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Branch is building a new field sales organization to grow quality new business through independent insurance agencies. As Director, Territory Management, you will lead a team of Senior/Territory Managers responsible for growing bound premium and policy count across Branch's US target market. You carry an aggregate production target and are accountable for achieving it.
You will spend a meaningful portion of each month in-market with your territory managers—riding along on agency visits, coaching live, and identifying what is and isn't working in each state. Your role is to transform individual territories into one coordinated, accountable go-to-market motion.
Key responsibilities include:
- Lead, manage, coach, and develop the team of Senior/Territory Managers, ensuring each owns a clear territory strategy and prioritized agency list.
- Own the channel number: carry a production target for bound premium and policy count, build it bottom-up from individual targets, forecast against it, and explain variance proactively.
- Calibrate agency prioritization by owning the framework for how agencies are tiered and ensuring Territory Managers apply it consistently.
- Own and improve the playbook: set, enforce, and improve standards Territory Managers work against (agency reintroduction, relationship-building, production commitments, HubSpot logging), and hold the team accountable.
- Aggregate and report on territory performance: roll up pipeline, quoting trends, and bound premium across all territories; report against target to leadership.
- Escalate and lead highest-value relationships by personally engaging with priority agencies alongside Territory Managers.
- Translate ground truth into strategy by synthesizing competitive intel, pricing friction, and product gaps from the field and feeding it back to key stakeholders in an organized, quantified way.
- Build team capability by ensuring Territory Managers are equipped to sell effectively, including onboarding reps without P&C background and consistent coaching through observation.
- Partner cross-functionally with Finance, Marketing, Product, Underwriting, and Operations to remove barriers to production at scale.
- Drive automation and tooling by setting requirements for systems and workflow changes that make the field team and onboarding more productive.
Success is measured by: channel growth (bound premium and policy count against target), quality of business (% of team-wide growth against ideal customer profile), agent activation (% of priority agencies actively producing with consistency), and team performance (% of Territory Managers meeting 60-day and ongoing field expectations).
Branch is remote-first with headquarters in Columbus, Ohio, and office space in Columbia and Concordia, Missouri, and Forreston, Illinois. The company has a preference for candidates in Ohio but is open to candidates in AZ, FL, GA, IL, IN, IA, KS, KY, MD, MI, MO, NV, NC, OH, PA, SC, SD, TN, TX, and WI.
REQUIREMENTS:
- 8+ years in independent agency distribution, field sales, or comparable B2B sales/business development, including 4+ years directly managing quota-carrying field team.
- Demonstrated accountability for a channel, regional, or divisional number.
- Experience building a team (vs. inheriting) preferred.
- Track record of building or scaling a field team and holding it to clear performance standards.
- Experience running pipeline and forecast in a CRM (HubSpot or comparable).
- Demonstrated ability to learn a technical, regulated product well enough to teach it and get a team to that same level of command. P&C insurance experience preferred but not required; product training will be provided with expectation of command of product fundamentals including underwriting appetite, coverage levels, and key differentiators.
- Comfort operating at both strategic level (territory/portfolio performance) and tactical level (personally engaging top agencies).
- Strong communication and stakeholder-management skills to represent Branch in front of agency leadership.
- Ability to translate field-level insight into strategy leadership can act on.
