Apply on Employer Site

Nationwide · 8 hours ago

Director, Small Market Business Development - Commercial Lines (Northern Region)

Columbus, OH

Full-time

Hybrid

Senior Level, Lead/Staff

$144K/yr - $255K/yr

10+ years exp

Nationwide is a company focused on helping people protect what matters most. The Director of Small Market Business Development will drive profitable results and growth within a territory through leadership, development, engagement, and sales expertise with an emphasis on small commercial business.

BankingFinancial ServicesInsuranceLife Insurance

Responsibilities

Plans, develops and integrates territory sales plans to achieve top and bottom line objectives. Translates strategic business plans into organizational direction. Creates financial and operational goals, budgets and timelines to meet company standards

Analyzes performance of portfolio, as well as individual account performance, and develops appropriate action to drive profitable growth based upon the analysis

Directs pricing standards and practice on individual accounts and on a portfolio basis for department. Provides recommendations to leadership regarding underwriting strategy and opportunity. Actively manages and participates in agency management and reviews

Motivates and leads territory managers and agents and drives small commercial performance to achieve premium growth, profit, new business and retention goals in the business plan. Leads and influences sales activities by aligning territory objectives with territory vision, reviewing sales practices and providing feedback, reinforcing sales strategies and plans and developing positive energy within territory through leadership, awards, recognition and contests

Consults with all levels of internal and external partners regarding policies and practices. Provides recommendations on operational practices and procedures. Provides input into agency strategic and business plans and regional strategic business planning

Communicates strategic direction and operational plans to internal associates and external partners. Communicates policies, procedures and financial budgets that result in attainment of business objectives. Ensures awareness of strategic corporate initiatives to maintain effectiveness in the field

Establishes and maintains strong business relationships with key groups and individuals within the commercial lines market. Develops effective internal and external collaborative partnerships across all customers and related functions, including: Claims, Marketing, Nationwide Technology, etc. to understand business developments and build a support network to help resolve business needs

Directs research within the territory ensuring a high level of competitive intelligence. Identifies needs or potential issues and consults on research needs from staff and leadership. May establish methods and aggregate local research at the territory level. Validates and refines research and builds strategic perspective on industry trends, competitor actions and market conditions

Communicates company practice and policy decisions with territory managers. Provides updates and communicates expectations for activity, production and market opportunity within territory. Communicates observations and opportunities to sales leadership regarding products and/or pricing improvements. Communicates with internal partners regarding products, claims issues, underwriting risk selection, rates and customer retention. May communicate with the customer advocacy team regarding department of insurance complaints to provide input

Sets operational expectations, goals and strategies. Provides oversight, ensuring necessary internal support is provided to resolve issues and appropriate service levels. Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage across all producers within the business unit

Delivers training and development based on individual and territory needs. Coaches, develops and provides feedback to associates. Educates internal and external partners on sales, underwriting and claims process, practice and tools. Sets expectations for and focuses development on growth of sales and executive presence

Qualification

Commercial lines experienceAgency managementSales expertiseLeadership experienceCPCU certificationAnalytical skillsOrganizational agilityCommunication skillsInterpersonal skillsConflict management

Required

Undergraduate studies in insurance, business, finance, marketing or related field

Requires advanced knowledge of property/casualty insurance operations and products, procedures and practices

Requires strong knowledge of commercial property/casualty case best underwriting practices, field underwriting operations and day-to-day underwriting operational needs

Excellent verbal and written communication skills to disseminate vision of senior leadership and to motivate the agency force

Ability to set work priorities and to initiate, evaluate and recommend solutions to upper management

Must have the ability to perform duties with independent judgment and demonstrate decision-making ability required in day-to-day operations where there may be unclear or competing priorities

Strong drive for results

Other competencies include: political savvy, conflict management, executive presence, directing others, hiring and staffing, motivating others, customer focus, organizational agility, interpersonal savvy, drive for results, planning, organizing, priority setting and presentation skills

Preferred

Undergraduate degree preferred

Technical designations such as CPCU, CLU, CHFP or equivalent insurance designation preferred

Ten years of commercial lines sales, marketing, agency management and/or underwriting experience preferred

Small market commercial experience preferred

Significant business management and people leadership experience preferred

Familiarity with all enterprise products preferred

Benefits

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

Company

Nationwide

Glassdoor3.9

Nationwide, a Fortune 100 company based in Columbus, Ohio, is one of the largest and strongest diversified insurance and financial services organizations in the United States.

Founded in 1925

Columbus, Ohio, USA

10001+ employees