Senior Territory Manager, Middle Market Business Development - 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.

This Sr Territory Mgr, MM Bus Dev – CL will support the Commercial Middle Market Business Development Team.  The territory for this position is Arizona.  The qualified candidate will reside in Arizona ideally Phoenix metro but flexible.

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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 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.

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 Sr Territory Manager, Middle Market Business Development - Commercial Lines : $120,000.00-$213,000.00

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