Commercial Lines Sales Manager

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.

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.

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.

$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.

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…