Territory Sales Manager, Commercial Trucking

This is a fully remote position, open to applicants in Michigan.

📋 Description

• We are looking for a Territory Sales Manager in the Commercial Trucking sector, responsible for enhancing agency relationships to boost the profitability of GEICO and its affiliated products within a designated area.

• Under general supervision, you will be tasked with increasing revenue by managing 120-150 truck and commercial specialist accounts within your territory.

• You will develop, test, and implement best practices and processes to enhance proficiency in field and call sales resources.

• The role involves prospecting, interviewing, and approving new appointments to broaden GEICO’s agency distribution.

• You will manage agents within your designated territory through in-person meetings, virtual sessions, phone calls, and emails to foster relationships, provide training, and oversee agency performance.

• You will apply the policies and procedures of the agency program effectively.

• Analyzing the territory is essential to determine where to allocate time and resources, enabling you to detail and execute a strategic plan aimed at achieving growth and profitability objectives.

• You will leverage your understanding of Commercial Insurance, including the Company’s commercial products, competitive positioning, industry trends, sales tools, and agency technology, to craft and deliver impactful sales calls that assist agencies in solving issues and enhancing their revenue by increasing the Company's value.

• Preparation and documentation of effective pre-call strategies are crucial, along with identifying new opportunities to support agencies in growing their Company-written premium and properly documenting each sales call and agency strategy that supports the sales process.

• Collaborating with product management to pinpoint new opportunities is a key responsibility.

• You will gather and provide competitive intelligence on strategies to enhance our position within the industry.

• Documenting optimal processes for prospecting, qualifying, and onboarding new commercial agencies will help expand the Company’s agency distribution network.

• You will also document the most effective training processes for principals, agents, and representatives to enhance their understanding and preference for Company products and processes, offering feedback on competitive comparisons to the product and strategy teams when applicable.

• Monitoring agent performance against action plans, identifying required actions, and taking necessary steps to assist our partners (employees and agents) in growing their businesses with the Company is critical.

• You will create and present annual and semi-annual sales plans, along with regular updates and reports to leadership to aid in strategic reporting.

• Engaging with key state and industry association groups to explore growth initiatives in both new and existing states will be part of your role.

• You will develop onboarding, training, and development plans (including mentoring) for new Company sales teams and sales process teams.

⛳️ Requirements

• A minimum of 2-3 years of experience working with Independent Agents is required.

• The ability to follow complex instructions, resolve conflicts, facilitate conflict resolution, and demonstrate strong organizational and priority-setting skills is essential.

• Multi-tasking capabilities are a must.

• You should be able to learn and apply substantial amounts of technical and procedural information.

• Previous experience in driving sales results is necessary.

• Experience working with various lines of insurance (P&C, Commercial, Life/Health) is a plus.

• You must be able to perform essential functions, with or without accommodation, which include, but are not limited to, seeing, hearing, typing, and speaking.

• Clear, empathetic, and professional communication via phone is required.

• Adherence to the GEICO Code of Conduct, as well as company policies and operating principles, is mandatory.

• Compliance with GEICO’s driving standards and/or policy is essential.

• Meeting attendance standards at the business location is necessary to perform required job functions and facilitate interactions with subordinates and management.

• A valid driver’s license and auto insurance are required.

🏝️ Benefits

• A comprehensive Total Rewards program that provides personalized coverage tailored for you and your family’s overall well-being.

• Financial benefits including competitive compensation, a 401K savings plan that is vested from day one with a 6% match, performance and recognition-based incentives, and tuition assistance.

• Access to additional benefits such as mental healthcare, fertility, and adoption assistance.

• Support for flexibility—We offer workplace flexibility and our GEICO Flex program, allowing the ability to work from anywhere in the US for up to four weeks per year.