Sr Territory Manager, Construction Services Business Development - Commercial Lines

  • Nationwide
  • Washington, USA
Management Marketing

Job Description

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!

This Sr Territory Mgr, CS Bus Dev – CL will support the Commercial Middle Market Construction Business Development Team.  This individual will be responsible for maintaining and driving commercial middle market construction business within an assigned territory, with direct responsibility for both a defined renewal book and a set new business goal, including personal underwriting authority and accountability. 

The person in this position will work remotely supporting one or more of the following states:  IA, MN, WI, IL, IN, MO, OR, WA, ID, NV and/or CA. 

The most strongly qualified candidates will possess:

•             Commercial underwriting experience (with authority)

•             Significant Middle Market experience (construction experience is preferred)

•             Agency management orientation

•             Sales acumen

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

Compensation Band:  H.SD150

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 primarily middle market accounts, with an emphasis in commercial lines construction services, representing some of our most complex and sophisticated distribution partners. You'll market, manage and underwrite business through direct contact with select agencies or brokers. We'll count on you to drive profit and premium to meet top financial goals and objectives. To succeed, it will be important to collaborate with internal business partners to support and increase the overall Nationwide presence.

Job Description

Key Responsibilities: 

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

  • 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 complex 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. 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. Independently reviews for acceptability and handles those within level of authority using company underwriting guidelines and standards.

  • Manages workflow and intricacies of underwriting a significant volume of assigned work using company tools and systems. Ensures file handling quality and workflow efficiency. Manages large, complex work and coordinates work with and through others to meet service level agreements. Facilitates the successful delivery and execution of 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 maximize profit and pipeline management. Proactively finds opportunities for all lines of business and refers to appropriate business leaders. Considers sophistication of partners, navigates organizational complexities and mines for ancillary opportunities through promotion and negotiation techniques. Plans and coordinates the efforts of the team 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 and developing new business in targeted industries and preferred markets. Assesses accounts and develops business propositions to win business.

  • 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 leaders. Consults with agencies regarding risk management and coverage options and to improve retention and profitability. Proactively identifies and consults on new business and growth strategies.

  • 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 leaders. Communicates and collaborates actively with team and leaders 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. Builds 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 help mentor and coach new Territory Managers. 

  • Manages a significant workload effectively and backs up others as needed. Monitors business plan results to measure performance and develops 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. 

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: Seven years of progressively more responsible underwriting and sales experience in commercial 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. Strong knowledge 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 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 determine situations where additional support is needed for decisions. Strong drive for results.

Other criteria, including leadership skills, competencies and experiences may take precedence.

Staffing exceptions to the above must be approved by the hiring manager’s leader and Human Resources Business Partner.

Values: Regularly and consistently demonstrates Nationwide Values.

Job Conditions:

Overtime Eligibility: Not Eligible (Exempt)

Working Conditions: Heavy travel with extended stays may be required. Most incumbents work from a remote location. A valid driver's license and safe driving record are required. 

ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.


We have an array of benefits to fit your needs, including: medical/dental/vision, life insurance, short and long term disability coverage, paid time off with newly hired associates receiving a minimum of 18 days paid time off each full calendar year pro-rated quarterly based on hire date, nine paid holidays, 8 hours of Lifetime paid time off, 8 hours of Unity Day paid time off, 401(k) with company match, company-paid pension plan, business casual attire, and more. To learn more about the benefits we offer, click here.

Nationwide is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive culture where everyone feels challenged, appreciated, respected and engaged. Nationwide prohibits discrimination and harassment and affords equal employment opportunities to employees and applicants without regard to any characteristic (or classification) protected by applicable law.

Smoke-Free Iowa Statement: Nationwide Mutual Insurance Company, its affiliates and subsidiaries comply with the Iowa Smokefree Air Act. Smoking is prohibited in all enclosed areas on or around company premises as well as company issued vehicles. The company offers designated smoking areas in which smoking is permitted at each individual location. The Act prohibits retaliation for reporting complaints or violations. For more information on the Iowa Smokefree Air Act, individuals may contact the Smokefree Air Act Helpline at 888-944-2247.

Nationwide pays on a geographic-specific salary structure and placement within the actual starting salary range for this position will be determined by a number of factors including the skills, education, training, credentials and experience of the candidate; the scope, complexity and location of the role as well as the cost of labor in the market; and other conditions of employment. If a Sales job, Sales Incentives, based on performance goals are possible in addition to this range.

The national salary range for Sr Territory Manager, Construction Services Business Development - Commercial Lines : $111,000.00-$213,000.00

The expected starting salary range for Sr Territory Manager, Construction Services Business Development - Commercial Lines : $120,000.00 - $180,000.00

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