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Zenith Insurance Company (United States) · 2 days ago

Director-Territory Mktg

United States

Full-time

Remote

Senior Level, Lead/Staff

$129K/yr - $162K/yr

10+ years exp

Zenith Insurance Company is a team of Workers' Compensation Specialists committed to helping businesses succeed. The Director of Territory Marketing will manage regional agents and brokers, develop strategic marketing plans, and lead sales efforts to drive growth and enhance customer experience.

Financial ServicesInsurance

Responsibilities

Responsible for managing a targeted group of regional agents/national brokers and/or assigned large accounts

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

Works with assigned agents/brokers to develop a flow of qualified business

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

Serves as our lead salesperson for targeted key account prospects and select key account renewals

Has a full understanding of risk financing alternatives such as retros, large deductibles, captives, and self-insurance

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

Assess and develop a strategic marketing plan for assigned area of responsibility

Evaluate and execute on opportunities and challenges for profitable growth

Understand the profile, book, sales approach, capabilities, competition and key players for each assigned agency/broker

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

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

Develop and work a pipeline of prospects and opportunities

Develop large account/program prospects

Train assigned agents/brokers on our systems, tools, and processes

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

Facilitate early engagement with targeted new and renewal accounts

Work with our agents to sell 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

Coordinates all aspects of the point of sale and ensures Zenith’s value proposition is clearly communicated and understood by the producer and policyholder

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 products and services to serve agent and policyholder needs and improve our success ratios

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

Develop and conduct 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 our products, sales and marketing materials

Work with Underwriting, Marketing, and National Marketing & Communications on development

Advance Teamwork, Relationships, and the Customer Experience

Regularly meet with agents and policyholders to discuss overall service and ensure Zenith understands the customer’s operations, risks and needs

Works closely with internal departments to resolve any roadblocks in service and ease of doing business

Actively support underwriting and other departments in generating agency cooperation to resolve policyholder issues

Develop deep and productive relationships with our agents/brokers and key accounts

Develop opportunities to introduce and facilitate relationship building between our agents/policyholders and assigned Zenith staff and management

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

Qualification

Insurance industry experienceWorkers compensation knowledgeRisk financing alternativesSales leadershipStrategic marketing planningCommunicationPublic presentation skillsTeam player

Required

10+ years Insurance industry progressively responsible experience including experience in the workers compensation product line and knowledge of underwriting and risk financing alternatives required

High School Diploma Or equivalent required

Bachelor's Degree or equivalent combination of training/experience required

Proven leadership and sales skills

Proven strategic skills

Demonstrated history of high level outcomes

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

Preferred

Preference given to leadership experience preferred

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