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Position Overview/Summary:

Responsible for identifying, soliciting, underwriting and selling new and/or renewal Middle Market accounts that drive profitable growth and align with Technology appetite and mix goals. Apply technical, sales and analytical skills to provide insurance solutions that help Hanover’s customers manage risk. Demonstrates a thorough understanding of Hanover’s strategies and appetites and will use internal and external data to make appropriate individual and portfolio risk decisions. Serves as a resource and advisor to core underwriters, helping them understand technology risk appetite and assess liability, professional, and cyber exposures.  Operates with limited daily supervision, seeks technical direction for matters outside one’s authority and general expertise. Operates within a standard letter of authority for all underwriting decisions while managing a book of business, generally with moderate to high technical complexity and coordination. Acts as a mentor to develop team members often acting as a knowledge resource.   

Responsibilities/Essential Functions:

Technical Underwriting:

• Knows and applies underwriting concepts including risk selection, exposure and hazard identification and control, coverage implications, and loss analysis.
• Uses all appropriate underwriting tools, disciplines and knowledge of strategies to ensure underwriting guidelines are followed.
• Understands pricing components and rating methodology and correlates pricing to exposure, financial, and competitive analysis.
• When presented with minimal information on a risk, instinctively knows the key questions to ask to ascertain the full scope of operations and the key exposures and needed controls.
• Completes file documentation according to best practices, guidelines and state regulations and can clearly explain account decisions.
• Adheres to CAT guidelines and underwriting discipline to minimize exposure and appropriately price individual risks.
• Provides clear and concise rating instructions for quotes prior to generating proposals for presentation to the agent.
• Able to underwrite and price Technology specialty coverages such as products, professional, and cyber liability with limited guidance.  

Portfolio Management & Financial Acumen:

• Manages assigned portfolio to achieve gross written premium, new business, profitability, rate, retention, and book mix goals.
• Developing an understanding of various financial reporting information and insurance performance measures in the management of risk.
• Reviews key metrics and uncovers trends that may lead to new business opportunities with agents while achieving profitable growth in accordance with business strategies.
• Demonstrates an understanding of the market factors that can affect pricing (i.e. distribution channels, competition, organization’s growth/ profit strategy, regulation, reinsurance costs and branding).
• Prepares or analyzes information on adverse underwriting decisions, rate appeals, underwriting requirements, status and declinations in order to drive results within the assigned territory.

Sales Acumen and Customer Advocacy:

• Can identify, solicit, pipeline, negotiate, and close accounts aligned with Technology and branch strategies. Ability to profile assigned agency plant and to strategically market our capabilities to agents.
• Operates with a franchise perspective to identify and drive enhanced sell opportunities and create growth within other lines of business and customer segments. Utilize our value proposition to enhance agency economics, partner conversion and product specialization in partnership with local management.
• Prioritizes and drives effective relationship management and producer activities to build trust, facilitate negotiation, and secure commitment in order to improve yield and retention ratios.
• Keeps current on state/territory issues, regulations and trends. Utilizes market and competitor information to enhance agent relationships by becoming a trusted advisor. ·
• Through stewardship process and engagement at the customer level for the most complex and prominent accounts within their territory.
• Independently implements territory business plans, monitors performance, adjusts plan to ensure a substantial pipeline for future profitable growth. (cross sell for renewal underwriters, new business pipeline in Salesforce for new business underwriters)
• Makes sales presentations to agents and customers on a regular basis on more complex accounts:
• Effectively utilize Claims, Risk Solutions and Operations to display service and/or technical expertise to build confidence in customers to further secure business opportunities.

Essential Skills and Experience:

• Bachelor’s Degree or equivalent experience
• Generally, 5-10+ years standard commercial lines and 5+ years Technology Industry experience. Experience with complex, larger accounts.
• Communication (written and verbal) - ability to effectively interact and communicate with all levels of external and/or internal business partners within the scope of responsibility, team and/or matrix environment. Demonstrating ability to consult with internal and external parties on underwriting matters.
• Judgment and Decision Making - Ability to exercise judgment, negotiate and make sound business decisions effectively based on level of authority. Demonstrates confidence in your own abilities and is comfortable taking informed risk.
• Agile and Adaptive - Strong ability to identify, analyze and solve problems as well as the ability to learn rapidly, adapt quickly to change, exercise influence, and manage and prioritize multiple concurrent projects.
• Teamwork and Collaboration - Openly encourages other team members to share ideas and voice concerns. Shows respect for differences and diversity in ideas and views. Involves other team members to achieve optimal performance.
• Prioritization and Desk Management - Understands and seeks ways to improve the quality and results of one’s work. Monitors progress against agreed upon timeline and deliverables. Raises awareness if achievement of committed work may be compromised and actively engages in mitigating the situation.