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, Sustainability initiatives and inclusive corporate culture.
Our Small Commercial department is seeking a Senior Small Commercial Sales Manager to join our growing team in Virgina.
This is a full time, exempt role
POSITION OVERVIEW:
Primary responsibility for driving small Commercial (BOP and <50K) policies new business flow in the agents offices through educating and working with account managers and communicating our risk appetite. Responsible for key agency relationship building, for those defined agents, and partners with our Specialty and Middle Market Underwriters to support growth and retention.
IN THIS ROLE, YOU WILL:
- Works with Account Managers to produce small commercial lines new business and drive flow.
- Able to bind small accounts in the agent's office if needed.
- Works with small commercial lines underwriting team to develop the targeted mix of business.
- Objectively considers issues and information, identifies alternatives, decides, and implements solution approaches to deliver services and provide value.
- Communicates ideas or positions in a persuasive manner that build support, agreement, or commitment.
- Takes actions that directly or indirectly influence others to create buy-in, gain trust, and motivate actions in others or win concessions without damaging relationships.
- Knowledge of negotiating techniques, subject matter, and strategy to obtain commitment, compromise or settlement in a way that promotes mutual goals or interests.
- Understands the importance of developing and maintaining cooperative relationships with others at all levels of the organization by making others feel their concerns and contributions are important.
- Builds positive relationships with others to accomplish organizational goals.
- Excited by challenging goals and a desire to exceed standards of excellence.
- Exhibits a true sense of competitiveness and a drive for results.
- Has a strong desire to win in the most challenging of circumstances, and the fortitude to take calculated risks to achieve personal objectives and goals, organization's standards, or current industry standards.
- Demonstrates sales and marketing techniques through effective relationship building.
- Able to influence producers/agents to sell desired product & services. Able to see the "big picture" and develops a strategy in support of it.
- Effectively plans and organizes their work to achieve desired outcomes.
- Demonstrates flexibility in applying different approaches to changing work demands. Is confident of own abilities to meet challenges and can maintain performance under stress.
- Knows and demonstrates the ability to apply fundamental underwriting concepts, practices and procedures; including knowledge of exposure/hazard identification and control.
- Displays knowledge of pricing practices and applications.
- For assigned lines of business, able to articulate and practice principles of good underwriting, within specific limits and authority. Demonstrates good understanding of regional goals.
- Stays current with industry information and local market trends.
KEY MEASURES OF SUCCESS:
- New business submission flow from targeted agents
- Growth and profit of entire small commercial team
- Mix of business
- Agency relationships.
WHAT YOU NEED TO APPLY:
- Bachelor's Degree
- 3-5+ years' Commercial Lines Underwriting and/or Marketing experience preferably with an established carrier.
- Well developed sales and marketing skills; proven track record for developing new business.
- Professional designation such as CPCU, CIC, etc., is a plus.
- Proficient with Microsoft Office Suite with the ability to learn internal Customer & Agency Account Management systems.
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:[email protected] and include the link of the job posting in which you are interested.
Privacy Policy:
To view our privacy policy and online privacy statement, click here.
Applicants who are California residents: To see the types of information we may collect from applicants and employees and how we use it, please click here.
Compensation:
The target hiring range for this role may vary based on geographic location and other factors, including merit or performance, demonstrated proficiency, skills for the role, education, travel requirements, and experience. Additional compensation may include an annual bonus (which could take the form of a general bonus, sales incentive, or short-term incentive), long-term incentive or spot recognition awards. The posted range reflects our ability to hire at different position titles and levels depending on background and experience.
Skills Required
- Bachelor's degree
- 3-5+ years of commercial lines underwriting and/or marketing experience, preferably with an established carrier
- Well-developed sales and marketing skills with a proven track record of developing new business
- Proficiency with Microsoft Office Suite and ability to learn internal customer and agency account management systems
- Professional designation such as CPCU or CIC
The Hanover Insurance Group Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about The Hanover Insurance Group and has not been reviewed or approved by The Hanover Insurance Group.
-
Healthcare Strength — Healthcare coverage is positioned as robust, spanning medical, dental, vision, life and disability options, alongside wellness supports like coaching and assistance programs. Access to added services such as health advocacy, flu shots, and location-specific on-site clinics appears to strengthen the overall package.
-
Retirement Support — Retirement benefits are described as strong, highlighted by a 401(k) match up to 6% and additional financial programs like profit sharing/pension options in some descriptions. An employee stock purchase discount and free financial planning are also presented as meaningful financial-security add-ons.
-
Leave & Time Off Breadth — Time-off benefits appear generous, with four weeks of PTO at hire, multiple holidays, and the ability to purchase additional PTO. Hybrid/flexible work arrangements are frequently presented as enhancing the overall value of total rewards.
The Hanover Insurance Group Insights
What We Do
The Hanover is a leading provider of property and casualty insurance in the United States. We’ve been named to Forbes’ list of “Best Mid-Size Employers” since 2015, and have more than 4,200 employees in 35 branch offices, covering more than two million individual and business policyholders. As an employer of choice, The Hanover provides a unique experience, combining a long, proud history of delivering its promises, and a forward-thinking, innovative culture mentality. At The Hanover, you will gain new experiences, expand your skill set, and build your career working for an industry leader and one of the fastest growing companies in the insurance industry. Our compensation and benefits programs are based on the strong belief that our people are our company's most valuable asset. We offer comprehensive benefits to help our team members stay healthy, build financial security, balance work and personal responsibilities, and achieve their professional goals.
