Senior Territory Manager (Southern CA)

Good Things Start Here. Good things are happening at Berkshire Hathaway GUARD Insurance Companies—an A+ (Superior) rated, nationwide Property & Casualty insurer backed by Berkshire Hathaway. With supportive leadership, collaborative teams, and opportunities to grow, GUARD is a place where people build meaningful, long‑term careers.  Good Things You Can Count On.

• Competitive pay + generous PTO
• Medical, dental & vision starting day one
• 401(k), tuition reimbursement & longevity bonuses

We are seeking a Senior Territory Manager to join our Distribution team. This field-based role is responsible for driving profitable growth, agency development, and territory performance through strong agency relationships, strategic planning, and collaboration with underwriting and other business partners.

 

The ideal candidate will have experience in insurance distribution, underwriting, agency management, or sales and be comfortable building relationships, identifying growth opportunities, and representing the company in the marketplace. Level will be determined based on experience and qualifications.

 

 

What you’ll do

• →Develop and execute territory plans designed to achieve agency growth, profitability, and retention objectives.
• →Build strong relationships with agency partners through regular agency visits, training, and business planning discussions.
• →Identify and pursue growth opportunities within assigned agencies and markets.
• →Analyze agency performance, market trends, and competitive intelligence to support territory decisions.
• →Collaborate closely with underwriting and internal business partners to drive profitable growth.
• →Serve as a trusted resource to agency partners and provide consultative support on business development opportunities.
• →Represent the company at industry, agency, and marketplace events.
• →Support agency development initiatives and contribute to distribution strategy within the territory.

 

• Increase written premium by expanding submission activity from agency partners
• Build and maintain agency relationships through regular in-person meetings
• Review agency performance and adjust territory approach based on results
• Work with underwriting and distribution leadership to align on guidelines, pricing, and growth plans
• Use data (agency performance, market trends, competitor activity) to determine where to focus time and effort
• Follow a consistent sales process, tracking activity, pipeline, and results

 

• 4+ years of experience in territory management, production underwriting, or broker distribution
• Experience growing a book of business through agency relationships
• Knowledge of commercial P&C (Workers’ Comp, BOP, Auto, Umbrella)
• Familiarity with the Massachusetts market and agency environment
• Experience using data and metrics to inform decisions
• Clear and effective communication with agency partners and internal teams
• Strong organizational skills and independent problem-solving in complex situations

• High travel role with regular in-person agency visits
• Responsibility for managing territory approach and results
• Regular coordination with underwriting, distribution, and leadership teams

• Excel required; Power BI a plus
• Bachelor’s degree preferred