Middle Market Sr Sales Underwriting Specialist

Middle Market Sr Sales Underwriting Specialist

Lancaster, PA, USA •

Williamsport, PA 17701, USA

Posted Wednesday, February 18, 2026 at 5:00 AM

For more than 170 years, The Hanover has been committed to delivering on our promises and being there when it matters the most. We live our values every day, demonstrating we CARE through our values, Sustainability initiatives and inclusive corporate culture.

The Middle Market department is seeking a Sr. Sales Underwriter to join our growing team for our Pennsylvania territory.

This is a Full-time, Exempt role. This is a Hybrid position.

Position Overview /

Summary:

• Responsible for identifying, soliciting, underwriting and selling new and renewal Middle Market accounts that drive profitable growth and align with Industry Segments, appetite and mix goals.
• Apply advanced 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.
• Operates within a broad Letter of Authority for all underwriting decisions and with limited direction while managing an assigned book of business, generally with high technical complexity and coordination.

Responsibilities/

Essential Functions:

Technical Underwriting

• Knows and applies advanced underwriting concepts including risk selection, exposure and hazard identification and control, coverage implications, and loss analysis.
• Uses all appropriate underwriting tools (e.g. RQI, WC RST, UWWS, and CLAY.), disciplines and knowledge of strategies to ensure underwriting guidelines are followed.
• Advanced knowledge of pricing components and rating methodology and correlates pricing to exposure, financial and competitive analysis.
• 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. Applies increased knowledge of CAT aggregation to decision making.
• Portfolio Management & Financial Acumen: Manages assigned portfolio to achieve gross written premium, profitability, rate, retention, industry and LOB mix, new business and portfolio management goals.
• 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 and trends that can affect pricing (e.g. 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.
• Supports the implementation of profit improvement initiatives with key agents.
• Can identify, solicit, pipeline, negotiate, and close accounts aligned with MM branch strategy.
• 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 engage 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.
• Makes sales presentations to agents…