appointments, relationship management, and termination if necessary

Trains agents on Zenith as a market including our underwriting appetite, capabilities, advantages, products and services

Works with agents to shape the flow of submissions to ensure acceptable hit ratios and an efficient relationship

Leads the sales process on new and renewal business working collaboratively with underwriting and other departments

Supports the company’s pricing and selection disciplines

Actively seeks opportunities for profitable growth and a better customer experience

Monitors the competition

Builds and broadens relationships between Zenith and our agents and policyholders

The essential functions of this position include, but are not limited to, the following: Distribution Management:

Role is to manage assigned agents/territory (tactical) with some additional leadership expectations (strategic)

Assess assigned territory to uncover opportunities and challenges for profitable growth

Develop a strategic plan for the territory working with regional management

Know the assigned territory and ensure the right agency representation through prospecting, appointments and terminations

Develop a territory of agents that can and will position Zenith to write profitable business and has a policyholder base that will appreciate our value proposition

Develop and maintain knowledge of the profile, book, sales approach, capabilities, competition and key players in each appointed agency

Manage the assigned agencies working with marketing leadership and through our agency management process

Develop effective and profitable relationships through business planning, visibility, quality interaction, education, and relationship building

Ensure follow through on commitments made by the agent and Zenith

Ensure appropriate agency administration for assigned territory including contracts, coding, tiering, compensation, and contact information

Sales Leadership:

Work with assigned agents to develop a flow of qualified business

Develop and work a pipeline of individual prospects, niches, and books of business

Prequalify submissions

Promote our small business plan

Train agents on our systems, tools, and processes

Lead the sales process working collaboratively with management, the underwriters and other departments to drive the acquisition and retention of desirable business

Ensure that Zenith is positioned as the market of choice with our agents and identified prospects/renewals

Encourage early engagement with targeted new and renewal accounts

Assist our agents in selling the value of our programs and services including joint presentations to policyholders

Help to resolve any customer or service issues that are a barrier to a successful sales outcome

Track agency performance and outcomes and make adjustments as necessary to agency plans to ensure mutually profitable, significant and efficient relationships

Develop competitive intelligence for the local marketplace so we can optimally position our strengths to serve agent and policyholder needs and improve our success ratios

Advance the Zenith Brand:

Educate assigned agents on Zenith’s products and capabilities and teach them how to effectively sell our brand

Promote the benefits of the Zenith Difference and our value proposition

Work with management to conduct new agency orientations, specific agency training, and joint sales calls

Target next generation producers and agency staff

Promote the Zenith brand through industry, agency, and policyholder/association events

Promote new or more advanced ideas for sales or marketing materials

Work with National Marketing & Communications on development

Advance Teamwork, Relationships, and the Customer Experience

Seek opportunities to improve the agency/policyholder experience with Zenith including identifying and helping to resolve any roadblocks in service and ease of doing business

Participate in the regional account management process (LAMA) and actively support underwriting and other departments in generating agency cooperation to resolve policyholder issues

Develop deep and productive relationships with our agents, policyholders and targeted associations

Look for opportunities to introduce and facilitate relationship building between our agents/policyholders and key Zenith staff and management

Develop a strong, collaborative relationship with underwriting and the other departments

Apply principles of logical thinking to define problems, collect data, establish facts, and draw valid conclusions

Work productively and harmoniously with others on a consistent basis

Respond positively to direction and feedback on performance

Consistently maintain professional and appropriate demeanor

Perform other duties/projects as assigned

Qualification

Workers Compensation UnderwritingSales LeadershipStrategic PlanningInsurance Industry ExperienceInfluence ManagementCommunicationPublic PresentationsTeam PlayerPositive AttitudeRelationship Building

Required

Bachelor's degree

Minimum 7 - 10 years insurance industry experience including a working knowledge of workers compensation underwriting

Proven leadership and sales skills

Proven strategic and tactical execution capabilities

Demonstrated influence management skills

Excellent communication skills

Ability to present ideas effectively in formal and informal situations; conveying thoughts clearly and concisely

Must be comfortable making public presentations

Maintain an upbeat, positive and enthusiastic attitude daily

Team Player

Valid Drivers' License in good standing

Benefits

Medical, Dental and Vision Insurance

Flexible Spending Accounts

Paid Parental Leave

Life, AD&D and Disability Insurance

401(k), Employee Share Purchase Plan (ESPP)

Education and Training Reimbursement

Paid Leave: 3 weeks/year Vacation, 2 weeks/year Sick Leave

10 paid Company Holidays, 2 Personal Days, 2 Floating Holidays

Employee Assistance Program (EAP)

Company

Zenith Insurance Company (United States)

Zenith is the premier specialist in workers’ compensation nationally, and a leader in property and casualty insurance for the California agriculture industry.

Founded in 1949

Woodland Hills, California, USA

1001-5000 employees