Overview

Being good neighbors – helping people, investing in our communities, and making the world a better place – is who we are at State Farm. It is at the core of how we operate and the reason for our success. Come join a #1 team and do some good!

Responsibilities

Are you ready to drive impressive growth in a dynamic market? As our next Sales Leader, your primary purpose is to be the engine of territory growth. You will achieve this by leveraging comprehensive market knowledge and utilizing effective agent sales consulting to dramatically enhance the customer experience and meet diverse needs. This role is crucial for fostering a culture of high engagement and adaptability within the sales territory, helping to position our independent contractor agents to capture every bit of market potential. If you are passionate about leadership, growth, and building winning teams, we want to hear from you!

In this job you are primarily responsible for:

Driving Territory Results: Using in-depth market knowledge and effective sales strategies to meet customer needs and deliver exceptional experiences
Business Coaching: Coaching agents on aspects of business management to evolve with customer demands and meet their business objectives
Agent Placement and Development: Overseeing the process of strategically placing and developing agents to maximize market opportunities

Location: Western Upstate New York Sales Territory
The Western Upstate New York Sales Territory stretches from Rochester west through Batavia and to Niagara Falls. This region offers a broad mix of urban, suburban, and smaller community living, with access to Lake Ontario, the Finger Lakes gateway, and Niagara Falls. Residents enjoy professional sports, strong local food and arts scenes, waterfront access, and a wide range of outdoor recreation throughout the year. The area is known for its affordability relative to many larger Northeast markets and offers a lifestyle that balances career opportunity with community connection.

Economically, Western Upstate New York is supported by health care, education, manufacturing, logistics, agriculture, tourism, and professional services. Rochester brings strength in health care, higher education, optics, and technology. Buffalo and Niagara add additional scale through health systems, cross-border commerce, tourism, and ongoing economic development. Across the territory, agents serve a wide range of customers, including first-time buyers, growing families, retirees, and small business owners. The footprint creates several distinct micro-markets, each with different customer dynamics and growth opportunities.

This territory includes 54 agent offices, including 5 Multi-Office Agents, with a mix of tenure, agent contracts, and business models. With reach across Rochester, Buffalo, Niagara Falls, and the surrounding communities, the territory offers a strong blend of stability, opportunity, and market variety.

Qualifications

Preferred Qualifications:

5+ years of experience in insurance, financial services or sales leadership, showcasing strong expertise and a genuine passion for the insurance and financial services industry.
Strong track record of coaching and influencing sales professionals and implementing organizational and territory strategies that drive growth and customer service.
Expertise in identifying and pursuing innovative approaches to enhance insurance and financial services outcomes.
Ability to recruit and select entrepreneurs looking to own their own business while contributing to the success of our organization.
Strong ability to build and maintain relationships with sales professionals, senior field leaders, and key business partners to leverage knowledge and expertise to enhance your ability to drive results.
Ability to coach and consult with sales professionals in hosting needs-based conversations covering a spectrum of customer needs.
Demonstrated entrepreneurial mindset with proven track record of successfully launching, managing, or growing a business or startup utilizing innovation, strategic planning, and critical thinking skills.
Excellent communication, relationship-building, interpersonal, and coaching skills.
- Presentation skills - effectively conveys information in a clear and professional manner to internal and/or external individuals/groups.
- Ability to effectively communicate and negotiate with others to reach mutually beneficial solutions with both internal and external individual/groups.

Additional Details

Selected candidates will be required to possess and/or obtain a Securities Industries Essentials (SIE), Series 6 license, and Series 63, Series 65 or equivalent, Life/Health, Variable license and Property and Casualty License.
Fingerprint, credit check and background check are required for sponsorship of FINRA licensing.
Employees must successfully obtain all other applicable licensing and certifications for role including, but not limited to, LTC Certification, Annuities Certification and potential state securities licensing, as applicable.
Employees may be required to sign the Acknowledgement of Policy on Personal Account Transactions
Must work flexible, non-standard hours, including weekends and holidays, based on operational needs and workload
Selected employees must maintain a valid license to lawfully operate vehicles as requested by the company. MVR check will be completed as part of the pre-employment process.
Requirements subject to change at State Farm discretion based on a business need.
Competitive candidates will need to successfully complete the Sales Leader Approval process.

