Sr Territory Manager, Middle Market Business Development

If you’re passionate about helping people protect what matters most to them, as well as innovating and simplifying processes and operations to provide the best customer value, then Nationwide’s Property and Casualty team could be the place for you! At Nationwide, “on your side” goes beyond just words. Our customers are at the center of everything we do and we’re looking for associates who are passionate about delivering extraordinary care.

We are excited to announce that due to our growth at Nationwide in Middle Market, we are adding a Territory Manager role that is focused on our investment in Custom Solutions accounts and growing the book of business with key distribution partners. This role is tied to our expansion in the Middle Market Custom Solutions space and has direct responsibility for the profitable growth of a defined portfolio, including personal underwriting authority and accountability. The ideal candidate has experience working with national and large regional retail insurance agencies and brokers.

Location: This role ideally is located near major metropolitan areas in the Central or Western regions such as Chicago, Dallas, Houston, San Antonio, Austin, Denver, Phoenix, and Los Angeles.

This is a Work-From-Home (WFH) position involving approximately 25% travel. Strong preference for the selected individual to be located directly within or close to the identified major metropolitan areas.

Qualified candidates will possess:

• Commercial insurance underwriting experience (with authority)
• Production & Agency Management orientation

Strong preference for existing relationships with national and/or large regional firms.

The most ideal candidates will also have:

• Multi-Line underwriting experience within Middle Market accounts, specifically
• Industry segment experience across Manufacturing, Wholesale/Distribution, Food Service & Accommodation, Retail, Professional Services and other related industries

Relevant insurance designations (CPCU, CIC, AU, etc.), or coursework towards them, are a plus

This role does not qualify for employer-sponsored work authorization. Nationwide does not participate in the Stem OPT Extension program

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Job Description Summary

On our team, we look for that rare professional who is both analytical and a relationship-builder. Those who can combine those talents with their entrepreneurial drive and own and manage their territory can thrive and grow with us. If this sounds like the opportunity you've been looking for, we want to hear from you!
As a Senior Territory Manager, you'll work with our most complex and sophisticated distribution partners. You'll be on point to market, manage and underwrite commercial business with select agencies or brokers. We'll count on you to drive profit and premium to meet top financial goals and objectives through development, negotiation and implementation of business plans. It will be important to lead and influence agencies by creating sales strategies and implementing sales processes and practices that drive new sales, increase shelf space, profit and customer retention.

Job Description

Key Responsibilities:

• Monitors market conditions, competitive landscape and confirms information gathered within market space. Researches risk, environment and factors necessary to win accounts.

• Analyzes quality and quantity of risks underwritten and prepares reports accordingly. May review agency books of business as well as profit/growth results and trends to recommend and implement action plans. Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plan to resolve those situations. Performs analysis of the most sophisticated accounts that require combining experience, intuition and business savvy to make strategic territory and account decisions.

• Achieves production, profitability and service objectives. Quotes, prices and underwrites new and renewal policies and endorsements, primarily for complex or service sensitive accounts. Monitors risk selection and pricing decisions for entire agency plant, both on a book of business and individual account level basis. Decisions require review of multiple variables, using agency relationships, inspection reports and evaluation of exceptions. Navigates complex interactions necessary to influence sophisticated producers and customers.

• Manages workflow and intricacies of underwriting a significant volume of assigned work company tools and systems. Ensures file handling quality and workflow efficiency. Manages large, complex work and coordinates with others to meet service level agreements. Effectively influences activities of Middle Market Underwriting Team to deliver and implement select agency business plans.

• Drives robust agency business planning to deliver detailed performance plans with actions, accountabilities and scheduled performance checkpoints. Ensures strong territorial objectives to improve profit and pipeline management. Proactively finds opportunities for all lines of business and refers to appropriate business leaders. Plans and coordinates the efforts on new business, renewals, service plans, etc. Identifies prospects and recommends new agency appointments.

• Markets Nationwide products and services to help drive agency and company results, including all products that may improve offerings. Assists agency with strategies for pipeline management, producer development to earn new business in targeted industries and preferred markets.

• Consults with agents and internal partners to develop business solutions. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques of large or unique businesses. Provides industry trend observations to leadership. Consults with agencies regarding risk management and coverage options and to improve retention and profitability. Proactively identifies and consults on strategies to develop new business and maximize growth and profit.

• Communicates with agencies to establish the company as the provider of choice for the territory for all enterprise products with an emphasis on commercial lines. Communicates product, technology changes and company objectives. Communicates market intelligence to agencies and leadership. Communicates and collaborates actively with team and leadership to share industry trends, and field underwriting experience.

• Completes agency visits as appropriate to develop new accounts, service existing accounts, review agency performance and enhance agency relationship. Develops and maintains strong business relationships with agency leaders, producers and key groups.

• Leads delivery of appropriate customer service levels. Follows up and ensures proper handling of customer service requests.

• Ensures that tools, training and support are in place to positively impact success for the agencies and territory. Identifies and communicates training needs and opportunities. May assist in the development or training delivery as a subject matter authority.

• Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter authority. Provides professional development knowledge and insight to team. May mentor and coach new Territory Managers.

• Manages a significant workload effectively and backs up others as needed. Monitors business plan results to determine performance and develop action plans to ensure alignment with underwriting philosophies, standards and performance expectations. Reviews business in process, lost business and drives implementation of business plan. Leads discussion for assigned agents in agency reviews. Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage.

May perform other responsibilities as assigned

Reporting Relationships: Reports to Director, Commercial Lines Middle Market Business Development.

Typical Skills and Experiences:

Education: Bachelor’s degree or equivalent experience is preferred.

License/Certification/Designation: Relevant professional designation such as CPCU or CIC is preferred.

Experience: Ten years of progressively more responsible underwriting and sales experience in commercial lines of business preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred.

Knowledge, Abilities and Skills: Extensive working knowledge of commercial underwriting, pricing and coverage for Middle Market business. Knowledge of company sales and underwriting standards and philosophies, company products and programs and state statutes. Solid understanding of effective sales, marketing and agency relationship management techniques. Excellent interpersonal and sales skills. Ability to build and maintain cooperative and mutually rewarding internal and external partnerships. Must have the ability to perform duties with independent judgment within underwriting authority and aligned with company underwriting standards. Demonstrated decision-making ability required in day-to-day operations where there may be unclear or competing priorities, including evaluating and recommending solutions to customer service, work processing, underwriting selection and rating and compliance. Must have the ability to resolve situations where additional support is needed to create alignment f