Farm Territory Manager

Pay Philosophy

The typical starting salary range for this role is determined by a number of factors including skills, experience, education, certifications and location.

The full salary range for this role reflects the competitive labor market value for all employees in these positions across the national market and provides an opportunity to progress as employees grow and develop within the role.

Some roles at Liberty Mutual have a corresponding compensation plan which may include commission and / or bonus earnings at rates that vary based on multiple factors set forth in the compensation plan for the role.

Description

JOB SUMMARY

Owns and manages an assigned territory of agencies who focus on farm and ranch, driving profitable premium growth to achieve financial and operational goals.

Under limited supervision, manages broad and diverse agency partnerships, handling assigned agencies across the Northwest Region (ID / MT / OR / WA), and optimizing territory performance.

Creates, implements and executes territory and agency strategies to achieve goals utilizing all company programs, tools and resources while collaborating with internal business partners.

Conducts agency outreach through a combination of in-person visits, virtual visits (supplemented by audio or video conferences), email and other digital media.

In support of the region, assists in the development and execution of our farm strategy, to include marketing, communications, internal and external training, and collaboration with underwriting to ensure an appropriate mix of new and renewal business.

Line of business emphasis on farm and ranch, working across a wide breadth of commercial products, coverages and market appetite.

Works closely with agents and brokers to drive flow of small commercial business. Balances engagement with agents and brokers to secure larger targeted accounts and managing account pipeline end-to-end.

Manages renewal processes and works across multiple underwriting segments.

JOB RESPONSIBILITIES

• Owns and manages assigned territory driving profitable growth to achieve financial and operational targets.
• Leads assigned geographical territory and agency management processes (e.g. Agency prospecting, business planning, engagement, training, compensation, plant optimization, etc).
• Independently builds and cultivates mutually beneficial agency partnerships in person with agency ownership, management and frontline staff.

Establishes position as a trusted advisor while delivering product, underwriting philosophy, appetite and system training, support retention and new business development to increase depth and maximize agency revenue

Creates, maintains, and executes high-quality agency strategies and plans to achieve direct written premium, profit and new business goals.

Plans include strategic and tactical components and are aligned with key Personal Lines or Commercial Lines business strategies including carrier consolidation (book transfer), agency plant expansion, service center support and new product / program rollout support.

Under limited supervision, drives and ensures quality of new business flow, appropriate book mix, and overall risk management of both individual agency books and overall assigned territory.

Provides appetite and target market clarity, identifies and addresses profit or quality of business concerns to ensure profitability across territory.

Leads, collaborates with, influences and supports internal business partners (underwriting / product management / claims / risk control) to identify and capitalize on opportunities, solve problems, share key competitor and industry intel and provide voice of our agent / customer.

Collaborates with Personal Lines or Commercial Lines counterparts to effectively partner with shared agency assignments.

• Strategically utilizes internal and external programs and tools designed to support the Independent Agent channel and Senior Territory Manager agency management including all Marketing and Development programs, business development tools and internal production / profitability data and analysis.
• Provides leadership and mentoring for other team members, guidance on agency initiatives, and contributes ideas for continuous improvement.

PREPARATION, TRAINING & EXPERIENCE

Bachelor s Degree or equivalent industry experience.

AFIS designation strongly preferred.

Minimum six years of experience in insurance sales, marketing, underwriting, or management, or equivalent experience in the farm / ranch / agriculture sector.

Advanced knowledge of company services, products, marketing techniques, insurance contracts, risk funding and rating plans, and industry trends.

Proven track record of revenue growth and sales success in a prior role.

Proven success in developing and building partnerships, decision making and problem solving.

Advanced knowledge of the business, with an emphasis on farm and ranch sales and / or underwriting, and to include production management, claims, loss prevention, administration, sales operations and agency business operations.

Highly effective written and oral communication skills, including presentation, persuasion, timing, tact and negotiation skills.

High degree of customer focus, interpersonal relationship skills and problem solving.

Advanced analytical thinking, business analytics and business development skills.

Strong time management and team orientation skills.

Well versed understanding of marketing principles.

Ability to travel daily, incl overnight travel as the role requires (approx 25%)

Appropriate driving record required to operate a company vehicle.

Qualifications

• Bachelor s degree and 5 years plus sales / insurance industry experience strongly preferred or combination of high school education and experience required
• Self-motivated and driven by results
• Ability to effectively manage a territory of agency partner accounts and leverage profitable growth
• Demonstrated ability to work independently
• Ability to travel extensively throughout a defined territory may be required
• Limited national travel
• Excellent skills in relationship building, negotiation, coaching, overcoming barriers, and capitalizing on growth opportunities
• CPCU, CIC, M
• A, other continued education and industry designations a plus

About Us

At Liberty Mutual, our purpose is to help people embrace today and confidently pursue tomorrow. That's why we provide an environment focused on openness, inclusion, trust and respect.

Here, you'll discover our expansive range of roles, and a workplace where we aim to help turn your passion into a rewarding profession.

Liberty Mutual has proudly been recognized as a "Great Place to Work" by Great Place to Work® US for the past several years.

We were also selected as one of the "100 Best Places to Work in IT" on IDG's Insider Pro and Computerworld's 2020 list. For many years running, we have been named by Forbes as one of America's Best Employers for Women and one of America's Best Employers for New Graduates as well as one of America's Best Employers for Diversity.

To learn more about our commitment to diversity and inclusion please visit : https : / / jobs.libertymutualgroup.com / diversity-inclusion

We value your hard work, integrity and commitment to make things better, and we put people first by offering you benefits that support your life and well-being.

To learn more about our benefit offerings please visit : https : / / LMI.co / Benefits

Liberty Mutual is an equal opportunity employer. We will not tolerate discrimination on the basis of race, color, national origin, sex, sexual orientation, gender identity, religion, age, disability, veteran's status, pregnancy, genetic information or on any basis prohibited by federal, state or local law.