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Become A Senior Territory Manager

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Working As A Senior Territory Manager

  • Selling or Influencing Others
  • Establishing and Maintaining Interpersonal Relationships
  • Communicating with Supervisors, Peers, or Subordinates
  • Getting Information
  • Communicating with Persons Outside Organization
  • Mostly Sitting

  • Stressful

  • $113,860

    Average Salary

What Does A Senior Territory Manager Do At Nationwide

* Monitors market conditions, competitive landscape, and confirms information gathered within market space
* Researches risk, environment and factors necessary to win the account.
* Analyzes quality and quantity of risks underwritten and prepares reports accordingly.
* May review agency books of business as well as profit/growth results and trends to recommend and implement action plans.
* Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plan to address/rectify those situations.
* Performs analysis of the most complex accounts that require combining experience, intuition and business savvy to fully understand the landscape in order to make strategic territory and account decisions.
* Achieves production, profitability and service objectives.
* Quotes, prices and underwrites new and renewal policies and endorsements, primarily for complex or service sensitive accounts.
* Monitors risk selection and pricing decisions for entire agency plant, both on a book of business and individual account level basis.
* Decisions require review of multiple variables, leveraging agency relationships, inspection reports and evaluation of exceptions.
* Navigates complex interactions necessary to influence sophisticated producers and members.
* Independently reviews for acceptability and handles those within level of authority using company underwriting guidelines and standards.
* Manages workflow and intricacies of underwriting heavy volume of assigned work by utilizing company tools and systems.
* Ensures file handling quality and workflow efficiency.
* Manages large, complex work and coordinates work with and through others to meet service level agreements.
* Effectively influences activities of Middle Market Underwriting Team to facilitate the successful delivery and execution of select agency business plans.
* Drives robust agency business planning to deliver detailed performance plans with actions, accountabilities and scheduled performance checkpoints.
* Ensures strong territorial objectives to maximize profit and pipeline management.
* Proactively identifies opportunities for all lines of business and refers to appropriate business leaders.
* Considers sophistication of partners, navigates organizational complexities and mines for ancillary opportunities through promotion and negotiation techniques.
* Plans and coordinates the efforts of the Middle Market Underwriting Team regarding new business, renewals, service plans, etc.
* Identifies prospects and recommends new agency appointments.
* Markets Nationwide products and services to help drive agency and company results, including all enterprise products that may enhance offerings.
* Assists agency with strategies for pipeline management, producer development and to develop new business in targeted industries and preferred markets.
* Responds effectively to assess accounts and develop business propositions that win the business.
* Proactively consults with agents and internal partners to develop business solutions.
* Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships.
* Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques of large or unique business.
* Provides industry trend observations to leadership.
* Consults with agencies regarding risk management and coverage options and to improve retention and profitability.
* Proactively identifies and consults on strategies to develop new business and maximize growth and profit.
* Effectively communicates with agencies to establish the company as the provider of choice for the territory for all enterprise products with an emphasis on commercial lines.
* Communicates product, technology changes and company objectives.
* Communicates market intelligence to agencies and leadership.
* Ensures that communication is shared across all key agency partners at all levels in complex environments.
* Communicates and collaborates actively with team members and leadership to share industry trends, and field underwriting experience.
* Completes agency visits as appropriate to develop new accounts, service existing accounts, review agency performance, and enhance agency relationship.
* Develops and maintains strong business relationships with agency leaders, producers and key groups.
* Leads delivery of appropriate customer service levels.
* Follows up and ensures proper handling of escalated customer service requests.
* Ensures that tools, training and support are in place to positively impact success for the agencies and territory.
* Identifies and communicates training needs and opportunities.
* May assist in the development or training delivery as a subject matter expert.
* Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter expert.
* Provides professional development knowledge and insight to team members.
* May help mentor new Territory Managers and provide coaching.
* Proven ability to manage heavy workload effectively and backup other team members as needed.
* Monitors business plan results to determine performance and development of any action plans to ensure alignment with underwriting philosophies, standards and performance expectations.
* Reviews business in process, lost business and drives implementation of business plan.
* Leads discussion for assigned agents in agency reviews.
* Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage.
* Performs other duties as assigned

What Does A Senior Territory Manager Do At Liberty Mutual

* Directs the region marketing plans, strategies and tactics to achieve agency goals, such as increasing revenues, improving market share, motivating agents, and effectively managing expenses.
* Oversees and provides ongoing support to non-employee agents to help them market, sell and service products.
* Conducts sales promotion, administers rewards programs and product-related training for assigned intermediaries.
* Develops, builds and maintain relationships with agencies; identifies agency needs and coordinates efforts with home office/other field operations.
* Resolves issues with licensing, compliance, underwriting, claims, and administration.
* Compiles and interprets management information such as sales activity, proposals requested, sales results, and production and recommends activities to promote sales.
* Maintains in-depth product knowledge on current products; gathers, maintains and shares general competitor information with team.
* Following partner company approval, recruits for new producers and marketing associates to meet new business sales targets

