Job Description:
Regional Sales Manager – Texas
Position Summary
The Regional Sales Manager is responsible for management of a collection of states/territories and Territory Managers consistent with the companies’ goals. This position is accountable to growing premium volume with profitable loss ratios, achieving sales and production objectives through new and existing agency relationships, and ensuring effective execution of the Company's sales strategy.
The Regional Sales Manager serves as the primary leader and resource for Territory Sales Managers, providing direction, coaching, performance management, and support while partnering closely with the Sales Director and cross-functional leadership.
This position is requires regular travel throughout Texas to support agency relationships, team activities, and business development.
Essential Duties & Responsibilities
Leadership & Team Management
- Directly manage, coach, and develop team members including hiring, onboarding and all aspects of performance management.
- Establish clear performance expectations and hold TSMs accountable for achieving sales, growth, profitability, and agency development objectives.
- Conduct regular one-on-one meetings, performance reviews, and territory business reviews. Activities will include field visits/ride-alongs.
- Identify training and development opportunities and create plans to strengthen individual and team capabilities.
- Foster a collaborative, accountable, and results-driven sales culture.
- Manage travel and other expenses to stay within budgetary constraints.
- Maintain a strong understanding of the region’s non-standard personal auto insurance market. Monitor and provide leadership competitor activity, market trends, regulatory developments, and changes within the independent agency distribution channel.
Sales & Business Development
- Develop and execute sales strategies aligned with company objectives and underwriting appetite. Identify opportunities to increase market penetration and improve the company's competitive position.
- Monitor territory production performance, new business, retention, loss ratio and other key performance indicators. Identify opportunities for profitable growth or improvement.
- Assist Sales Director and AVP of Sales/Marketing with specific strategies, research, market analysis and annual planning and budgeting. Assist with sales forecasting, budgeting, and business planning.
- Partner with TSMs to develop territory-specific business plans and strategies.
- Review sales reports and performance data to identify trends, opportunities, and areas requiring corrective action.
- Support the identification and development of new agency relationships and distribution opportunities.
- Work with TSMs to strengthen relationships with key agencies and producers.
- Actively participate in regular Territory Manager producer meetings/and or conference calls, share competitor information, assist with training and contribute to department goals and planning, attend industry events and be the primary point of contact for regional large agency groups.
- Serve as an escalation point for significant agency or producer issues.
- Create and maintain structure to appropriately execute agency appointments, terminations and updates. Create and implement programs to improve loss ratio, retention, quote volume, sales conversion and brand recognition.
Cross-Functional Collaboration
- Partner with Underwriting to ensure sales activities align with company risk appetite and profitability objectives.
- Collaborate with Claims, Marketing, Product, Operations, and other departments to address market and agency needs. Provide field feedback to help inform business and product decisions.
- Communicate company initiatives, programs, and strategic priorities to the TSM team.
Qualifications
Required
- Bachelor's degree in Business, Marketing, Insurance, or related field, or equivalent combination of education and experience.
- 5+ years of experience in insurance sales, preferably personal auto or non-standard personal auto.
- 2+ years of experience managing, coaching, or leading sales professionals.
- Demonstrated success achieving sales and business development objectives.
- Strong understanding of independent insurance agency distribution.
- Strong knowledge of the Texas insurance market.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Strong analytical and problem-solving abilities.
- Ability to travel regularly throughout Texas.
- Valid driver's license and reliable transportation.
Preferred
- Experience specifically in non-standard personal auto insurance.
- Established relationships with Texas independent insurance agencies and producers.
- Experience managing geographically dispersed sales professionals.
- Insurance designation such as CIC, CPCU, or similar.
Hallmark Financial Services is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.