Small Business Territorial Marketing Consultant

Zenith Insurance Company is seeking a Small Business Territorial Marketing Consultant to manage the distribution force for an assigned territory. The role involves agency prospecting, relationship management, and collaborating with agents to drive profitable growth and enhance customer experience.

Responsibilities

• Responsible for managing the distribution force for an assigned territory under the direction of the Regional Marketing Officer
• 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
• Participates in 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 our agents and policyholders
• Role is assisting/participating in agency/territory management
• Participate in development and execution of regional distribution strategy
• Assess assigned territory with marketing leadership to uncover the opportunities and challenges for profitable growth
• Learn 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
• 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 working with underwriting
• Promote our small business plan
• Train agents on our systems, tools, and processes
• Participate in the sales process working collaboratively with management, the underwriters and other departments to drive the acquisition and retention of desirable business
• Learn how to position Zenith 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
• 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
• 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

Skills

• High School Diploma Or equivalent required
• Bachelor's Degree or equivalent combination of training/experience required
• 1+ years year insurance industry experience (claims, underwriting, policy operations, etc.) required with preference for workers' compensation insurance experience required
• 1+ years Sales industry and/or customer facing experience including maintaining and growing a book of business. Need not be in the insurance industry required
• 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
• Willingness to learn and be coachable
• A great self-starter
• Consistently maintain professional and appropriate demeanor
• Valid Driver's 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 Overview