What Does A Senior Territory Manager Do At Plantronics

* Manage the relationship between the end user of our products and the channel they purchase through
* Manage multiple opportunities through sales stages in a pipeline and consistently and accurately forecast sales revenue for each quarter
* Successfully articulate the benefits and value of Plantronics Software as a Service offering
* Ability to meet and exceed quarterly sales quota and Key Performance Metrics
* Use value and solution selling to present Plantronics solutions and accelerate sales cycles

What Does A Senior Territory Manager Do At Valeant Pharmaceuticals

* driving in a geographically large territory for long periods of time each day; lifting sample boxes (25 pounds); traveling by airplane and car, usually within the US; remaining in standing position for prolonged periods of time when giving presentations or lunches; and performing other job-related duties and responsibilities as may be assigned from time to time.
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* Valeant Pharmaceuticals International, Inc. is committed to leveraging the talent of a diverse workforce to create great opportunities for our business and our people.
* EOE/AA. Minority/Female/Sexual Orientation/Gender Identity/Disability/Vet

What Does A Senior Territory Manager Do At Liberty Mutual

* Leads and manages agency management process for assigned territory to meet overall territorial and regional financial objectives.
* Participates in regional STP, ADP, and agency planning process.
* Responsible for development, implementation and monitoring of agency territorial strategy with AVP/RVP.
* Responsible for the coordinating and leading the agency review process.
* Gathers relevant data and prepares required exhibits with the assistance of agency management team (underwriting, agency interface, customer accounting loss control, claims, etc.) Responsible for development of actionable agency management account plans with agency management team (e.g. aggressive growth plans and rehab plans, and termination plans).
* Refers rehab plans and large/strategic agency action plans to AVP Agency Management/RVP.
* Prioritizes service/resource allocation to assigned agents based on action plans, agency needs and relative agency importance.
* Executes agency plan and frequently monitors company's and agencies' progress relative to plan.
* Pro-actively develops and executes appropriate next steps if agency account objectives are not met.
* Recommends termination of consistently unprofitable agents to AVP Agency Management/RVP.
* Oversees assigned agency interactions.
* Manages individual agency relationships.
* Communications agency rehab/growth plans to agent.
* Addresses agency concerns and identifies unmet needs.
* Gathers feedback on company via agency surveys.
* Communicates key company marketing and underwriting messages to agents.
* Communicates company agency benefits and preferred focus/niche areas.
* Coordinates and/or educates and trains agency staff in company products, marketing programs, underwriting focus, claims, loss control and accounting procedures, etc.
* Provides company marketing materials and responds to agency product/focus questions.
* Identifies opportunities for utilization of agency interface and other technology opportunities.
* Collects data on key agent accounts, potential book rollovers and sponsored marketing opportunities.
* Supports remainder of agency management team in resolving agency/insured problems "in the field".
* Participates in insured visits with agency/underwriter/loss control/claims as necessary.
* Gathers and analyzes competitive data that impact the company's position relative to key competitors (product, price, service, etc.) during agency visits.
* Communicates relevant agency account and territorial developments to agency management team and AVP/RVP.
* Prepares periodic updates on territory results and issues for AVP Agency Management/RVP.
* Communicates status of potential growth opportunities to AVP and relevant team leaders (target accounts, rollovers, sponsored marketing, etc.).
* Schedules agency management team meetings to address specific issues (as necessary).
* Participates in annual rate and product review meetings.
* Maintains agency suspect list for assigned territory and utilized the list to Prospect and appoint qualified agents to generate growth opportunities.
* Participates in industry organizations and reviews relevant publications to keep abreast of marketplace changes.
* Performs other duties as assigned

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How To Become A Senior Territory Manager

Most sales managers have a bachelor’s degree and work experience as a sales representative.

Education

Most sales managers have a bachelor’s degree, although some have a master’s degree. Educational requirements are less strict for job candidates who have significant work experience. Courses in business law, management, economics, accounting, finance, mathematics, marketing, and statistics are advantageous.

Work Experience in a Related Occupation

Work experience is typically required for someone to become a sales manager. The preferred duration varies, but employers usually seek candidates who have at least 1 to 5 years of experience in sales.

Sales managers typically enter the occupation from other sales and related occupations, such as sales representatives or purchasing agents. In small organizations, the number of sales manager positions often is limited, so advancement for sales workers usually comes slowly. In large organizations, promotion may occur more quickly.

Important Qualities

Analytical skills. Sales managers must collect and interpret complex data to target the most promising geographic areas and demographic groups, and determine the most effective sales strategies.

