Director – Territory Management

This is a fully remote position, open to applicants in Arizona, +17 more states.

📋 Description

• Lead, manage, mentor, and nurture Senior/Territory Managers.

• Ensure each Territory Manager develops a territory strategy and maintains a prioritized agency list.

• Oversee bound-premium and policy-count production goals across various territories.

• Create targets based on individual objectives, forecast performance, and address variances.

• Develop and enforce frameworks for agency prioritization and tiering.

• Equip agents with tools to analyze production trends effectively.

• Establish, uphold, and refine the Territory Manager playbook.

• Hold the team responsible for agency reintroduction, relationship development, production commitments, and HubSpot logging.

• Consolidate pipeline data, quoting trends, and bound premium figures across territories.

• Present territory performance against targets to leadership.

• Personally engage with key agencies alongside Territory Managers.

• Analyze competitive intelligence, pricing challenges, and product gaps for Branch stakeholders.

• Provide Territory Managers with presentation materials, guidance for handling objections, and knowledge of products/appetites.

• Onboard representatives lacking a P&C background and offer coaching through observation.

• Collaborate with Finance, Marketing, Product, Underwriting, and Operations teams.

• Define requirements for CRM, quoting workflow, and agency-facing tools.

• Spend significant time in the field with Territory Managers, including participating in agency visits and offering live coaching.

• Build and continuously enhance a new in-person field sales organization.

⛳️ Requirements

• 8+ years of experience in independent agency distribution, field sales, or similar B2B sales/business development roles.

• 4+ years of direct management experience with a quota-carrying field team.

• Proven accountability for channel, regional, or divisional targets.

• Experience in building or scaling a field team while maintaining clear performance standards.

• Proficiency in managing pipeline and forecasts using a CRM such as HubSpot.

• Capacity to understand a technical, regulated product well enough to educate others.

• Skill in developing team expertise in underwriting appetite, coverage levels, and product differentiators.

• P&C insurance experience is preferred but not mandatory.

• Experience in team building is preferred.

• Comfort operating on both strategic and tactical levels.

• Excellent communication and stakeholder management skills.

• Ability to convert field insights into actionable strategies.

• Must be authorized to work full-time in the United States.

• Employment visa sponsorship is not available.

• Willingness to travel up to 50% of working time across the contiguous United States.

🏝️ Benefits

• Above-market salary.

• Commitment to pay equity and transparency.

• Remote-first work environment.

• Work-from-home setup provided.

• Monthly internet reimbursement.

• Flexible YouTime off policy.

• $1,000 vacation benefit after the first year of employment.

• Employee stock options available for full-time employees.

• Comprehensive medical insurance.

• Vision insurance coverage.

• Dental insurance options.

• 401(k) retirement plan.

• 401(k) contribution matching.

• Annual BranchFest company event.

• Reasonable accommodations provided throughout the hiring process and in the role.