Territory Manager, Field - West Coast
Department:
DistributionJob Description:
The Field Territory Manager is a strategic distribution leader responsible for driving profitable growth, expanding market presence, strengthening agency relationships, and executing territory strategies within an assigned geographic region.
As the primary field-facing representative of GuideOne, the Territory Manager develops and manages high-value agency partnerships, identifies growth opportunities, influences production results, and drives agency engagement across targeted market segments. This role works collaboratively with Underwriting, Marketing, Product, and Distribution leadership to expand distribution, increase submission activity, improve profitability, and position GuideOne as a preferred carrier.
The successful candidate combines strong insurance expertise, consultative sales skills, analytical thinking, and relationship management capabilities to deliver sustainable growth and exceptional agency experiences.
Accountabilities:
Agency Relationship Management
Serve as the primary relationship leader for assigned agency and distribution partners.
Develop executive-level relationships with agency principals, producers, and decisionmakers.
Conduct regular agency business reviews focused on production, profitability, and growth opportunities.
Maintain a strong field presence through in-person agency visits, virtual meetings, conferences, and industry events.
Position GuideOne as a preferred carrier through proactive engagement and exceptional responsiveness.
Deliver education, training, and market insights that help agencies grow their business with GuideOne.
Lead agency engagement strategies utilizing segmentation and growth potential analysis.
Strategic Distribution Territory Management
Develop and execute comprehensive territory business plans that align with corporate growth, profitability, market expansion, and distribution objectives.
Drive profitable premium growth by developing and managing strategic relationships with agencies, brokers, wholesalers, aggregators, and other distribution partners.
Identify and capitalize on market opportunities through competitive analysis, agency intelligence, emerging distribution channels, and evolving marketplace trends.
Build, cultivate, and optimize a high-performing distribution network through agency recruitment, onboarding, development, engagement, and succession planning.
Lead agency segmentation strategies and prioritize resources to maximize growth potential, profitability, and return on investment.
Partner with agency leadership to develop and execute joint business plans, production goals, pipeline development strategies, and market growth initiatives.
Serve as a trusted advisor to agency executives by delivering market insights, strategic recommendations, and consultative solutions that drive mutual success.
Utilize CRM platforms, agency scorecards, analytics, and reporting tools to evaluate performance, identify opportunities, and guide strategic decision-making.
Monitor and manage key performance indicators including premium growth, submission volume, hit ratios, retention, profitability, agency engagement, and pipeline development.
Conduct regular business reviews with strategic distribution partners to assess performance, identify growth opportunities, and ensure alignment with organizational goals.
Develop and implement action plans to improve performance, strengthen agency engagement, and optimize territory results, including recommendations for agency appointments, expansion, consolidation, or termination when appropriate.
Collaborate with underwriting, marketing, product, and other business partners to execute coordinated territory strategies and enhance GuideOne's position as a preferred carrier.
Provide leadership with actionable marketplace intelligence regarding competitor activity, agency consolidations, underwriting trends, producer movement, and emerging opportunities that impact territory performance.
Develop annual territory assessments and strategic recommendations that support long-term growth, profitability, and distribution effectiveness.
Underwriting Support
Collaborate closely with underwriting partners to drive profitable growth.
Support agency and underwriting discussions regarding appetite, risk selection, pricing strategy, and account retention.
Partner on pipeline management, large account opportunities, and renewal strategies.
Provide market intelligence that supports underwriting decisions and portfolio performance.
Advocate for agency and customer needs while maintaining underwriting discipline and profitability objectives.
Qualifications:
Bachelor’s degree or equivalent experience required.
Must possess and maintain a valid driver’s license and meet the company’s requirements for operating a company-provided vehicle, including maintaining an acceptable driving record.
Ability to travel approximately two to three weeks per month, primarily for agency visits.
Professional designations (CIC, CPCU, ARM, P&C License) preferred.
In-depth knowledge of commercial insurance, preferably in non-profit, education, religious institutions, and small business niches.
Demonstrated success in meeting business and profitability goals.
Excellent communication, negotiation, and presentation skills.
Strong analytical skills and proficiency in Microsoft Office and CRM tools.
Ability to work independently, manage time effectively, and adapt to change.
Willingness to travel overnight as needed.
Pay Range:
Anticipated Hiring Range:
$110,000 - $155,000 annual base salary depending on experience, qualifications, and geographic location
$120,000 - $175,000 annual base salary depending on experience, qualifications, and geographic location in CA, CT, MA, NJ, NY, and PA
Benefits:
We are proud to offer our full-time regular employees a robust benefits suite that includes:
Competitive base salary plus incentive plans for eligible team members
401(K) retirement plan that includes a company match of up to 6% of your eligible salary
Free basic life and AD&D, long-term disability and short-term disability insurance
Medical, dental and vision plans to meet your unique healthcare needs
Wellness incentives
Generous time off program that includes personal, holiday and volunteer paid time off
Flexible work schedules and hybrid/remote options for eligible positions
Educational assistance
Equal Opportunity Employer
The Mutual Group is an Equal Opportunity Employer. It is our policy to recruit, hire, train and promote individuals in all job classifications without regard to race, color, religion, sex, national origin, age, veteran status, disability, sexual orientation, gender identity or any other characteristic protected by law.
Know Your Rights: Workplace Discrimination is Illegal
Your Rights Under USERRA
Applicants requiring a reasonable accommodation due to a disability at any stage of the employment application process should contact Talent@themutualgroup.com.
Employment Verification
The Mutual Group participates in the E-Verify program and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. You are protected from employment discrimination based on your citizenship status and national origin.
E-Verify Program Overview
E-Verify Participation Poster
All offers of employment are contingent upon the successful completion of a background check.
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