Communication skills. Sales managers need to work with colleagues and customers, so they must be able to communicate clearly.

Customer-service skills. When helping to make a sale, sales managers must listen and respond to the customer’s needs.

Leadership skills. Sales managers must be able to evaluate how their sales staff performs and must develop strategies for meeting sales goals.

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Senior Territory Manager jobs

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Senior Territory Manager Career Paths

Senior Territory Manager
Regional Sales Director General Manager
Account Manager
5 Yearsyrs
Business Developer Business Development Manager
Director Of Sales
10 Yearsyrs
Regional Sales Director Director Of Sales
Director Of Sales & Business Development
13 Yearsyrs
Clinical Specialist Account Manager
District Sales Manager
7 Yearsyrs
Director Of Sales Director Of Sales And Marketing
General Manager
7 Yearsyrs
Sales/Marketing Sales Manager
General Sales Manager
8 Yearsyrs
Clinical Specialist Territory Sales Manager
Key Account Manager
7 Yearsyrs
Finance Advisor Account Manager
Major Account Manager
7 Yearsyrs
Senior Account Executive Regional Sales Manager
National Account Manager
8 Yearsyrs
Sales/Marketing Regional Sales Manager
National Sales Manager
10 Yearsyrs
Senior Manager Business Consultant
Regional Accounts Manager
8 Yearsyrs
Senior Account Executive Marketing Manager
Regional Marketing Manager
7 Yearsyrs
Business Developer Business Manager
Regional Sales Manager
9 Yearsyrs
Marketing Director Sales Consultant
Sales Manager
5 Yearsyrs
Senior Sales Executive Business Development Manager
Senior Sales Manager
7 Yearsyrs
Director Of Sales Vice President, Business Development
Senior Vice President, Sales
14 Yearsyrs
Team Leader Assistant Store Manager
Store Director
7 Yearsyrs
Marketing Director General Manager
Territory Manager
7 Yearsyrs
Vice President, Business Development Sales And Marketing Consultant
Territory Sales Manager
7 Yearsyrs
Senior Sales Executive Director Of Sales
Vice President Of Sales & Operations
12 Yearsyrs
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Senior Territory Manager Demographics

Gender

  • Male

    66.3%
  • Female

    31.0%
  • Unknown

    2.7%

Ethnicity

  • White

    83.5%
  • Hispanic or Latino

    8.6%
  • Asian

    5.9%
  • Unknown

    1.2%
  • Black or African American

    0.8%
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Languages Spoken

  • Spanish

    48.6%
  • Portuguese

    5.7%
  • German

    5.7%
  • Russian

    5.7%
  • Dutch

    2.9%
  • Nepali

    2.9%
  • Mandarin

    2.9%
  • Vietnamese

    2.9%
  • Hebrew

    2.9%
  • Cantonese

    2.9%
  • French

    2.9%
  • Norwegian

    2.9%
  • Carrier

    2.9%
  • Hindi

    2.9%
  • Polish

    2.9%
  • Italian

    2.9%
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Senior Territory Manager

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Senior Territory Manager Education

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Real Senior Territory Manager Salaries

Job Title Company Location Start Date Salary
Senior Territory Manager, Latin America Kinetic Concepts, Inc. Coral Gables, FL Aug 30, 2013 $129,150
Senior Territory Manager Parnell Corporate Services Us Inc. Amarillo, TX Apr 15, 2015 $115,500
Senior Territory Manager, Latin America Kinetic Concepts, Inc. Opa-locka, FL Aug 30, 2010 $115,000
Senior Territory Manager-International Recruitme Oral Roberts University Tulsa, OK Mar 20, 2014 $36,837
Senior Territory Manager-International Recruitme Oral Roberts University Tulsa, OK Feb 01, 2014 $36,837

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Top Skills for A Senior Territory Manager

ProductKnowledgeSalesGrowthSalesQuotaMarketShareGrowthHospitalsSpecialtyPlasticSurgeonsSalesGoalsCardiologyPrimaryCareEndocrinologyDiabetesProductLinesBusinessPlanSalesTrainingSalesPerformanceAnnualSalesUrologyCustomerServiceKeyOpinionLeaders

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Top Senior Territory Manager Skills

  1. Product Knowledge
  2. Sales Growth
  3. Sales Quota
You can check out examples of real life uses of top skills on resumes here:
  • Selected to train sales representative in product knowledge, strategic relationship building, and territory management.
  • Job Responsibilities * Developed and expanded sales growth for ophthalmic, surgical products and products for external disease states.
  • Increased sales through acquisition of new accounts increased established sales quotas by 89%.
  • Earned numerous sales awards and bonuses achieving high market share growth in primary products.
  • Led up to 16 direct reports covering field and hospitals.

Top Senior Territory Manager Employers

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