• Responsible for prospecting and appointment of agents in order to build a strong distribution channel. • Provide training to agencies on new programs and services in order to assist the agent in achieving their established goals and objectives with the company. • Effectively communicate Donegal Companies’ corporate goals, products, rules, rates, and incentives to agents to achieve a profitable book of business and build a strong business relationship. • Provide personalized attention on sales calls to ensure optimum position within the Agency. • Effectively communicate with each agency on the types of commercial lines business we are interested in quoting. • Responsible for directing agents to utilize Donegal’s WritePro and WriteBiz systems, and generating personal lines quote activity. • Will provide Commercial quotes to assist agents. • Work closely with individual agents in order to generate new commercial lines business opportunities. • Develop individual Agency Plans, which include the financial objectives for the specific agent to include premium, loss ratio, new and renewal policy count goals. • Discussions held frequently with Agents to review their progress versus plan toward their goals. • Analyze agency profitability for each agent within their assigned territory. • Develops and implements agency action plans to meet financial and strategic goals and any corrective actions as needed. • May include training, re-underwriting, rehabilitation programs, mergers or agency termination. • Works closely with underwriting to implement corrective actions with agents as needed. • Facilitate at least two agency reviews each year with underwriting to review the agent’s performance as compared to the established goals and implements correctives measures as needed. • Responsible for marketing company products and services. This includes a working knowledge of the interface capabilities of our company, monitoring of agency activity and arranging training of new products and services. • Routinely visit agents in assigned territory and prospect for quality agency appointments.

• Provide excellent customer service for all graft and technology needs for the office. • Establish contacts with key providers to open opportunities for graft utilization. • Facilitate meetings, dinner meetings and educational programs to build consistent utilization with office accounts. • Work closely with accounts to ensure solid consistency for our benefits verification process. • Knowledge of and ability to provide appropriate guidance for skin substitute use in all accounts.

• Develop and sustain long-term customer relationships while engaging customers at all levels, including senior levels of the customer’s organization to drive optimal customer experience. • Operates as a point of escalation, proactively identifying best practices. • Plans, executes, problem-solve and monitors initiatives that impact internal and external customers. • Communicate effectively with both internal and external senior-level management to understand customer needs, maximizing retention and growth.

• Drive partner-influenced pipeline and closed-won revenue • Build and execute partnerships strategy focused on partner-influenced ARR • Define partner segmentation and engagement models • Recruit and onboard new partners • Collaborate directly with AEs and Sales Engineering • Partner with Marketing to build co-marketing programs • Own partner pipeline and revenue forecasting