AVP, Sales & Distribution - Personal and Small Commercial Lines

If you’re passionate about helping people protect what matters most to them at a Fortune 100 company with nearly $70 billion in annual sales, 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 and partners are at the center of everything we do and we’re looking for associates who are passionate about delivering extraordinary care.

Job Description Summary

Do you thrive on shaping profitable growth, strengthening agency relationships and turning sales and distribution strategy into market results? If you are ready to lead people, programs and partnerships across Personal and Small Commercial, we want to know more about you!

As AVP, Sales & Distribution - Personal and Small Commercial, you will establish strategy and lead execution for profitable sales, distribution and agency growth across an assigned region, market, channel or other span of responsibility. You will plan and coordinate programs that deliver sustainable growth, quality new business, retention, agency strength, revenue and expense performance consistent with company objectives.

You will lead through people, programs and partnerships by setting strategic direction, developing sales and distribution capabilities, strengthening agency relationships and aligning internal teams around market opportunities and business priorities. The product scope may vary by assignment and may include Personal Lines, Small Commercial or both. The size and composition of the assigned region, market, team, agency portfolio and organizational span may vary based on business need, market opportunity, organizational design and the applicable coverage model.

Job Description

Key Responsibilities: 

• Establish and communicate strategic direction, priorities and operating plans for the assigned Personal and Small Commercial sales and distribution scope, aligned with enterprise and business-unit objectives.

• Develop integrated sales programs, distribution strategies, market plans and execution roadmaps that support profitable growth across the assigned product and partner portfolio; recommend production goals, quotas, performance measures and resource priorities for applicable lines, products, channels and distribution partners.

• Translate priorities into measurable goals for growth, quality new business, retention or persistency, agency strength, revenue, expense, service and overall business performance; monitor results, market conditions, competitive intelligence, product and pricing dynamics, agency performance and financial and operating measures to identify opportunities, risks and corrective actions.

• Balance top-line growth with portfolio quality, profitability, retention, customer outcomes, risk management and targeted returns, and use business insights to adjust priorities and execution.

• Build and maintain executive-level relationships with prospective and existing agency leaders, distribution partners, industry organizations and key internal stakeholders; lead strategies for recruiting, appointment, alignment, development, engagement and performance management of agencies and distribution partners.

• Oversee the acquisition of quality new business and maintenance of policies in force or other applicable retention objectives, and direct the delivery of timely data, information, tools and insights to agencies and distribution partners throughout the relationship and business-development process.

• Lead selection, hiring, training, coaching, evaluation, development, recognition and compensation processes for the assigned sales and distribution organization in partnership with Human Resources and applicable leaders.

• Build a high-performing, diverse, engaged and customer-focused organization with strong sales capability, product knowledge, business acumen and professional standards; establish clear accountability, operating expectations and performance-management practices.

• Plan, implement and communicate policies, procedures, financial budgets, governance expectations and operating practices that support business objectives and effective execution.

• Partner with Product, Underwriting, Claims, Marketing, Technology, Finance, Operations and other functions to execute strategic priorities, resolve business issues, improve efficiency and enhance the partner and customer experience.

• Provide recommendations to senior leadership on strategic opportunities, market conditions, product and pricing improvements, distribution capabilities, resource needs and operational efficiencies; lead or sponsor cross-functional initiatives that improve sales effectiveness, distribution reach, agency value propositions, customer retention and profitable growth.

• Represent the organization with relevant industry and professional groups, when appropriate, to build relationships, contribute to policy and practice discussions, enhance company reputation and create business opportunities.

• Communicate strategic intent, performance expectations, policies, financial goals, business results and change priorities with credibility and clarity to senior leaders, associates, agencies and external partners.

• Ensure activities comply with company policies, procedures, legal and regulatory requirements, underwriting and sales standards and applicable governance expectations, while promoting sound judgment, accountability, professionalism and follow-through.

 

May perform other responsibilities as assigned.

 

Reporting Relationships: Reports to the appropriate executive leader, such as a Regional Vice President, Vice President of Sales and Distribution, or other business-unit leader.

 

Typical Skills and Experiences:

 

Education: Undergraduate studies in insurance, business, finance, marketing, or a related field preferred.

License/Certification/Designation: A relevant technical designation or equivalent insurance education is preferred; examples may include CPCU, CLU, or another applicable designation.

 

Experience:Typically, ten or more years of progressively responsible experience in field sales management, insurance distribution, agency management, sales leadership, marketing, underwriting, or related technical insurance work. Experience leading across multiple disciplines, business units, products, channels, or markets is preferred.

 

Knowledge, Abilities and Skills:

• Deep knowledge of the property and casualty insurance industry, sales and distribution systems, agency operations, product strategy, underwriting concepts, rating practices, and market dynamics.
• Ability to establish strategic direction, sell and communicate a vision, lead change, drive execution, and connect enterprise priorities to field results.
• Strong understanding of sales-program development, agency recruiting and appointment, distribution strategy, training concepts, sales processes, and performance management.
• Demonstrated ability to lead, develop, and engage talent; build effective teams; optimize diverse perspectives; and create a climate where people are motivated to excel.
• Strong business acumen, financial orientation, analytical thinking, competitive intelligence, problem solving, and decision-making skills.
• Advanced executive-level communication, presentation, influence, negotiation, consultation, and relationship-management skills.
• Ability to communicate effectively with senior executives, boards or governance bodies, agency leaders, associates, and other stakeholders.
• Ability to manage multiple complex priorities concurrently while maintaining sound judgment, accountability, professionalism, and follow-through.
• Strong customer focus, strategic agility, organizational agility, innovation, collaboration, courage, and results orientation.
• Proficiency with business intelligence, customer relationship management, reporting, sales-performance, and other technology-enabled tools.
• Ability to travel as required to support the assigned span, agencies, distribution partners, industry relationships, and team members.

 

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.

 

Job Conditions: 

 

Overtime Eligibility: Not Eligible (Exempt)

 

Working Conditions: Travel may be required, including in-person engagement with agencies, distribution partners, industry organizations, and team members. Working environment and remote-work expectations may vary based on the assignment and coverage model. Must live within assigned region.

 

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. 

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.

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. Note on Compensation for Part-Time Roles: Please be aware that the salary ranges listed below reflect full-time compensation. Actual compensation may be prorated based on the number of hours worked relative to a full-time schedule.

The national salary range for AVP, Sales & Distribution - Personal and Small Commercial Lines : $157,000.00-$293,000.00

The expected starting salary range for AVP, Sales & Distribution - Personal and Small Commercial Lines : $157,000.00 - $262,000.00