Territory Marketing​/Business Development Consultant

Introduction

Zenith is a team of Workers' Compensation Specialists committed to helping businesses succeed by protecting against the financial and human consequences of workplace injuries, providing for the needs of injured employees and making the workplace safer. To distinguish ourselves as the desired provider of Workers' Compensation Insurance, values such as collaboration, work-life balance, and integrity are placed at the center of all our operations.

In addition, Zenith supports career advancement through a dedication to ongoing learning and development. An individual coming to Zenith will not only receive competitive compensation and a comprehensive benefits package, but continuous opportunities to grow as a professional.

Something really special happens when you join Zenith. You start off focusing on the job. Pretty soon you feel like you’re part of the family. Gradually, your role takes on more meaning as you use your experience, knowledge, and compassion to help our Workers’ Compensation customers’ employees stay safe and heal from their injuries.

Our Territorial Marketing Consultant (TMC) represents the Zenith brand and is responsible for developing and managing relationships with several insurance agencies and the agents within them for an assigned territory. This includes creating a strategic business plan, understanding how the agency partner is different, educating agents about Zenith’s model, selecting the right accounts to work on together, meeting with agents and their clients and deepening the relationship over time.

Within Zenith, our TMC collaborates with our leaders in Claims, Medical Management, Claims Legal, Special Investigation, Safety and Health, and Customer Service. Externally, in addition to being the face of Zenith to our agency partners, our Territory Marketing Consultants are involved in representing Zenith in our local community through charity and association events.

In the first month, our TMC will spend time understanding the Zenith model from each of our different department leaders through one-on-ones, job shadowing with a Claims Examiner, ride alongs with a Safety & Health Consultant, experiencing our claims staffing with Senior Leadership, attending a Claims Review with a Customer Service Manager and gaining a familiarity of how the business works.

They will begin working with their underwriting partner to understand Zenith’s appetite, the timing of renewing current customers and how to identify the right new business opportunities.

Within three months, our TMC will have introduced themselves to their agency partners and begun bringing other key Zenith resources with them to agency calls, they will understand how to differentiate Zenith’s value proposition and educate their agents to fully understand how to position Zenith to their customers.

Day to Day Responsibilities of our TMC include, but are not limited to:

• Develop a strategic plan for the territory working with regional management.
• Lead the sales process working collaboratively with management, the underwriters and other departments to drive the acquisition and retention of desirable business.
• Develop a territory of agents that can and will position Zenith to write profitable business and have a policyholder base that will appreciate our value proposition.
• Develop and maintain knowledge of the profile, book, sales approach, capabilities, competition and key players in each appointed agency.
• Ensure that Zenith is positioned as the market of choice with our agents and identified prospects/renewals.
• Encourage early engagement with targeted new and renewal accounts.
• Assist our agents in selling the value of our programs and services including joint presentations to policyholders.
• Work with assigned agents to develop a flow of qualified business.
• Educate assigned agents on Zenith’s products and capabilities and teach them how to effectively sell our brand.
• Track agency performance and outcomes and make adjustments as necessary to agency plans to ensure mutually profitable, significant and efficient relationships.
• Develop competitive intelligence for the local marketplace so we can…