Job Description

Job Description

Job Description

Who We Are

For over 70 years, Glatfelter Insurance Group has believed in doing the right thing for our clients, agents, communities and associates. This founding principle has enabled Glatfelter to grow from the kitchen-table, one-man-operation as it began, to one of the largest managing general agencies in the U.S. with nearly 500 associates across the country, a distribution network of over 4,500 independent brokers and more than 30,000 clients. It is what drives us to innovate—the desire to deliver the best for our clients. Founded as The Glatfelter Agency, which is still in operation, the program basis of Glatfelter Insurance Group, Volunteer Firemen’s Insurance Services (VFIS), was founded in 1969. Throughout the years, Glatfelter has expanded to include specialized program business inclusive of public entities, educational institutions, healthcare facilities, and religious organizations. Glatfelter provides their insureds with comprehensive insurance solutions including property, casualty, life insurance, and more. In 2018, Glatfelter joined American International Group (AIG) and is now part of the AIG family.

About the Position

Glatfelter Insurance Group is seeking a Territory Distribution Leader who will be responsible for the comprehensive management of the Northeast territory which includes CT, MA, ME, NH, NY, RI and VT. The ideal candidate will be centrally located within this territory. The position is accountable for the management of the sales organization and process, broker distribution management as well as collaboration and coordination with Underwriting regarding territory profitability and service deliverables.

Key Responsibilities

Drive financial performance of assigned territory

• Meet/exceed annual new business production plan through consistent visibility and developing significant relationships.
• Meet/exceed a direct written premium, rate and account retention plan through ongoing management.
• Responsible for achieving/exceed profitability (loss ratio goal) in coordination with Underwriting partners.
• Develop and implement an annual territory plan in partnership with Underwriting.

Manage Territory Distribution

• Develop strategic relationships with key AIG distribution leadership in assigned territory.
• Leverage the broader AIG marketplace relationships with key brokers.
• Recruit, develop and manage distribution partners including national and regional brokers, independent agents, aggregators, and wholesalers.
• Work to position Glatfelter as a lead carrier for business that fits Glatfelter’s niche markets and underwriting appetite– Public Entity, Healthcare, Churches and religious organizations and future niches.
• Develop annual agency/broker business plans with assigned agencies and hold accountable through various metrics (submissions, premium commitment, pipeline, etc.)
• Differentiate distribution support based on agency assessments, including driving production with relationships with aggressive growth potential while also helping to maintain relationships with larger, more-tenured books of business.

Provide Leadership of Territory and Expertise of Sales Process & Products

• Takes ownership and sets an example for the organization, in all communications, with high ethical integrity.
• Learn & provide exceptional knowledge of Glatfelter’s programs, product and appetite while also demonstrating outstanding knowledge of competitors’ products.
• Schedule and run agency visits with distribution partners in an effort to drive production & profitability results.
• Visit each AIG retail office(s) in assigned territory at least once annually.
• Collaborate with Underwriting on account pipeline development, book roll opportunities and key relationships to proactively manage the sales process.
• Conduct regular territory reviews with Underwriting with focus on new business, renewal business and profitability performance to plan.
• Assist in development & understanding of competitors’ products & pricing strategies in the marketplace.
• Work closely with various niche Product Managers Underwriting/Actuarial teams by providing “street level” feedback in the marketplace.
• Adheres to annual territory budget.

What We’re Looking For

• Bachelor’s degree or equivalent experience in business or related field.
• Minimum of five (5) years of commercial property and casualty sales, marketing or underwriting experience w/ 3+ years of territory/region management experience.
• Willingness and ability to travel at least 50% of the time within territory, including overnight and weekend travel. Some travel may be outside of designated territory.
• E&S experience a plus.
• Professional designations (CIC, CPCU, ARM) highly desired.
• Must have and maintain or attain within three (3) months current Property & Casualty licenses for appropriate states.
• In-depth knowledge of niche oriented commercial insurance marketing – preferably in the public entity, healthcare and/or church niches.
• Demonstrated ability to accept change and lead within a change-oriented environment.
• Established record of meeting sales goals within a disciplined planning process.
• Must demonstrate a working, technical knowledge of underwriting issues from both a coverage and rating perspective and make recommendations on a specific risk and / or book basis relative to all appropriate pricing, risk selection and selected administrative issues affecting those risks and/or books of business.
• Ability to use common and complex concepts, practices and procedures within the Sales and P&C Insurance fields.
• Strong presentation skills required to perform sales presentations.
• Comfortable utilizing video conferencing tools and various mobile devices/tablets to accomplish job duties.
• Perform advanced mathematical calculations/problems (formulas, percentages, spreadsheets, etc.)

Why Choose Glatfelter?

Glatfelter is honored to have been named a Best Place to Work in PA since 2005. We are proud to offer a range of employee benefits and resources that help you protect what matters most - your health care, savings, financial protection and wellbeing. In addition to 17 paid holidays, (which includes a personal holiday and mental health and wellness day) we provide a variety of leaves for personal, health, family, and volunteer needs.

We believe in fostering our associates' development and offer a range of learning opportunities for associates to hone their professional skills to position themselves for the next steps of their careers. We have a tuition reimbursement program for eligible associates to enhance their education, skills, and knowledge in areas that relate to their current position or future positions to which they may transfer or progress.

Equal Opportunity Employer

It has been and will continue to be the policy of Glatfelter Insurance Group to be an Equal Opportunity Employer. We provide equal opportunity to all qualified individuals regardless of race, color, religion, age, gender, gender expression, national origin, veteran status, disability or any other legally protected categories. At Glatfelter, we believe that diversity and inclusion are critical to our future and our mission – creating a foundation for a creative workplace that leads to innovation, growth, and profitability. Glatfelter is committed to working with and providing reasonable accommodations to job applicants and employees with physical or mental disabilities. If you believe you need a reasonable accommodation in order to search for a job opening or to complete any part of the application or hiring process, please contact Human Resources. Reasonable accommodations will be determined on a case-by-case basis.

Job Grade: 10

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