Sr Territorial Marketing Manager, Workers

Sr Territorial Marketing Manager, Workers' Compensation

Join to apply for the Sr Territorial Marketing Manager, Workers' Compensation role at Zenith Insurance Company (United States).

Zenith is a team of Workers' Compensation Specialists committed to helping businesses succeed by protecting against the financial and human consequences of workplace injuries, providing for the needs of injured employees and making the workplace safer. To distinguish ourselves as the desired provider of Workers' Compensation Insurance, values such as collaboration, work-life balance, and integrity are placed at the center of all our operations.

In addition, Zenith supports career advancement through a dedication to ongoing learning and development. An individual coming to Zenith will not only receive competitive compensation and a comprehensive benefits package, but continuous opportunities to grow as a professional.

Responsible for developing and managing the distribution force for an assigned territory. This includes agency prospecting, appointments, relationship management, and termination if necessary. Trains agents on Zenith as a market including our underwriting appetite, capabilities, advantages, products and services. Works with agents to shape the flow of submissions to ensure acceptable hit ratios and an efficient relationship. Leads the sales process on new and renewal business working collaboratively with underwriting and other departments.

Supports the company's pricing and selection disciplines. Actively seeks opportunities for profitable growth and a better customer experience. Monitors the competition. Builds and broadens relationships between Zenith and our agents and policyholders.

• Manage assigned agents/territory (tactical) with strategic leadership expectations.
• Assess assigned territory to uncover opportunities and challenges for profitable growth.
• Develop a strategic plan for the territory in collaboration with regional management.
• Ensure the right agency representation through prospecting, appointments, and terminations.
• Build a territory of agents that can position Zenith to write profitable business and maintain a policyholder base that appreciates our value proposition.
• Maintain knowledge of the profile, book, sales approach, capabilities, competition, and key players in each appointed agency.
• Manage the assigned agencies using marketing leadership and the 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.
• Administer agency contracts, coding, tiering, compensation, and contact information.

• Work with agents to develop a flow of qualified business.
• Create and maintain a pipeline of individual prospects, niches, and books of business.
• Pre‑qualify submissions.
• Promote our small business plan.
• Train agents on our systems, tools, and processes.
• Lead the sales process collaboratively with management, underwriters, and other departments to drive acquisition and retention of desirable business.
• Position Zenith as the market of choice with agents and identified prospects/renewals.
• Encourage early engagement with targeted new and renewal accounts.
• Assist agents in selling the value of our programs and services, including joint presentations to policyholders.
• Resolve customer or service issues that hinder successful sales outcomes.
• Track agency performance and outcomes; adjust agency plans as needed to ensure profitable, efficient relationships.
• Develop competitive intelligence for the local marketplace, optimizing our strengths to serve agent and policyholder needs and improve success ratios.

• Educate 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.
• Collaborate with management on new agency orientations, specific training, and joint sales calls.
• Target next‑generation producers and agency staff.
• Promote the Zenith brand through…