Sr Territorial Marketing Manager - Workers' Compensation

• Role is to manage assigned agents/territory (tactical) with some additional leadership expectations (strategic).
• Assess assigned territory to uncover opportunities and challenges for profitable growth.
• Develop a strategic plan for the territory working with regional management. Know the assigned territory and ensure the right agency representation through prospecting, appointments and terminations.
• Develop a territory of agents that can and will position Zenith to write profitable business and has a policyholder base that will appreciate our value proposition.
• Develop and maintain knowledge of the profile, book, sales approach, capabilities, competition and key players in each appointed agency.
• Manage the assigned agencies working with marketing leadership and through our agency management process.
• Develop effective and profitable relationships through business planning, visibility, quality interaction, education, and relationship building.
• Ensure follow through on commitments made by the agent and Zenith.
• Ensure appropriate agency administration for assigned territory including contracts, coding, tiering, compensation, and contact information.

• Work with assigned agents to develop a flow of qualified business.
• Develop and work a pipeline of individual prospects, niches, and books of business. Prequalify submissions.
• Promote our small business plan.
• Train agents on our systems, tools, and processes.
• Lead the sales process working collaboratively with management, the underwriters and other departments to drive the acquisition and retention of desirable business.
• Ensure that Zenith is positioned as the market of choice with our agents and identified prospects/renewals.
• Encourage early engagement with targeted new and renewal accounts.
• Assist our agents in selling the value of our programs and services including joint presentations to policyholders.
• Help to resolve any customer or service issues that are a barrier to a successful sales outcome.
• Track agency performance and outcomes and make adjustments as necessary to agency plans to ensure mutually profitable, significant and efficient relationships.
• Develop competitive intelligence for the local marketplace so we can optimally position our strengths to serve agent and policyholder needs and improve our success ratios.

• Educate assigned agents on Zenith’s products and capabilities and teach them how to effectively sell our brand.
• Promote the benefits of the Zenith Difference and our value proposition.
• Work with management to conduct new agency orientations, specific agency training, and joint sales calls.
• Target next generation producers and agency staff.
• Promote the Zenith brand through industry, agency, and policyholder/association events.
• Promote new or more advanced ideas for sales or marketing materials.
• Work with National Marketing & Communications on development.
• Advance Teamwork, Relationships, and the Customer Experience
• Seek opportunities to improve the agency/policyholder experience with Zenith including identifying and helping to resolve any roadblocks in service and ease of doing business.
• Participate in the regional account management process (LAMA) and actively support underwriting and other departments in generating agency cooperation to resolve policyholder issues.
• Develop deep and productive relationships with our agents, policyholders and targeted associations.
• Look for opportunities to introduce and facilitate relationship building between our agents/policyholders and key Zenith staff and management.
• Develop a strong, collaborative relationship with underwriting and the other departments.
• Apply principles of logical thinking to define problems, collect data, establish facts, and draw valid conclusions.
• Work productively and harmoniously with others on a consistent basis.
• Respond positively to direction and feedback on performance.
• Consistently maintain professional and appropriate demeanor.
• Perform other duties/projects as assigned.

• Bachelor’s degree.
• Minimum 7 - 10 years insurance industry experience including a working knowledge of workers compensation underwriting.
• Proven leadership and sales skills.
• Proven strategic and tactical execution capabilities.
• Demonstrated influence management skills.
• Excellent communication skills.
• Ability to present ideas effectively in formal and informal situations; conveying thoughts clearly and concisely.
• Must be comfortable making public presentations.
• Maintain an upbeat, positive and enthusiastic attitude daily.
• Team Player.
• Valid Drivers’ License in good standing.

• Medical, Dental and Vision Insurance
• Flexible Spending Accounts
• Paid Parental Leave
• Life, AD&D and Disability Insurance
• 401(k), Employee Share Purchase Plan (ESPP)
• Education and Training Reimbursement
• Paid Leave: 3 weeks/year Vacation, 2 weeks/year Sick Leave
• 10 paid Company Holidays, 2 Personal Days, 2 Floating Holidays
• Employee Assistance Program (EAP)
• For more information, review details on the Benefits page of our Career Site:

Zenith Insurance Company