Sr Territorial Marketing Manager

Strategic Territory Management Role

Fully remote position servicing the Eastern Pennsylvania/Greater Philadelphia territory. Develop and manage a distribution force, prospecting agencies, managing relationships, and terminating contracts as necessary. Train agents on Zenith's market, underwriting appetite, capabilities, advantages, products, and services. Collaborate with agents to optimize submission flow, ensuring acceptable hit ratios and efficient relationships.

The key responsibilities include

• Manage assigned agents and territories, with leadership expectations.
• Assess territories to identify opportunities and challenges for profitable growth.
• Develop strategic plans for territories, working with regional management. Know the assigned territory and ensure proper agency representation through prospecting, appointments, and terminations.
• Develop a territory of agents that can write profitable business and has a policyholder base appreciating Zenith's value proposition.
• Develop and maintain knowledge of agency profiles, books, sales approaches, capabilities, competition, and key players.
• Manage assigned agencies, working with marketing leadership and through our agency management process.
• Build effective and profitable relationships through business planning, visibility, quality interaction, education, and relationship building.
• Ensure follow-through on commitments made by agents and Zenith.
• Administer agency management for assigned territories, including contracts, coding, tiering, compensation, and contact information.

Sales Leadership

• Work with assigned agents to develop qualified business pipelines.
• Develop and work individual prospect, niche, and book pipelines. Prequalify submissions.
• Promote the small business plan.
• Train agents on systems, tools, and processes.
• Lead sales processes, collaborating with management, underwriters, and other departments to drive acquisition and retention.
• Position Zenith as the market of choice with agents and identified prospects/renewals.
• Encourage early engagement with targeted new and renewal accounts.
• Assist agents in selling value propositions, including joint presentations.
• Help resolve customer or service issues impacting sales outcomes.
• Track agency performance and adjust plans to ensure mutually profitable relationships.
• Develop competitive intelligence for local markets, positioning strengths to serve agent and policyholder needs.

Advance the Zenith Brand

• Educate agents on Zenith products, capabilities, and effective selling techniques.
• Promote benefits and value propositions.
• Conduct agency orientations, training sessions, and joint sales calls.
• Target next-generation producers and staff.
• Promote brand awareness through industry events, associations, and policyholder connections.
• Promote innovative ideas for sales and marketing materials.
• Collaborate on national marketing and communications initiatives.
• Improve agency/policyholder experiences with Zenith, identifying and resolving roadblocks.
• Participate in regional account management and support underwriting/cooperation.
• Develop strong relationships with agents, policyholders, and targeted associations.
• Facilitate introductions between agents/policyholders and key Zenith staff/management.
• Collaborate with underwriting and departments, applying logical thinking to define problems, collect data, establish facts, and draw conclusions.
• Work harmoniously with others, responding positively to direction and feedback.
• Maintain professional demeanor, performing additional duties as assigned.