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Nationwide · 8 hours ago

Director, Middle Market Business Development - Commercial Lines (Middle Market Insurance Production Underwriting Director)

Maryland

Full-time

Hybrid

Senior Level, Lead/Staff

$144K/yr - $255K/yr

10+ years exp

Nationwide is a Fortune 100 company focused on helping people protect what matters most. The Director of Middle Market Business Development is responsible for leading a team of Territory Managers and Underwriters, driving sales and underwriting relationships for commercial lines products, and managing a portfolio of accounts.

BankingFinancial ServicesInsuranceLife Insurance

No H1B

Responsibilities

Monitors market conditions and confirms information gathered within market space. Researches risk, environment and other factors to win the account. Receives input and monitors risk selection, renewal retention and pricing decisions on a portfolio and individual account level. Establishes research objectives and standards for the department. Ensures that methodologies and outcomes meet business and strategic objectives

Analyzes performance to drive profitable growth based upon the analysis. Partners with territory managers in the large account review process

Directs pricing standards and practice. Provides recommendations to leaders on underwriting strategy and opportunity. Measures and manages underwriting processing and quality

Determines priorities and workflow standards for the department. Implements and monitors performance measurements to ensure effectiveness of the department's service delivery process. Effectively aligns organizational structure to drive business results. Actively participates in agency management and participates in agency reviews. May review complex or escalated business and make underwriting decisions based on the underwriting authority granted to the role, using company underwriting guidelines and standards

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, budget and timelines to meet company standards

Drives sales strategies to develop new business, improve retention and maintain profitability. Meets with agents at member locations to help with renewals and to ensure agency and account needs are being met and service plans are in place and working where required

Consults and provides recommendation to all levels of internal and external partners about policies and practices. 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

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

Develops customer service standards for middle market team. Drives customer service performance to established standards

Collaborates with fellow leaders to lead the training of associates within the middle market organization to ensure a high degree of proficiency and professionalism. Coaches territory managers / account executives on actively pursuing commercial line business with agencies and/or brokers to develop and grow a profitable territory

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

Supervises associate management including performance, salary planning and administration, training and development, workflow and organization planning, day-to-day management, hiring and placement and disciplinary actions for direct and possibly indirect reports

Qualification

Technical underwriting experienceBroker/agency relationshipsCommercial lines insurancePeople leadership experiencePortfolio analysisAnalytical skillsRelationship-buildingCommunication skillsProblem-solvingDecision-making

Required

Prior technical underwriting experience (with authority)

Existing broker/agency relationships

Ability to work at a high pace for an extended period

Action-oriented mindset

Strong communication skills

Ability to analyze performance to drive profitable growth

Experience in pricing standards and practices

Ability to establish research objectives and standards

Experience in agency management and agency reviews

Ability to develop and integrate territory sales plans

Experience in driving sales strategies for new business and retention

Ability to consult and provide recommendations to internal and external partners

Ability to establish and maintain strong business relationships

Experience in developing customer service standards

Ability to lead training of associates

Experience in supervising associate management including performance and training

Bachelor's degree or equivalent experience

Preferred

Prior experience as a people leader

Relevant professional designation such as CPCU or CIC

Ten years of commercial line underwriting, sales, marketing and agency management experience

Significant business management and people leadership experience

Familiarity with all enterprise products

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