B2B Territory Sales Manager - Tennessee West

GAINSCO, INC. - Jackson, TN3.8

Full-timeEstimated: $52,000 - $68,000 a year
Job Description:
GAINSCO Auto Insurance markets non-standard private
passenger automobile products through retail agencies,
in Texas, New Mexico, Arizona, Oklahoma, Florida,
Georgia, South Carolina, Virginia, Tennessee, and Utah.
GAINSCO Auto Insurance has fully integrated insurance
capabilities, including marketing, underwriting,
customer service and claims handling. Our operations are
bilingual (English/Spanish). The Company’s Territory
Sales Representatives are referred to by the Company as
Territory Managers.
GAINSCO is seeking extremely self-motivated, driven, and
competitive individuals that thrive in a fast-paced,
performance driven environments. Sales professionals
that are skilled at influencing customer behavior with a
proven record of success are encouraged to apply.
Job Purpose: To increase insurance policy production, as
a sole producer in a defined territory, through the
independent agency market, using proactive and
aggressive consultative sales techniques in a Business
to Business sales environment

Essential Job Results:
% of Time
Results Expected and Duties Performed
Outside Business to Business Sales
  • Increase sales and productivity by visiting
established agents, locating and appointing new
business prospects, evaluating each agency’s
business and market share, researching and analyzing
competitive placement within the region, developing
marketing initiatives and strategic plans for market
penetration, attending marketing events and home
office meetings; creates reports to illustrate
marketing/sales initiatives and employs a method of
disciplined follow-up and organizational skills
Administrative Duties
  • Maintains effective and productive relationships
with agents by scheduling agency visits, managing
and promoting sales incentives and agent
commissions, educating agencies about GAINSCO
products and underwriting guidelines, responding to
general inquiries about the GAINSCO Connect Website,
policy binding procedures, and claims processing.
Daily updating of notes on agency visits through
Customer Relations Management System.

Required behaviors for all positions:
  • Communicate with co-workers, management customers,
vendors, and others in a courteous and professional
  • Conform with and abide by all Company codes,
regulations, policies, values, work procedures and
  • Regular attendance
Job Requirements:
Education: Bachelor’s degree is preferred.
Experience: 2+ years successful sales experience, in any
field, is required. Established tenure and previous
experience working from home are preferred.
Skills and Abilities: Ability to influence customers in
a positive manner resulting in increased territory
production. Excellent verbal and written communications
skills. Effective sales, negotiation and presentation
skills. Ability to learn and promote products and
services. Ability to develop rapport with agents.
Ability to analyze product data and identify market
trends. Strategic planning skills. Disciplined follow-up
and organizational skills. Ability to manage multiple
projects and assignments simultaneously
Other: Bilingual (English/Spanish) preferred but not
Equipment: Ability to use: office equipment: Telephone,
cell phone, computer, printer, fax, copier, calculator.
Current valid driver's license and acceptable driving
record. General computer skills: MS Outlook, MS Word, MS
Excel, MS Power Point, Internet. Familiarity with the
following software, ACT, Quick Quote, AS400, and Image
Right would be beneficial.
Decision Making: Selects specific steps from established
options based on what agents to approach for new
contracts, what kinds of incentives to give to agents.
Various departmental policies and guidelines can be used
to assist when making informed decisions.
Communication: Daily interaction with agencies and
Marketing Department staff. Because the majority of your
interaction is with agencies, it is vital that the way
you present yourself is in line with Company goals,
branding and objectives.
Compensation: Competitive base salary commensurate with
experience, plus aggressive monthly bonus potential,
with an opportunity to match your monthly gross income
in bonus every month.
  • Company car (fuel and maintenance paid by Gainsco),
expense account, and home office: lap top, cell
phone, printer/scanner/fax
  • Excellent benefits package: medical, dental, vision
insurance, life insurance, short term and long term
disability insurance, 401K, Paid Vacation and
Gainsco is an Equal Opportunity Employment Employer