Territory Manager - Small Business, Southern California
The Territory Manager owns the strategic development and execution of a multi-state business plan designed to drive profitable small business growth and strengthen UFG’s regional presence. This role requires a high degree of strategic thinking, data-driven decision-making, and the ability to tailor approaches based on agency maturity, performance trends, and market dynamics. The Territory Manager serves as a trusted representative of UFG in the field—building deep agency partnerships, influencing engagement, and ensuring a seamless, consistent agent experience through strong communication and cross-functional collaboration. Success requires exceptional organization, proactive planning, and disciplined execution to achieve small business submission, quote, bind, premium, and profitability goals This is a fully remote opportunity handling a territory that includes Southern CA. Responsibilities: Territory Management / Sales and Agency Development (50%) Develop and execute a territory-level strategic plan informed by analytics, agency segmentation, and market conditions. Demonstrate full ownership of territory results—prioritizing agencies, allocating time and resources for maximum impact, and driving accountability. Build, strengthen, and expand agency partnerships to increase engagement and drive profitable small business growth. Evaluate agency performance trends (submission flow, mix, bind/declination ratios) and maintain an ongoing feedback loop with Small Business Leadership to support improvement. Identify distribution gaps and appoint new agencies that fit UFG’s long-term strategy. Facilitate targeted agency development through training, planning sessions, and performance-aligned growth conversations. Set annual goals with agencies and execute tailored action plans to achieve premium and profitability commitments. Maintain comprehensive agency profiles capturing performance, opportunities, and strategic fit. Partner closely with Underwriting, Marketing, and internal teams to ensure alignment and remove obstacles—elevating issues and solutions effectively. Collect and communicate market intelligence to influence ongoing strategy and product refinement. Promote the adoption of UFG digital tools, systems, and Service Center capabilities to elevate agent experience and efficiency. Present territory insights, performance trends, and recommendations to leadership at defined intervals. Small Business & Broader Organizational Expertise (20%) Maintain deep knowledge of Small Business underwriting appetite, product offerings, digital tools, and key metrics. Proactively engage agents to drive high-quality Small Business submissions aligned with appetite and strategic opportunity. Support agency partners in navigating UFG systems, portals, and processes to ensure efficient, complete submissions. Demonstrate technical proficiency with automated rating, quoting, and submission platforms. Act as an informed resource on UFG’s broader commercial portfolio to connect agents with the right solutions and internal partners. Change Leadership, Internal Alignment & Strategic Communication (30%) Champion UFG’s strategic initiatives in the field—reinforcing digital adoption, system usage, and operational changes. Build strong collaborative relationships across Underwriting, Service Center, Underwriting Support, Marketing, and other internal partners to improve workflow and agent experience. Maintain consistent communication with regional leadership, Senior Production Underwriters, and internal teams, sharing field insights and recommending solutions. Support and deliver both internal and external training on Small Business products, tools, sales messaging, and system usage. Identify systemic challenges and contribute to continuous improvement efforts by bridging field insights with internal teams. Demonstrate resilience, adaptability, and strong judgment while navigating ambiguity, changing priorities, and competitive pressures. Invest in ongoing professional development in sales capability, product knowledge, and insurance industry trends. Qualifications: Education: Four (4) year college degree or equivalent in related CPCU, CIC or AU preferred Experience: 5+ years of sales, agency distribution, and/or underwriting experience Knowledge, skills & abilities: Strategic thinker with strong analytical capability and the ability to translate insights into actionable plans. High personal ownership for business results, demonstrating accountability, urgency, and follow-through. Professional presence with the ability to influence agency behavior and elevate UFG’s brand in the field. Exceptional verbal and written communication skills, including effective executive-level reporting and cross-functional communication. Solutions-oriented, self-directed, persistent, and motivated by challenge. Strong organizational skills and ability to manage complex workflows across a multi-state territory. Comfortable in a fast-paced, evolving environment with high expectations. Proficiency with rating, quoting, CRM, and automated submission tools. Working knowledge of insurance, underwriting, rating, coverage, and industry practices. Familiarity with other UFG business functions (risk control, claims, middle market, etc.) is beneficial. Working Conditions: General office or remote work environment with at least 50% travel Pay Transparency Statement UFG Insurance is committed to fair and equitable compensation practices. The base salary range for this position is $ 85,000 - $112,000 annually, which represents the typical range for new hires in this role. Individual pay within this range will be determined based on a variety of factors, including relevant experience, education, certifications, skills, internal equity, geography and market data. In addition to base salary, UFG Insurance offers a comprehensive total rewards package that includes: Quarterly incentive compensation Medical, dental, vision & life insurance Accident, critical Illness & short-term disability insurance Retirement plans with employer contributions Generous time-off program Programs designed to support the employee well-being and financial security. This pay range disclosure is provided in accordance with applicable state and local pay transparency laws. Apply To This Job