Lead and develop a regional team of commercial lines sales representatives to drive profitable growth. Manage territory and agency strategies, ensure execution of corporate distribution plans, monitor KPIs (new/total premium, retention, loss ratio, profitability), support key agency relationships, collaborate with underwriting/claims/product teams, provide market intelligence, and enforce performance accountability and expense discipline.
The Company
At Utica National Insurance Group, 1,400 employees countrywide take our corporate promise to heart every day: To make people feel secure, appreciated, and respected.
Utica National Insurance Group is an "A" rated $2.0B award-winning, nationally recognized property & casualty insurance carrier.
Operating along the Eastern half of the United States, based in our Home Office in Central New York, with Regional Office locations including NYC, Dallas and Charlotte.
What you will do
This role is responsible for leading a team of Commercial Lines Field Sales Representatives and driving profitable growth across an assigned region. The Commercial Lines Sales Manager translates corporate distribution strategy into field execution by coaching and developing sales talent, managing agency relationships, overseeing territory performance, and ensuring accountability for key growth and profitability objectives. The role partners closely with underwriting, claims, product, operations, and specialty business units to align sales efforts with organizational goals while strengthening agency partnerships, expanding market share, and enhancing customer retention. Additionally, the manager provides market intelligence, competitive insights, and regional performance analysis to help inform business strategy and support long-term success.
- Sales Leadership & Team Development- 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.
- Territory & Agency Management- 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.
- Strategy Execution- 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.
- Performance Management & Accountability- 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.
- Agency Relationship Oversight- 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.
- Cross-Functional and Segment Collaboration- 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.
- Market Intelligence & Field Insights- 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.
What you need
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.
Salary range:
$155,000 - $195,300
- This position also comes with eligibility for Variable Compensation Bonus plan
The final salary to be paid and position within the internal salary range will take into consideration the individual’s work experience, geographic location, education, certification(s) or additional qualifications, and scope and responsibilities within the role.
Benefits:
We believe strongly that talented people are core to our success and are attracted to companies that provide competitive pay, comprehensive benefits packages, career advancement and challenging work opportunities. We offer a Comprehensive Benefits Plan for full time employees that include the following:
- Medical and Prescription Drug Benefit
- Dental Benefit
- Vision Benefit
- Life Insurance and Disability Benefits
- 401(k) Profit Sharing and Investment Plan (Includes annual Company financial contribution and discretionary Profit Sharing contribution based upon annual company financial results)
- Health Savings Account (HSA)
- Flexible Spending Accounts
- Tuition Assistance, Training, and Professional Designations
- Company-Paid Family Leave
- Adoption/Surrogacy Assistance Benefit
- Voluntary Benefits - Group Accident Insurance, Hospital Indemnity, Critical Illness, Legal, ID Theft Protection, Pet Insurance
- Student Loan Refinancing Services
- Business Travel Accident Insurance
- Matching Gifts program
- Paid Volunteer Day
- Employee Referral Award Program
- Wellness programs
- Personal Insurance Discount
Additional Information:
This position is a full time salaried, exempt (non overtime eligible) position.
Utica National is an Equal Opportunity Employer.
Apply now and find out what it’s like to be a part of an amazing team, thrive in an exciting environment and work for a company you can be proud of. Once you complete your application, you can monitor your status in the hiring process by logging into your profile. A representative from our Talent Acquisition team will be in touch regarding any change in your candidacy.
#LI-NC1
Equal Opportunity EmployerThis employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
Utica National Insurance Group Des Plaines, Illinois, USA Office
Des Plaines, IL, United States, 60018
Similar Jobs
Artificial Intelligence • Cloud • Computer Vision • Hardware • Internet of Things • Software
Manage enterprise customer implementations of Samsara’s IoT platform, from deployment planning through adoption and value realization. Create launch roadmaps, track implementation progress and account health, conduct training and demonstrations, and resolve challenges with executives and end users. Coordinate with Sales, Support, Sales Engineering, and Product while managing multiple engagements. Mentor Customer Success and Support teams and build trusted stakeholder relationships.
Top Skills:
Enterprise SaasInternet Of Things (Iot)
Consumer Web • eCommerce • Marketing Tech • Payments • Software • Design • SEO
Provide frontline customer support through live chat and email, troubleshooting account, billing, domain, and transactional issues. Meet quality, productivity, and customer satisfaction targets; maintain product knowledge; identify and escalate significant customer issues. The role requires weekend and holiday availability, reliable home internet, and a dedicated workspace.
Top Skills:
Squarespace PlatformWi-Fi
Cloud • Software
Own end-to-end B2B demand generation, including integrated campaigns, ABM, email nurture, organic social, website initiatives, conversion optimization, and performance reporting. Partner with Sales, Product Marketing, Customer Success, agencies, design, and product teams to generate measurable pipeline. The role requires strategic planning, hands-on execution, data-driven optimization, strong writing, and management of multiple concurrent programs, with emphasis on SaaS, technical audiences, open source, and product-led growth.
Top Skills:
Claude CodeHubspotLinkedIn
What you need to know about the Chicago Tech Scene
With vibrant neighborhoods, great food and more affordable housing than either coast, Chicago might be the most liveable major tech hub. It is the birthplace of modern commodities and futures trading, a national hub for logistics and commerce, and home to the American Medical Association and the American Bar Association. This diverse blend of industry influences has helped Chicago emerge as a major player in verticals like fintech, biotechnology, legal tech, e-commerce and logistics technology. It’s also a major hiring center for tech companies on both coasts.
Key Facts About Chicago Tech
- Number of Tech Workers: 245,800; 5.2% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: McDonald’s, John Deere, Boeing, Morningstar
- Key Industries: Artificial intelligence, biotechnology, fintech, software, logistics technology
- Funding Landscape: $2.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Pritzker Group Venture Capital, Arch Venture Partners, MATH Venture Partners, Jump Capital, Hyde Park Venture Partners
- Research Centers and Universities: Northwestern University, University of Chicago, University of Illinois Urbana-Champaign, Illinois Institute of Technology, Argonne National Laboratory, Fermi National Accelerator Laboratory
