Overview:
The Sr Regional Accounts Manager drives growth, retention, and satisfaction across Mercury Insurance’s major regional accounts by developing and executing strategic sales initiatives, managing complex pipelines, building strong agency partnerships, and collaborating cross-functionally to align solutions with client needs. Leveraging analytics and market insights, this role enhances Mercury’s competitive position and delivers actionable reporting to senior management.
In addition to these responsibilities, the Sr Regional Accounts Manager serves as a mentor and resource to peers within the account management and sales team. This role shares expertise, facilitates collaborative problem-solving, and models best practices in the field. They play an active role in onboarding new Sales team members, providing informal coaching, and supporting skills development through knowledge sharing and peer feedback. This role helps foster a collaborative, high-engagement team culture by encouraging the open exchange of effective strategies, facilitating group learning sessions and guiding ongoing professional growth among team members.
Geo-Salary Information:
State specific pay scales for this role are as follows:
$92,154 to $166,210 (CA, NJ, NY, WA, HI, AK, MD, CT, RI, MA)
$83,776 to $151,100 (NV, OR, AZ, CO, WY, TX, ND, MN, MO, IL, WI, FL, GA, MI, OH, VA, PA, DE, VT, NH, ME)
$75,399 to $135,990 (UT, ID, MT, NM, SD, NE, KS, OK, IA, AR, LA, MS, AL, TN, KY, IN, SC, NC, WV)
The expected base salary for this position will vary depending on a number of factors, including relevant experience, skills and location.
Responsibilities:
Sales Strategy and Execution
- Sales Planning: Develop, refine, and implement comprehensive sales strategies designed to drive growth and retention within a portfolio of large and complex accounts. Create account-specific plans that align with agency goals, market opportunity, and Mercury Insurance’s business objectives.
- Pipeline Management: Oversee the entire sales pipeline process for large accounts, including lead generation, qualification, engagement, and conversion. Ensure high-value opportunities are prioritized and cultivated through effective communication and follow-up.
- Target & Revenue Achievement: Set and monitor robust KPIs and sales targets specific to large account segments. Regularly track progress, identify gaps, and recalibrate strategies to achieve or exceed sales and revenue goals.
- Account Growth & Expansion: Identify and pursue upselling, cross-selling, and expansion opportunities within existing large accounts. Work with agency partners to introduce new products, services, or coverage options tailored to their evolving needs.
- Contract Negotiation: Lead or support contract negotiations and renewals, ensuring terms are competitive while protecting Mercury Insurance’s interests.
- Strategic Forecasting: Maintain accurate forecasts and projections for large account sales and renewals, informing resource allocation and business planning.
Market Analysis and Strategy
- Industry Research: Stay abreast of market trends, competitor activities, and regulatory changes shaping the P&C insurance sector; use insights to inform decision-making.
- Agent Insights: Gather and analyze agent feedback and industry data to identify pain points and opportunities for ongoing product or service enhancements.
Cross-Functional Collaboration
- Collaboration with Departments: Partner with Product, Underwriting, and Customer Service teams to align sales initiatives with targeted segments, product offerings, and superior service delivery.
Client Engagement: Build and maintain strong relationships with key agent partners, enhancing satisfaction and loyalty while proactively addressing issues as they arise.
Reporting and Analytics
- Data Analysis: Leverage sales analytics to track performance against targets, identifying trends and areas for improvement.
- Reporting: Prepare regular reports for senior management with actionable insight and strategic recommendations based on data analysis.
- Market Positioning: Continuously monitor the competitive landscape, adapting sales tactics to ensure Mercury maintains a strong and competitive market position.
Account Management
- Serve as the primary point of contact for high-value account partners, conducting periodic reviews and strategic planning sessions.
- Collaborate with internal teams to deliver tailored insurance solutions and exceptional service.
- Represent Mercury Insurance at key events, conferences, and industry meetings.
- Issue Resolution: Proactively address and resolve service or claims issues for large accounts, ensuring quick turnaround and high levels of client satisfaction.
Mentorship
- Mentor and develop other team members in fostering an environment of high performance, collaboration, and continuous improvement.
- Foster a positive, inclusive, and engaging team culture that motivates team members to achieve and exceed goals.
- Encourage ongoing sharing of best practices, sales strategies, and market insights to strengthen team capabilities and drive results.
Qualifications:
Education:
- Minimum: Bachelor’s degree in Business, Marketing, Insurance, Risk Management, or a related field.
- Preferred: MBA or relevant certifications (e.g., CPCU, CIC) preferred.
Experience:
- Bachelor’s degree in Business, Marketing, or related field, or equivalent experience.
- 5+ years of insurance account management or sales experience, with an emphasis on large or complex accounts.
- Deep knowledge of personal and commercial P&C insurance products and industry landscape.
- Strong expertise in sales planning, pipeline management, and cross-functional collaboration.
- Exceptional relationship-building, communication, and presentation skills.
Skills & Abilities:
Minimum:
- Excellent leadership, communication, and interpersonal skills.
- Strong analytical and problem-solving abilities.
- Working knowledge of CRM system(s) and Microsoft Office Suite.
Preferred:
- Must have strong, professional written, phone and virtual communication skills to effectively collaborate and build relationships with agency staff and team members.
- Must be comfortable in participating in video conference calls as needed.
- Must be able to interact professionally with agencies and other team members to accomplish territory goals.
- Must be able to communicate effectively to facilitate training sessions as needed.
- Analytical- must be able to understand and interpret data
- Business agility; must be able to pivot and adjust quickly
- Must be creative and resourceful
- Must be able to work independently under minimal supervision to train agencies virtually and in-person during on-site visits.
- Must be able to travel by airline 10% of the time for company meetings or events.
- Must be able to travel by automobile 90% of time for on-site visits to agencies.
- Strong organization and time management skills.
- Ability to motivate, monitor and develop assigned agencies to maintain a knowledgeable and well-trained agency force.
- Ability to analyze complex reports and multi-task assigned projects.
- Must be proficient with Microsoft Office products.
- Must be proficient in CRM software (e.g., Salesforce)
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