Regional Sales Manager Workers' Compensation

Revised Job Description

Regional Territory Manager/Agency Relationship Manager (ARM)

The Agency Relationship Manager (ARM) is responsible for building and maintaining strong, productive relationships with Trean’s agency partners, driving new business, and developing new agency appointments. Reporting to the Regional Vice President, this role leads marketing efforts to generate new business for mono-line workers’ compensation coverage and retain existing accounts within Trean’s SE or SW territory. As the primary liaison for both new and established agencies, the ARM supports business development and retention by delivering personalized solutions and insights through meaningful interactions, including in-person and virtual meetings, corporate events, and industry tradeshows and conferences.

Key Responsibilities

Relationship Management:

• Develop and maintain relationships with Trean’s agency partners to foster mutual growth and success.
• Act as the primary point of contact for assigned agencies, addressing inquiries, resolving issues, and ensuring satisfaction.
• Conduct regular meetings with agency partners, both virtually and in person, to review performance, address business needs, and identify growth opportunities.
• Regularly review production for each agency within a designated territory to manage positive and productive relationships.

Strategic Support:

• Collaborate with agency partners to understand their business goals and develop tailored strategies to meet those objectives.
• Provide guidance and recommendations on best practices, tools, and resources that align with company standards and drive agency success.
• Stay informed of market trends, governing rules, and regulations, effectively communicating relevant insights to agencies.
• Perform other activities, duties and assignments as needed or requested.

Performance Tracking and Reporting:

• Monitor agency performance metrics, including new business production, renewal retention, loss ratios, and other quality measures.
• Work with agencies to implement action plans that enhance productivity, sales, and client satisfaction.
• Prepare reports for Management including but not limited to quarterly and annual performance reviews for each agency partner.
• Document sales activities in Salesforce or a similar CRM platform.

Sales and Business Development:

• Identify and capitalize on opportunities to grow market share within the agency network and recognize sales opportunities, diligently following up on quoted business.
• Support agencies in sales initiatives by providing access to marketing materials, product knowledge, and training resources.
• Manage new agency appointments and terminations as necessary.
• Partner closely with corporate marketing to ensure consistency in key messaging, support broader brand objectives, and identify marketing opportunities through new business wins and testimonials.

Training and Development:

• Organize and lead training sessions and workshops that empower agency partners to effectively deliver Trean’s services and solutions while enhancing their product knowledge.

Market Knowledge and Industry Engagement:

• Maintain current knowledge of the workers’ compensation appetite in a designated region and communicate it to agencies to facilitate quotable new business submissions.
• Coordinate and attend various industry functions, including organizing specific agency events and tradeshows.

Key Requirements & Qualifications

Education & Experience: Bachelor’s degree in insurance, risk management or related field; or 3-5 years in account management, sales, or business development in insurance, financial services, or related industry.

Location:

• Southwest Territory: Arizona resident preferred
• Southeast Territory: Midwest or Southeast resident preferred

Skills:

• Strong interpersonal and communication skills with the ability to build rapport and maintain lasting relationships.
• Analytical mindset, able to assess performance data and develop strategic action plans.
• Proficiency in CRM software such as Salesforce and managing spreadsheets in software such as Microsoft Excel.
• Must be able to travel up to 50% of the time to agency locations as required.

Personal Attributes:

• Driven and self-motivated, with a passion for helping others succeed.
• Solution-oriented with strong problem-solving skills.
• Detail-oriented with excellent organizational and time-management abilities.

This role is eligible for remote or hybrid work arrangements and requires the ability to travel to agency locations as needed, up to 50% of the time.

Salary Description

$60,000 - $80,000