**Applicants are required to be eligible to lawfully work in the U.S. immediately; employer will not sponsor applicants for U.S. work authorization (e.g., H-1B Visa) or future need for this opportunity**

***Last date to apply: 8/31/2026 at 11:00pm, CST***

The State Farm Sales Practices Philosophy is about placing customer needs first, operating fairly and doing the right thing. We strive to encourage customer conversations, customer service, and meeting customer needs in our related promotions, rewards, and incentives.

State Farm agents are independent contractors. As independent contractors, State Farm agents hire their own employees, make all decisions regarding their employees and are responsible for their own business operations. State Farm does not manage, exercise or assume control of independent contractor agents’ business operations or employees.

Our Benefits

The annual salary for the sales leader position is $200,000. Employees in this role are not eligible for an annual merit award. In addition, you may be eligible to participate in incentive programs, including a quarterly bonus and an annual bonus. No amount of incentive compensation is guaranteed. Employees may be eligible for a geographic differential based on the location from which an employee is working.

The total compensation opportunity, including a fixed base salary and potential incentive pay eligibility for this position is $200,000 - $402,500 with the possibility for incentive earnings to exceed this range.

Remote Work Arrangement: The Sales Leader role is a remote position which requires the selected candidate to work out of his/her home and will require periodic travel to conduct/attend meetings and/or seminars, training, conferences.

Securities Licensing
This position requires you to obtain/maintain all applicable FINRA licensing exams (Securities Industry Essentials, Series 6, Series 63, and Series 65 or equivalent), sponsorship from State Farm VP Management Corp (SFVPMC) and State Farm Investment Management Corp. (SFIMC), and that you become registered and remain in good standing as required by SFVPMC, SFIMC and FINRA. To confirm eligibility for sponsorship, you will complete fingerprinting and a credit check. This is in addition to the pre-employment background check.

You will be required to sign a Securities Registration Agreement upon hire.

At State Farm, we offer more than just a paycheck. Check out our suite of benefits designed to give you the flexibility you need to take care of you and your family!

Stay Well! Focus on you and your family’s health with our robust health and wellbeing programs. State Farm pays most of your healthcare premium, and we offer multiple healthcare plan options, including a high deductible plan. All medical plans provide 100% coverage for in-network preventative care, AND you and your family have access to vision, dental, telemedicine, 24/7 mental health professionals, and much more!
Develop and Grow! Take advantage of educational benefits like industry leading training programs, top-notch tuition assistance programs, employee resource groups, and mentoring.
Plan Ahead! Plan for those big moments in life with benefits like fertility/IVF/adoption assistance, college coaching, national discount programs, interactive monthly financial workshops, free financial coaching, and more. You can also start a savings account or consider financing through our State Farm Federal Credit Union!
Take a Little “You” Time! You will have access to our generous time off policies designed so you can plan around holidays, family events, volunteering, or just to take a relaxing day off. With the opportunity to initially earn up to 20 days annually plus parental leave, paid holidays, celebration day, life leave (40 hours/year), bereavement leave, and community service/education support days, there will be plenty of time for you!
Give Back! We offer several ways to give back through our Matching Gift Program, Good Neighbor Grant Program, and the Employee Assistance Fund.
Finish Strong! Plan for retirement using free financial advisors and a 401(k) plan with company contributions of up to 7% of your salary.

Visit our State Farm Careers page for more information on our benefits, locations, and the hiring process of joining the State Farm team!

Territory Manager Jobs in Rochester, NY

Sales Leader- Western Upstate New York

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