Territory Manager
Hastings Mutual Insurance Company - Illinois

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Effectively manage an assigned territory for profit and growth through demonstrated mastery and application of all areas of agency management, underwriting, marketing, and sales. Must produce profitable business to support the achievement of HMIC growth goals and objectives.


  • Responsible for adhering to HMIC’s behavior standard which is to maintain a positive work atmosphere by acting and communicating in a manner so that you get along with customers, clients, co-workers and management.
  • Responsible for motivating, communication, training, measuring performance and consulting with agents to meet production objectives for the assigned territory as determined to support the Corporate Plan.
  • Responsible for interaction with agents to produce profitable growth. This would include:
  • Classification and rating of specific risks.
  • Consulting on coverages, limits, deductibles, underwriting appetite etc.
  • Making risk selection judgments, which may include an inspection, within individual binding authority.
  • Utilize the assigned levels of underwriting authority to accept and decline a risk per established binding guidelines.
  • Demonstration of company product features and marketing programs.
  • Agency segmentation for effective use of marketing and underwriting resources.
  • Measurement of key drivers of agency productivity and loss experience and to address tactics to improve results.
  • Responsible for the continuous audit and analysis of the agency force in the assigned territory. Develop and initiate necessary action, with departmental approval when required to include:
  • Review of agency production information with agency principals.
  • Assisting company personnel with specific agency/company problems.
  • Recommendation of agency termination, or suspension.
  • Responsible for being a technical resource and mentor for CSRs, marketing trainees, and underwriters.
  • Responsible for the development and implementation of training and education of agency personnel in the assigned territory regarding Hastings Mutual products, processes and electronic enhancements, e.g. Policy Express.
  • Prospecting, selection and recommendation of new agencies to represent Hastings Mutual. This includes achieving the agency appointment or termination objectives and completion of reports to support the achievement of Marketing plan goals and objectives.
  • Monitoring the marketplace to keep the home office informed of competitors rates, programs and other significant information.
  • Submit a weekly itinerary, weekly marketing report, and monthly expense account to the marketing department on a timely basis.
  • Responsible for adhering to all Information Security policies/practices including reporting any security breaches, and complying with HMIC password management and PC locking policies.


  • Duties and responsibilities may be added, deleted, or changed at any time at the discretion of management, formally or informally, either verbally or in writing.
  • Achieve other objectives as determined by marketing management.


  • Must demonstrate full understanding of all HMIC product lines.
  • Minimum six (6) years demonstrated property/casualty marketing focus on commercial lines of business.
  • College degree and/or equivalent experience.
  • Insurance education requirements: CIC or CPCU.
  • Demonstrated mastery in oral presentation and written communication skills.
  • Demonstrated mastery of good organizational skills, self-planning, and ability to work with minimal supervision.
  • Demonstrated team skills, both inside and outside the company.
  • Demonstrated competency in the effective utilization of personal computer, electronic applications and company-produced software.
  • Must be capable of underwriting at the same level of knowledge and experience as a commercial underwriter.
  • Must maintain a valid drivers’ license and adhere to Company Fleet Safety Guidelines.
  • Must be able to travel overnight.


  • Support an average of 45-60 independent agencies.
  • Represents $16 million to $24 million in Direct Written Premium.
  • Work out of “in-home” office.
  • Prolonged car travel.
  • Occasional overnight travel in territory.


    The physical demands described here are representative of those that must be met by an employee to perform successfully the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Requires coordination and manual dexterity to operate a keyboard, copier machine, telephone, calculator and other office equipment.
  • Requires prolonged sitting and manual dexterity for sustained keyboarding.
  • Requires corrected vision to normal range to read numbers, reports, computer terminals, and other data used off varying source documents.
  • Ability to sustain long periods of sustained driving of car.


    Not eligible.


    These statements are intended to describe the general nature, level and requirements of work being performed by the people assigned to this position. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. The listed duties may be changed at the discretion of the incumbent's supervisor. Hastings Mutual Insurance Company is committed to providing reasonable accommodations to qualified individuals with disabilities to allow them to perform the essential functions of their position.

    Hastings Mutual Insurance Company - 15 months ago - save job
    About this company
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    Hastings Mutual Insurance Company was established in Hastings, Michigan in 1885. Our financial strength and proud history allow us to...