Sr Territory Manager, Construction Services Business Development - Commercial Lines (Sr Product[...]

National Black MBA Association; Michigan; Remote; USD 80,000 - 120,000; Full time

Job summary

A leading financial services organization is seeking a Senior Territory Manager to oversee remote underwriting operations. Candidates should have extensive commercial insurance experience and be adept at agency management. The role entails analyzing risks, managing accounts, and collaborating with partners to enhance business growth. A bachelor’s degree and relevant certifications are ideal. This position involves significant travel to foster key agency relationships.

Benefits

Medical/dental/vision coverage

401(k) with company match

Paid time off and holidays

Qualifications

• Seven years of progressively more responsible underwriting and sales experience in commercial business preferred.
• Expertise in markets consistent with underwriting appetite and product portfolio.
• Extensive knowledge of commercial underwriting, pricing and coverage for middle market business.

Responsibilities

• Markets middle market accounts, primarily in commercial lines construction services.
• Analyzes risks, prepares reports, and recommends action plans.
• Collaborates with internal partners to increase Nationwide presence.

Skills

Commercial insurance underwriting experience

Strong technical skillset

Agency management relationships

Education

Bachelor’s degree or equivalent experience

Relevant professional designation such as CPCU or CIC

Job description

Overview

If you’re passionate about helping people protect what matters most to them, 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 are at the center of everything we do and we’re looking for associates who are passionate about delivering extraordinary care.

This is a remote/work-from-home (WFH) production underwriting role that includes travel to key agency relationships within the ultimately assigned territory.

Territory: TBD, but most likely centering on Minneapolis, Chicago, or Grand Rapids / Detroit areas.

• Qualified candidates must have Commercial insurance underwriting experience (with authority) and a profitability & production orientated lens along with agency management.
• Strong preference for commercial middle market expertise.
• Construction-specific insurance industry experience is ideal.
• Existing relationships with agency partner firms is highly desirable.
• This role also requires a strong technical skillset with the ability to successfully work across multiple underwriting platforms and thrive through change.

This role does not qualify for employer-sponsored work authorization. Nationwide does not participate in the Stem OPT Extension program.

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!

Senior Territory Manager – Responsibilities

• Markets middle market accounts, with emphasis in commercial lines construction services, representing some of our most complex and sophisticated distribution partners.
• Market, manage and underwrite business through direct contact with select agencies or brokers.
• Drive profit and premium to meet top financial goals and objectives.
• Collaborate with internal partners to support and increase Nationwide presence.

Key Responsibilities:

• Monitors market conditions, competitive landscape and confirms information gathered within market space. Researches risk, environment and factors necessary to win the account.
• Analyzes quality and quantity of risks underwritten and prepares reports accordingly. Reviews agency books of business, profit/growth results and trends to recommend and implement action plans. Analyzes regional underwriting performance, identifies problems on a territory level and proposes action plans to resolve. Performs analysis of the most complex accounts 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. Makes decisions within authority using underwriting guidelines and standards.
• Manages workflow and intricacies of underwriting a significant volume of assigned work using company tools and systems. Ensures file handling quality and workflow efficiency. Coordinates work with others to meet service level agreements. Facilitates delivery and execution of select agency business plans.
• Drives agency business planning with detailed performance plans, actions, accountabilities and checkpoints. Maximizes profit and pipeline management. Identifies opportunities for all lines of business and refers to appropriate leaders. Plans and coordinates team efforts on new business, renewals and service plans. Identifies prospects and recommends new agency appointments.
• Markets Nationwide products and services to drive agency and company results. Assists agencies with strategies for pipeline management, producer development and new business in targeted industries and markets. Develops business propositions to win accounts.
• Consults with agents and internal partners to develop business solutions. Shares capabilities and opportunities to drive value of relationships. Advises on appetite, terms, pricing and sales techniques for large or unique businesses. Provides industry trend observations to leaders and consults on risk management and retention strategies.
• Communicates with agencies to establish Nationwide as the provider of choice for the territory across enterprise products with an emphasis on commercial lines. Communicates product, technology changes and company objectives. Shares market intelligence with agencies and leaders. Collaborates with team to share trends and underwriting experience.
• Performs agency visits to develop new accounts, service existing accounts, review agency performance and strengthen relationships. Builds strong relationships with agency leaders, producers and key groups.
• Leads delivery of appropriate customer service levels. Follows up to ensure proper handling of service requests.
• Ensures tools, training and support are in place to positively impact success for agencies and territory. Identifies training needs and opportunities. May assist in training delivery as a subject matter authority.
• Participates in program and product orientation meetings with Sales/Marketing partners as the underwriting subject matter authority. Provides professional development knowledge and may mentor and coach new Territory Managers.
• Manages a significant workload effectively and backs up others as needed. Monitors business plan results and develops actions to align with underwriting philosophies, standards and performance expectations. Reviews business in process and lost business and leads improvements. Leads agency reviews for assigned agents and emphasizes unique agency capabilities as a competitive advantage.

May perform other responsibilities as assigned.

Reporting Relationships: Reports to Director.

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: 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.

Knowledge, Abilities and Skills: Extensive working knowledge of commercial underwriting, pricing and coverage for middle market business. Knowledge of company sales and underwriting standards, products, programs and state statutes. Strong knowledge of effective sales, marketing and agency relationship management techniques. Excellent interpersonal and sales skills. Ability to build and maintain partnerships. Independent judgment within underwriting authority and standards. Demonstrated decision-making ability in day-to-day operations with unclear or competing priorities. Ability to determine when to seek additional support. 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 statements cover principal and essential functions of this job. Specific circumstances may allow or require some people to perform a 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 (minimum 18 days per year), nine paid holidays, 8 hours of Lifetime PTO, 8 hours of Unity Day PTO, 401(k) with company match, and more. To learn more about the benefits we offer, please note the payment policy and eligibility in internal materials.

EEO Statement: 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 protected by applicable law.

NOTE TO EMPLOYMENT AGENCIES: Nationwide does not accept unsolicited resumes from employment agencies. All resumes submitted directly to Nationwide employees or hiring managers without a signed engagement will be deemed unsolicited. No fee will be paid if the candidate is hired as a result of the referral or other means.