Middle Market Territory Underwriting Manager

For more than 170 years, The Hanover has been committed to delivering on our promises and being there when it matters the most. We live our values every day, demonstrating we CARE through our values, ESG initiatives and IDE journey.

Our Middle Market team is currently seeking a Territory Underwriting Manager in our Upstate New York territory.

This is a Hybrid full time exempt role.

POSITION OVERVIEW:

Responsible for managing and coaching Underwriters and/or Underwriting Technicians in assigned territory to assure the team meets production, profitability, and service goals with support and guidance from branch management. In partnership with management, develops and implements strategies based on current trends, underwriting results, opportunities and directives. Provides coaching and oversight in day-to-day underwriting operations. Generally operates as an individual contributor with respect to an assigned book of business or agency plant meeting all underwriting responsibilities and functions for that assignment. Consistently demonstrates enterprise values.

IN THIS ROLE, YOU WILL:

• Managing, coaching and mentoring the territory team of Underwriting Technicians and in some cases Underwriters, driving UW actions towards our business objectives.
• In partnership with local leadership provides ongoing team leadership including: performance coaching, development, and engagement, talent hiring (including pipeline), selection and progressive performance management if needed.
• Conducts formal/informal training sessions on coverage enhancements or emerging issues in order to help elevate the level of underwriting expertise in the branch/department.
• Drives underwriting quality and adherence to corporate standards through the Self Review Process.
• Drives operational efficiency through execution of best practices, including but not limited to: maximizing productivity and managing service and quality.
• Technical Underwriting
  • Knows and applies advanced underwriting concepts including risk selection, exposure and hazard identification and control, coverage implications, and loss analysis. Able to break down complex accounts and apply sound underwriting principles.
• Understands pricing components and rating methodology and correlates pricing to exposure, financial and competitive analysis.
• Adheres to CAT guidelines and underwriting discipline to minimize exposure and appropriately price.
• Participates in referrals and consultations from UTs and UWs within assigned territory.
• Assesses technical skills of direct reports (UT, UW's), delegating underwriting authority based on demonstrated skills, and creates a plan to increase underwriting technical capabilities.
• Portfolio Management & Financial Acumen:
  • Reviews key metrics and uncovers trends that may lead to new business opportunities with agents while achieving profitable growth in accordance with business strategies.
  • Prepares or analyzes information on adverse underwriting decisions, rate appeals, underwriting requirements, status and declinations in order to drive results within the assigned territory.
  • Understands the relationship between changes in lines of business and industry strategies and financial results (e.g. loss ratio's, premium, retention, and non-rate and book mix strategies).
  • Keeps current on state/territory issues, regulations and trends.
  • Supports local leadership in development of the MM PDI. Supports execution of profit improvement initiatives with key agents.
• Sales Acumen & Customer Advocacy:
  • Operates with a franchise perspective to identify enhanced sell opportunities and create growth within other lines of business and customer segments. Utilize our value proposition to enhance agency economics, partner conversion and product specialization in partnership with local management.
  • Independently implements territory business plans, monitors performance, adjusts plan to ensure a substantial pipeline for future profitable growth.
  • Builds mutually beneficial business relationships that improve yield and retention ratios.
  • Manage effective pipelining process through coaching for direct reports, including utilization of Agency insights information.
  • Ability to uncover customer needs, position specific solutions, handles objections and close deals.
• Makes sales presentations to agents and customers:
  • Utilize Industry Solutions partners to augment sales process through enhanced knowledge transfer, strategic producer visits/sales calls, and effective training sessions for both agents and customers.
  • Effectively utilize Claims, Risk Solutions and Operations to display service and/or technical expertise to build confidence in customers to further secure business opportunities.
  • Through stewardship process, engage at the customer level for the most complex and prominent accounts within their territory.

Required Skills, Key Success Factors and Experience:

• Bachelor's Degree or equivalent experience
• 7+ years Underwriting experience, with a minimum of 5 years of experience underwriting MM accounts.
• 7+ years of experience driving Agency relationships resulting in profitable new and renewal business.
• Ability to effectively coach and develop talent.

CAREER DEVELOPMENT:

It's not just a job, it's a career, and we are here to support you every step of the way. We want you to be successful and fulfilled. Through on-the-job experiences, personalized coaching and our robust learning and development programs, we encourage you - at every level - to grow and develop.

BENEFITS:

We offer comprehensive benefits to help you be healthy, build financial security, and balance work and home life. At The Hanover, you'll enjoy what you do and have the support you need to succeed.

Benefits include:

• Medical, dental, vision, life, and disability insurance
• 401K with a company match
• Tuition reimbursement
• PTO
• Company paid holidays
• Flexible work arrangements
• Cultural Awareness Day in support of IDE
• On-site medical/wellness center (Worcester only)
• Click here for the full list of Benefits

EEO statement:

The Hanover values diversity in the workplace and among our customers. The company provides equal opportunity for employment and promotion to all qualified employees and applicants on the basis of experience, training, education, and ability to do the available work without regard to race, religion, color, age, sex/gender, sexual orientation, national origin, gender identity, disability, marital status, veteran status, genetic information, ancestry or any other status protected by law.

Furthermore, The Hanover Insurance Group is committed to providing an equal opportunity workplace that is free of discrimination and harassment based on national origin, race, color, religion, gender, ancestry, age, sexual orientation, gender identity, disability, marital status, veteran status, genetic information or any other status protected by law."

As an equal opportunity employer, Hanover does not discriminate against qualified individuals with disabilities. Individuals with disabilities who wish to request a reasonable accommodation to participate in the job application or interview process, or to perform essential job functions, should contact us at: HRServices@hanover.com and include the link of the job posting in which you are interested.

Privacy Policy:

To view our privacy policy and online privacy statement, click here.

Applicants who are California residents: To see the types of information we may collect from applicants and employees and how we use it, please click here

Other details

• Job Family Underwriter
• Job Function Underwriting
• Pay Type Salary
• Min Hiring Rate $165,000.00
• Max Hiring Rate $185,000.00

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