Nationwide · 1 month ago
Director, Distribution Wholesale Brokerage - E&S Specialty (Specialty Casualty)
United States
Full-time
Remote
Senior Level, Lead/Staff
8+ years expNationwide is a company focused on helping people protect what matters most to them. The role of Director, Distribution Wholesale Brokerage - E&S Specialty involves executing distribution strategies for the Specialty Casualty verticals and building relationships with brokers to drive profitable growth.
BankingFinancial ServicesInsuranceLife Insurance
Responsibilities
Drive a structured and strategic broker engagement process with key distribution partners, prioritizing firms that are essential to our growth in Construction and/or Specialty Casualty
Prepare and lead high-value broker meetings focused on unlocking specific opportunities that support our preferred portfolio profile by geography, industry class, and attachment point
Ensure meetings are data-informed and action-oriented, with content focused on surfacing new opportunities that meet our appetite, reclaiming lost renewals, and reviving past submissions
Collaborate with marketing and underwriting to equip brokers with insights and differentiators that position us as the go-to partner for the right risks. Strengthen long-term broker relationships and deepen alignment with key firms that are best positioned to deliver sustained profitable growth
Lead the identification, tracking, and execution of strategic new business opportunities that align with our desired portfolio mix
Partner closely with underwriting to ensure we are actively pursuing accounts that represent a strong technical fit and support profitable growth objectives within the vertical
Use centralized pipeline tracking to spotlight high-value opportunities and coordinate proactive follow-up on deals that advance our portfolio objectives and underwriting strategy. Maintain visibility into broker-specific submission flow to help surface gaps, target accounts, and cross-sell potential, while reinforcing focus on submissions that come from our highest-priority partners
In close partnership with underwriting, develop and manage a dynamic broker segmentation model that prioritizes individual brokers based on their ability to deliver profitable growth aligned with our portfolio objectives
Through ongoing collaboration, continuously evaluate broker books to identify those best positioned to support underwriting goals, whether through geographic concentration, industry specialization, or consistent preferred tower positioning
Leverage data-driven insights provided by our distribution partners to refine our broker focus and ensure we are targeting those with the highest potential to deliver aligned, profitable business. Use these insights to guide where and how we engage, ensuring that distribution efforts are focused, differentiated, and tightly aligned with the vertical’s underwriting strategy
Serve as a key connector between distribution and underwriting, ensuring close alignment on appetite, execution strategy, and go-to-market priorities for the vertical. Actively partner with vertical underwriting leads and cross-functional teams to surface market feedback, coordinate broker strategies, and support the successful rollout of new initiatives
Represent vertical-specific distribution needs in broader forums and champion cross-functional collaboration that promotes cross-selling and strengthens relationships across the wholesale brokerage platform. In settings where multiple underwriting verticals are engaged, be equipped to accurately and confidently represent the distribution strategy and priorities of peer verticals such as Construction, Specialty Casualty, or Property. Bring back key takeaways, opportunities, and action items to the appropriate internal partners, ensuring connectivity and execution across the broader distribution team
Monitor and analyze trends across the wholesale E&S market—including competitor appetite shifts, pricing dynamics, brokerage consolidation, and emerging risk trends—to inform where we should play and how we can win. Conduct win/loss reviews to better understand where we’re succeeding (and why), and where we’re missing opportunities to write business that fits our portfolio objectives. Deliver strategic insights to leadership and underwriting that help refine targeting efforts and increase our conversion into the right accounts with the right brokers
Support enterprise and team-level initiatives that elevate the impact of distribution, including the development of tools, reports, and processes that help us win the right business. Contribute to special projects tied to long-term strategic planning, performance visibility, and new capability development across the wholesale brokerage distribution platform
Qualification
Required
Bachelor's degree in business, Risk Management & Insurance, Economics, Marketing, or a related field is preferred
Minimum of 8–10 years of progressively responsible experience in E&S wholesale brokerage distribution, relationship management, or brokerage casualty underwriting, with all experience rooted in the E&S wholesale market
Proven track record of successfully managing complex wholesale broker relationships, including experience engaging with senior leadership at national and regional wholesale brokerage firms
Demonstrated ability to drive profitable growth by aligning distribution strategies with underwriting appetite and portfolio goals
Experience in collaborating cross-functionally with underwriting, claims, actuarial, marketing, and product teams to develop integrated broker engagement strategies
Familiarity with industry trends affecting wholesale brokerage and E&S markets, including consolidation, M&A, and evolving risk exposures
Experience utilizing broker and market data analytics to inform segmentation, prioritization, and targeted engagement
Strong understanding of E&S market dynamics, regulatory environment, and key distribution channels
Prior success in leading initiatives that improve wholesale broker engagement, pipeline development, and conversion metrics
Existing robust network within the E&S wholesale broker community and proven ability to cultivate new relationships are a must
Exceptional relationship-building and stakeholder management skills, capable of influencing at all levels of broker and internal teams
Strategic thinker with the ability to translate market insights and data into actionable distribution plans that advance profitable growth
Strong communication skills, including the ability to present complex concepts clearly and persuasively to diverse audiences
Proven aptitude for negotiating and managing strategic broker agreements and partnerships
High degree of business acumen with strong analytical and problem-solving capabilities, particularly in assessing broker portfolios and market opportunities
Ability to manage multiple priorities and projects in a fast-paced, results-driven environment
Demonstrated leadership presence and managerial courage to advocate for organizational priorities and foster collaborative teamwork
Proficiency with CRM platforms, data visualization tools, and Microsoft Office suite to support effective reporting and engagement tracking
Entrepreneurial mindset with resilience, adaptability, and a proactive approach to overcoming challenges
Strong ethical standards and commitment to compliance with regulatory and company guidelines
Preferred
Advanced coursework or continuing education in insurance or leadership development is a plus
CPCU designation preferred; other relevant industry designations (e.g., ARM, CIC) considered a plus
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
And more.
Company
Nationwide
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.
10001+ employees
Funding
Current Stage
Late StageLeadership Team
Jim Grafmeyer
VP, Chief Enterprise Architect
Tony Fenton
Vice President Commercial Lines Underwriting & Product , CUO
Recent News
2025-11-24
2025-10-20
2025-09-27
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