Note: The job is a remote job and is open to candidates in USA. Utica National Insurance Group is a property and casualty insurance carrier operating across the Eastern United States. The Commercial Lines Sales Manager leads field sales representatives, drives profitable regional growth, manages agency relationships and territory performance, and partners with cross-functional teams to support sales and business strategy.
Responsibilities
- Lead, coach, and develop Sales Representatives to deliver consistent, high-quality execution in the field; Establish clear expectations for activity, performance, and outcomes; Conduct ride-alongs, call reviews, and territory inspections to improve effectiveness ; Recruit, onboard, and develop talent aligned with Utica performance standards
- Ensure disciplined execution of territory sales plans to meet or exceed; New business premium; Total written premium; Retention and loss ratio targets; Oversee agency segmentation and resource allocation to prioritize high-value opportunities; Guide reps in managing agency portfolios, including growth, rehabilitation, and exit decisions
- Turn corporate distribution strategy into clear, executable action in the field; Ensure sales reps are targeting the right mix of business (not just volume); Drive consistent messaging and value proposition across all agency interactions; Partner with leadership to execute regional growth initiatives and programs
- Own regional sales results through rep performance management; Monitor KPIs including: Growth vs. plan; Submission flow and pipeline quality; Hit ratio / close rate; Retention outcomes; Regional and State Profitability; Diagnose issues at the rep, agency, or market level and take corrective action; Hold team accountable for activity standards and performance expectations
- Provide leadership involvement in key agency relationships and LAPP accounts; Support reps in handling complex or high-impact agency situations; Build executive-level relationships with priority agents to strengthen partnerships; Drive agency engagement strategies that increase share of wallet and loyalty; Maintain expense discipline including base, contingent, and incentive agent compensation working within allocated budget dollars
- Partner closely with: Underwriting leadership; Product and operations teams; Claims and service partners; FAD, EIU, Specialty and Small Commercial Segments; Ensure alignment between sales activity and underwriting discipline; Elevate systemic issues impacting growth, service, or competitiveness
- Provide leadership with real-time market feedback on: Pricing competitiveness; Coverage gaps; Agency sentiment; Monitor competitor activity and adjust sales strategies accordingly; Identify emerging risks or opportunities impacting regional performance; Complete/Support Regional Level Reporting requirements
- Performs other duties as assigned
- Conforms with all corporate policies and procedures
Skills
- 7+ years Increasingly responsible P&C insurance roles, including leadership
- Bachelor's Degree or Equivalent Business Experience
- Significant insurance education, such as INS, AU, CPCU or the demonstrated willingness to pursue insurance education is strongly recommended
Benefits
- Eligibility for Variable Compensation Bonus plan
- Medical and Prescription Drug Benefit for full time employees
- Dental Benefit for full time employees
- Vision Benefit for full time employees
- Life Insurance and Disability Benefits for full time employees
- 401(k) Profit Sharing and Investment Plan, including annual Company financial contribution and discretionary Profit Sharing contribution based upon annual company financial results, for full time employees
- Health Savings Account (HSA) for full time employees
- Flexible Spending Accounts for full time employees
- Tuition Assistance, Training, and Professional Designations for full time employees
- Company-Paid Family Leave for full time employees
- Adoption/Surrogacy Assistance Benefit for full time employees
- Voluntary Benefits - Group Accident Insurance, Hospital Indemnity, Critical Illness, Legal, ID Theft Protection, Pet Insurance, for full time employees
- Student Loan Refinancing Services for full time employees
- Business Travel Accident Insurance for full time employees
- Matching Gifts program for full time employees
- Paid Volunteer Day for full time employees
- Employee Referral Award Program for full time employees
- Wellness programs for full time employees
- Personal Insurance Discount for full time employees
Company Overview