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Company

Nationwide · 5 hours ago

Territory Manager, Small Market Business Development - Commercial Lines

Iowa, United States

Full-time

Remote

Senior Level

7+ years exp

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Responsibilities

Monitors market conditions, competitive landscape and confirms information gathered within market space. Uses territory results, market intelligence, competitor products and rates to identify small commercial growth opportunities for the agencies. Reviews and assesses agency strengths, capabilities and growth opportunities.

Analyzes quality and quantity of risks underwritten and prepares reports. May review agency books of business as well as profit/growth results and trends to recommend and implement action plans.

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 leaders to share industry trends and field underwriting experience.

Manages small market commercial production, profit and service objectives within assigned territory. Drives robust agency business planning to deliver detailed performance plans with actions, accountabilities and scheduled performance checkpoints. Ensures strong territorial objectives to maximize profit and pipeline management. Proactively finds opportunities for all lines of business and refers to appropriate business leaders.

Works with agents and internal partners to develop business solutions including strategic and tactical planning. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques. Provides industry trend observations to leadership.

Recommends appointment of new agencies, as well as agency terminations based on results. Ensures compliance with administrative practices and adherence to policies and procedures. Influences agency business plans and practices necessary to achieve results. Makes recommendations to leadership regarding agency alignment and deployment.

Cultivates relationships that enhance value to the agency and Nationwide. Maintains a responsive and visible presence to network.

Consults with agents on customer service expectations and helps resolve customer issues. Ensures that support is provided internally and may help coordinate resolution of service needs.

Ensures tools, training and support are in place to positively impact success for the agencies and territory. Identifies and communicates training needs and opportunities. Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter authority.

Works with agents to review existing and potential accounts.

Partners with the small commercial underwriting manager and/or lead. Uses pricing knowledge and effective decision making with provided credit authority to adjust pricing.

Qualification

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Commercial underwritingSales experienceAgency operationsCPCU certificationCIC certificationMarket intelligencePricing knowledgeBusiness planningGeneral business knowledgeSalesMarketing techniquesOrganizational agilityConflict management

Required

Passionate about helping people protect what matters most to them.

Experience working with Independent Agencies.

Ability to drive strong results through profitable quote flow.

Ability to partner with personal lines and middle market sales and underwriting teams.

Thorough working knowledge of commercial underwriting, pricing and coverage for small market business.

Knowledge of company sales and underwriting standards and practices.

Knowledge of state statutes and regulations.

Proven knowledge of agency operations, sales program implementation and training concepts.

Strong understanding of business concepts including financial pro forma, operating plans, goal setting, sales and marketing techniques.

Good understanding of Nationwide processes, products, fiduciary responsibility and compliance requirements.

Excellent interpersonal and sales skills.

Ability to build and maintain cooperative and mutually rewarding internal and external partnerships.

Ability to perform duties with independent judgment, within credit authority and aligned with company underwriting standards.

Demonstrated decision-making ability required in day-to-day operations.

Strong drive for results.

General skills including functional technical skills, written and verbal communication skills, business sense, managerial courage, political savvy, conflict management, directing others, hiring, staffing and motivating others, customer focus, organizational agility, planning, organizing, priority setting and presentation skills.

Valid driver’s license and safe driving record.

Preferred

Undergraduate degree preferred.

Relevant professional designation such as CPCU or CIC is preferred.

Seven years of progressively more responsible underwriting and sales experience in commercial business preferred.

Expertise in markets consistent with our underwriting appetite and product portfolio 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

And more.

Company

Nationwide

Glassdoor

3.9

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

10,001+ employees