Head of Zone - IA Distribution

Job Summary

*Hiring for 3 Heads of Zone: West Zone, Southeast Zone, Northeast Zone*

Drive top-quartile profitable growth in the IA channel for all states in assigned geographic footprint for the Foremost and Bristol West brands and all personal lines products in the IA channel. Develops and executes state by state strategic and tactical plans that will generate short and long-term profitable growth working cross-functionally to become a leader in every state in the IA channel. Responsible to partner with leading IAs to drive depth and market share. Responsible for managing the development of a highly skilled, professional IA distribution team.

Essential Job Functions

• Develops and leads execution against Zone strategic vision and achievement of channel leading profitable growth for all states in assigned zone.
• Develops premium goals and tactical plans for region. Coordinates execution of premium and profit plans cross-functionally with direct ownership for overall distribution strategy and all IA channel engagement efforts.
• Coordinates go to market strategy through one of the broadest IA distribution footprints in the channel through approximately 50 inside and outside territory manager portfolios.
• Manage Commission levels, including profit sharing, for agents and brokers.
• Orchestrates development of state and individual agent growth and profit action plans. Drives deep IA relationships with all models across zone to achieve growth plans. Negotiates with unique independent agencies, forming alliance, contracts and/or agency relationships as fits strategic objectives.
• Ensure competitive intelligence is quickly disseminated and shared with senior IA Ops leaders, product managers, underwriting and where appropriate, IT.
• Maintains open, functional, and working communication and relationship networks amongst and between IA Operations, underwriting, claims, product, operations, finance and executive management to an aligned zone and state by state strategies to become a leader in the IA channel.
• Directs and Leads Special Projects associated with broader IA Distribution team.
• Hires, coaches and develops sales personnel. Perpetuates coaching environment; assesses and develop Territory Manager staff to expected, published standards.
• Provides leadership and guidance in development of staff through training organization and through clear, consistent communications.
• Responsible for implementing effective staffing decisions, both short- and long-term; determines recruitment and other resource devoted to territorial and zone assignments (both inside and outside territories).
• Recommends changes to performance management metrics, compensation, and promotion plans.
• Manages compliance issues within zone.
• Leads IA channel trade relations strategy to achieve growth aspirations in assigned territory.
• Implements promotions, campaigns, initiatives, and product launches to achieve growth aspirations.
• Develops and manages budget
   

Education Requirements

• 4-year degree or equivalent experience required
• Industry designation, or industry certification expected

Experience Requirements

• Minimum of 10 years’ experience in insurance industry
• Minimum of 5 years management experience
• Overall general knowledge of insurance industry and agent internal operations
• Working knowledge of processing systems, claims procedures and product development
• Clear understanding of competitor environment
• Understanding of all Foremost Insurance branded products