Lori Schermerhorn
Coatesville,PA
Summary
Seasoned Territory Manager with over 25 years of experience as an agency relationship manager and Middle Market/Large Account Property & Casualty Underwriter. Proven track record for achieving established premium growth while maintaining profitable underwriting results and adhering to the Underwriting Authority. Strong background in Property & Casualty insurance underwriting and a deep understanding of the industry through years of experience. Ability to evaluate complex risks and develop comprehensive underwriting strategies. Excellent analytical and problem-solving abilities, all effectively analyze data, identify potential risks, and make informed decisions. Strong communication and negotiation and ability to build and maintain relationships with agency partners and internal teammates.
Overview
27
27
years of professional experience
Work History
Senior Territory Manager
Penn National Insurance
2023.01 - Current
- Develop trusted, respected, and lasting relationships with agency partners through visitations, responsiveness, and transparency.
- Underwrites new Property & Casualty Middle Market to Large Commercial businesses in a profitable and thought-out manner to plan and budget for the book of business while utilizing underwriting rules, AM Best Practices, designated authority, and knowledge of laws and regulations with complete file documentation.
- Exceed new business goal within first 8 months by 55% and successfully appointed 3 new agents.
- Developed professional working relationships with regional underwriting, claim teams, and corporate departments as well as provided guidance and mentoring to other Underwriting staff and assisted in developing Penn National's Letter of Authority.
- Tracking and reporting market conditions and competitor intelligence.
- Monitors agency results and follows up with agents as to profitability and compliance with the company’s initiatives, procedures, and policies.
- Facilitates agency reviews to review agent’s performance as compared to established goals and implement corrective actions as needed.
- Participates in rate reviews on Middle to Large Commercial accounts.
- Provides training to agency plant on new programs, products, services, and systems.
- Develop annual agency/company marketing plans.
- Analyzes territory profitability, premium growth, and retention.
District Sales Manager
Encova Insurance
2015.04 - 2023.01
- Developed and maintained agency relationships in Southeast PA through regular visits and was the liaison between Encova and the agencies within the assigned territory.
- Determined acceptability, quality, pricing, and profitability on all Commercial new business in assigned territory with a focus on underwriting more complex middle to large Property & Casualty risks utilizing underwriting authority and sales directives.
- Completed thorough risk analysis on new business accounts using NCCI, ISO, AM Best Practices, industry rules and regulations, and company underwriting guidelines and thorough file documentation.
- Prepared and participated in assisting producers with their presentation of proposals to potential insureds and negotiated terms and conditions.
- Managed accounts by participating in loss control visits, claims reviews, and renewal meetings.
- Developed marketing plans for assigned agents to achieve profitability, retention, and premium goal objectives with annual agency reviews.
- Prospected and qualified new agents for potential appointments.
- Coordinated agency training as needed and assisted agencies with the tools needed to build sustainable, long-term profitable growth.
- Gathered and reported competitor intelligence.
- Coordinated industry events in Southeastern PA.
- Developed and executed a training manual for new District Sales Managers.
Business Development Specialist
Nationwide Insurance Company
2009.09 - 2015.04
- Field Production Underwriter for Middle Market to Large Commercial Accounts. Responsible for new and renewal underwriting execution, including selecting risks in line with Nationwide's strategy and underwriting guidelines, following up on accounts and closing the deal on new business.
- Built long lasting agency relationships through visitations, timely responsiveness, transparency and trust.
- Assisted in the presentation of new business proposals with producer to clients.
- Accompanied Loss Control on visits on potential large accounts.
- Coordinated agency travel with team members.
- Developed and executed Business Plans and agency reviews for assigned agents to track performance and made recommendations on agency management issues.
- Responsible for pre-qualifying potential agency appointments.
- Conducted sales and training sessions to agency partners and internal staff on new products, company enhancements and new system implementations.
- Team Leader for assigned Small Business Underwriters through mentoring, coaching and teaching fundamentals of insurance.
- Monitored market conditions and competitor intelligence.
Senior Underwiter
Liberty Mutual Insurance Company
2008.07 - 2009.09
- New and Renewal Commercial Lines Underwriter for Middle Market to Large Accounts.
- Consistent agency travel to assigned Agents in the Southeast PA Territory.
- Cultivated strong relationship with assigned agents and internal staff.
- Maintained new and renewal portfolio.
- Participated in agency reviews.
Senior Account Manager
Arthur J. Gallagher & Company
2004.05 - 2007.05
- Pre-qualify and market new and renewal Commerical Middle Marke to Large Accounts with a primary emphasis on Municipalities.
- Prepared professional Proposals for delivery by the Producer.
- Utilized multiple carrier rating systems for new business quotes.
- Established strong working relationships with clients and company underwriters and marketing reps.
Property Production Underwriter
USLI
2003.10 - 2004.05
- New Business E&S Property Underwriter for small to middle market accounts through specific guidelines.
- Maintained and developed relationships through key Wholesalers through extensive travel in New York and New England.
Casualty Underwriter
Axa Xl
1997.01 - 2003.10
- New Business and Renewal Underwriter for Casualty lines for Environmental Facilities with average account size $500k.
- Maintained and developed relationships with key agents within regional underwriting territory.
- Managed 2 Underwriting Assistants.
Education
Bachelor of Arts - Business Administration
Immaculata University
Immaculata, PASkills
- Technical underwriting expertise
- Product knowledge
- Strong analytical and problem-solving skills
- Effective Communicator
- Strong Presenter
- Negotiation skills
- Multi-tasker
- Detailed-oriented
- Ability to prioritize and meet deadlines under time constraints
- Collaborative
- Relationship builder
- Proficient in Microsoft Office, Microsoft Word, PowerPoint, Excel, Guide Wire, Duck Creek, ImageRight, Salesforce and CRM. Also proficient in utilizing underwriting tools such as Referenceconnect, ProMetrix, Convr, NCCI, Safer, CAB.
Timeline
Senior Territory Manager
Penn National Insurance
2023.01 - Current
District Sales Manager
Encova Insurance
2015.04 - 2023.01
Business Development Specialist
Nationwide Insurance Company
2009.09 - 2015.04
Senior Underwiter
Liberty Mutual Insurance Company
2008.07 - 2009.09
Senior Account Manager
Arthur J. Gallagher & Company
2004.05 - 2007.05
Property Production Underwriter
USLI
2003.10 - 2004.05
Casualty Underwriter
Axa Xl
1997.01 - 2003.10
Bachelor of Arts - Business Administration
Immaculata University
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