Middle Market Territory Underwriting Manager

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 Middle Market team is currently seeking a Territory Underwriting Manager in our Colorado or Utah  territory.  This is a full time, exempt role.  Position is eligible for Hybrid or Remote work arrangement.

POSITION OVERVIEW:

Responsible for leading a branch to achieve near and long-term business objectives. Develops and implements regional sales and distribution strategies based on current trends, underwriting results, opportunities, and directives. Manages and coaches Underwriters in assigned territory to ensure the team meets production, profitability, and service goals with support and guidance from regional leadership. Operates with a franchise perspective to identify enhanced sell opportunities and create growth within other lines of business and customer segments. Supports development and execution of the PDI (Portfolio, Distribution, Infrastructure) plan for the branch.

Will maintain an agency assignment and responsible for identifying, soliciting, underwriting, and selling new Middle Market accounts that drive profitable growth and align with appetite and mix goals. Apply advanced technical, sales and analytical skills to provide insurance solutions that help Hanover’s customers manage risk. Demonstrates a thorough understanding of Hanover’s strategies and appetites and will use internal and external data to make appropriate individual and portfolio risk decisions.  Operates within a broad Letter of Authority for all underwriting decisions and with limited direction.

IN THIS ROLE, YOU WILL:

Leadership & Coaching

• Managing, coaching, and mentoring a small group of underwriters within assigned territory to drive Underwriting actions towards our business objectives.In partnership with regional leadership provides ongoing team leadership including performance coaching, development, and engagement, recruiting, selection and progressive performance management if needed.
• Drives underwriting quality and adherence to corporate standards through account quality review process and branch reviews.
• Drives operational efficiency through execution of best practices, including but not limited to: maximizing productivity and managing service and quality.
• Contributes towards projects and conducts formal/informal training sessions in order to help elevate the level of underwriting expertise in the branch, region and department.

Technical Underwriting

• Knows and applies advanced underwriting concepts including risk selection, exposure and hazard identification and control, coverage implications, and loss analysis. Able to break down complex accounts and apply sound underwriting principles.
• Understands pricing components and rating methodology and correlates pricing to exposure, financial and competitive analysis.
• Uses all appropriate underwriting tools, disciplines and knowledge of strategies to ensure underwriting guidelines are followed. 
• Adheres to CAT guidelines and underwriting discipline to minimize exposure and appropriately price.
• Participates in referrals and consultations from UTs and UWs within assigned territory.
• Assesses underwriting skills of underwriters, collaborates with regional leadership to delegate underwriting authority based on demonstrated skills, and creates a plan to increase underwriting technical capabilities. Sales

Acumen & Customer Advocacy:

• Drives development and execution of specific branch and regional business plan strategies working with regional leadership.
• Can identify, solicit, pipeline, negotiate, and close accounts aligned with MM branch strategy. Ability to profile assigned agency plant and to strategically market our capabilities to agents.  
• Ability to uncover customer needs, position specific solutions, handles objections and close deals.
• In partnership with underwriting team, builds mutually beneficial business relationships that improve yield and retention ratios.
• Manages team and individual Territory Business Plans, monitors performance, adjusts plan to ensure a substantial pipeline for future profitable growth.
• Manage effective pipelining process through team coaching and individual pipeline, including utilization of Agency Insights information.
• Fosters collaboration with Industry Solutions partners to augment sales process through enhanced knowledge transfer, strategic producer visits/sales calls, and effective training sessions for both agents and customers.
• Makes sales presentations to agents and customers:
• Effectively utilize Claims, Risk Solutions and Operations to display service and/or technical expertise to build confidence in customers to further secure business opportunities.

Portfolio Management & Financial Acumen:

• Reviews key metrics and uncovers trends that may lead to new business opportunities with agents while achieving profitable growth in accordance with business strategies.
• Manages branch portfolio to achieve gross written premium, profitability, rate, retention, industry and LOB mix, new business and portfolio management goals.
• Supports regional leadership in development of the MM PDI.
• Demonstrates an understanding of the market factors and trends that can affect pricing (i.e. distribution channels, competition, organization’s growth/ profit strategy, regulation, reinsurance costs and branding).
• Prepares or analyzes information on adverse underwriting decisions, rate appeals, underwriting requirements, status and declinations to drive results within the assigned territory.
• Supports the implementation of profit improvement initiatives.

WHAT YOU NEED TO APPLY:

• Bachelor’s Degree or equivalent experience
• 7+ years Underwriting experience, with a minimum of 5 years of experience underwriting MM accounts
• 7+ years of experience driving Agency relationships resulting in profitable new and renewal business
• Ability to effectively coach and develop talent
• Communication (written and verbal) - Interacts and communicates with confidence with all levels of external and internal business partners. Able to influence desired outcomes to drive actions and

This job posting provides cursory examples of some of the job duties associated with this position.  The examples provided are not complete, and the position may entail other essential and job-related functions and responsibilities that employees will be required to perform. 

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.

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