Territory Manager, Small Market Business Development - Commercial Lines

We are seeking a Territory Manager, Small Market Business Development – Commercial Lines roles to cover the Austin/San Antonio, Texas territory. Qualified candidates will reside in the territory.

We are looking for experienced insurance sales professionals who have experience working with Independent Agencies preferably with commercial lines background. This role includes incentive pay.

Compensation Grade:  G.SD130

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Job Description Summary

Job Description

Reporting Relationships: Reports to Director, Small Mkt Bsns Dvlpmt-CL; no direct reports.

Core Duties and Responsibilities: 

• Monitors market conditions, competitive landscape, and confirms information gathered within market space. Using territory results, market intelligence, competitor products, and rates to identify small commercial growth opportunities for the agencies. Reviews and assesses agency strengths, capabilities and growth opportunities.
• 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.
• Effectively 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 members and leadership to share industry trends, and field underwriting experience.
• Responsible for attainment of Small Market Commercial production, profit, and service objectives within assigned territory. Drives robust agency business planning to deliver detailed performance plans with actions, account abilities and scheduled performance checkpoints. Ensures strong territorial objectives to maximize profit and pipeline management. Proactively identifies opportunities for all lines of business and refers to appropriate business leaders. Plans and coordinates the efforts with the Middle Market Underwriting Team.
• Proactively consults with agents and internal partners to develop business solutions including strategic and tactical planning. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques. Provides industry trend observations to leadership.
• Recommends appointment of new agencies. Makes recommendations to terminate agencies based on results as appropriate depending on contract. Ensures compliance with administrative practices and adherence to policies and procedures. Influences agency business plans and practices necessary to achieve results. Makes recommendations to leadership regarding agency alignment and deployment.
• Cultivates relationships that enhance value to both the agency and Nationwide. Maintains a responsive and visible presence to network and leverages relationships with centers of influence.
• Advises agents regarding customer service expectations and helps resolve customer issues. Ensures that necessary support is provided internally and may help coordinate resolution of service needs.
• 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. Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter expert.
• Works with agent in reviewing existing and potential accounts. May review agency books of business as well as profit/growth results and trends to recommend and implement action plans.
• Partners closely with the small commercial underwriting manager and/or lead.  Utilizes pricing knowledge and effective decision making with provided credit authority to adjust price of an account.
• Performs other duties as assigned.

Typical Skills and Experiences: 

Education:  Undergraduate studies in general business, insurance, sales, marketing or related fields. Undergraduate degree preferred.

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

Experience: Seven years of progressively 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: Thorough working knowledge of commercial underwriting, pricing and coverage for Small Market business. Knowledge of company sales and underwriting standards and practices company commercial products and programs. Knowledge of state statutes and regulations. Strong knowledge of agency operations, sales program implementation and training concepts involving products, rules, and rating plans. Strong understanding of business concepts including financial pro forma, operating plans, goal setting, sales and marketing techniques. Good understanding of Nationwide processes, products, fiduciary responsibility and compliance requirements. 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, with credit 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 best practices compliance. Strong drive for results. Functional Technical Skills, Business Acumen, Managerial Courage, Political Savvy, Conflict Management, Directing Others, Hiring and Staffing, Motivating Others, Customer Focus, Organizational Agility, Interpersonal Savvy, Eagerness for Results, Planning, Organizing, Priority Setting, Presentation Skills. Strong verbal and written communication skills necessary to interact with all levels of internal and external contacts.

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 HR Business Partner.

Values:  Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.

Job Conditions: 

Overtime Eligibility:  Exempt (Not Eligible)

Working Conditions:  Heavy travel with extended stays may be required. Most sales managers 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. 

Evaluation Activity:  JC/KP 10-2019

Benefits

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.

NOTE TO EMPLOYMENT AGENCIES:

We value the partnerships we have built with our preferred vendors. Nationwide does not accept unsolicited resumes from employment agencies. All resumes submitted by employment agencies directly to any Nationwide employee or hiring manager in any form without a signed Nationwide Client Services Agreement on file and search engagement for that position will be deemed unsolicited in nature. No fee will be paid in the event the candidate is subsequently hired as a result of the referral or through other means.