Territory Manager, Small Market Business Development - Commercial Lines

Nationwide Insurance; San Antonio (TX); Remote; USD 70,000 - 90,000; Full time

Job summary

A leading insurance company seeks a Territory Manager for Small Market Business Development in the Austin/San Antonio area. The role focuses on driving profitable growth through agency management and developing sales strategies. Ideal candidates have extensive experience in commercial lines and strong communication skills, ensuring agency success and customer satisfaction.

Benefits

Medical/Dental/Vision Insurance

Life Insurance

Disability Coverage

Paid Time Off

401(k) with Match

Pension Plan

Casual Dress

Qualifications

• Seven years of progressive underwriting and sales experience in commercial lines preferred.
• Relevant professional designations such as CPCU or CIC are preferred.

Responsibilities

• Manages a territory of Nationwide commercially focused distribution points.
• Responsible for profitable small commercial growth in their controlled territory.
• Effectively communicates with agencies to establish the company as the provider of choice.

Skills

Interpersonal Skills

Sales Skills

Communication Skills

Decision-Making Skills

Education

Undergraduate studies in business, insurance, sales, marketing

Job description

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.

We are seeking a Territory Manager, Small Market Business Development – Commercial Lines roles to cover the Austin/San Antonio, Texas territory. Qualified candidates will reside in the territory.

We are looking for experienced insurance sales professionals who have experience working with Independent Agencies, preferably with a commercial lines background. This role includes incentive pay.

Compensation Grade: G.SD130

#LI-TH1

Job Description Summary

Manages a territory of Nationwide commercially focused distribution points from a field location. Responsible for profitable small commercial growth in their controlled territory through the management and development of assigned agencies. Accountable for driving strong results in the form of profitable quote flow through single dedication to Small Market Commercial Lines. Partners with PL and MM sales and underwriting teams to identify opportunities and develop growth and profit strategies. Leads and influences agents through creation of sales strategies and implementation of sales practices that further new sales and increase shelf space, profit and customer retention.

Job Description

Reporting Relationships: Reports to the Director, Small Mkt Bsns Dvlpmt-CL; no direct reports.

Core Duties and Responsibilities:

1. 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.
2. Analyzes quality and quantity of risks underwritten and prepares reports accordingly. May review agency books of business as well as profit/growth results and trends to recommend and implement action plans.
3. Effectively 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. Shares market intelligence with agencies and leadership. Collaborates actively with team members to share industry trends and underwriting experience.
4. Responsible for attaining Small Market Commercial production, profit, and service objectives within the assigned territory. Drives agency business planning to deliver detailed performance plans with actions, accountabilities, and checkpoints. Ensures territorial objectives maximize profit and pipeline management. Identifies opportunities across lines of business and refers to appropriate leaders. Coordinates efforts with the Middle Market Underwriting Team.
5. Proactively consults with agents and internal partners to develop business solutions, including strategic and tactical planning. Shares organizational capabilities and opportunities to maximize relationship value. Advises on appetite, terms, conditions, pricing, and sales techniques. Provides industry trend insights to leadership.
6. Recommends appointment or termination of agencies based on results and contracts. Ensures compliance with policies and procedures. Influences agency business plans and practices to achieve results. Recommends agency alignment and deployment to leadership.
7. Cultivates relationships to benefit both the agency and Nationwide. Maintains a responsive presence, leveraging relationships with centers of influence.
8. Advises agents on customer service expectations and helps resolve issues. Ensures support is provided internally and coordinates resolution of service needs.
9. Ensures tools, training, and support are in place to impact agency and territory success. Identifies training needs and participates in orientation meetings with Sales/Marketing as the underwriting expert.
10. Reviews existing and potential accounts with agents. May review agency books of business and profit/growth trends to recommend and implement action plans.
11. Partners with the small commercial underwriting manager and/or lead. Uses pricing knowledge and credit authority to adjust account pricing.
12. Performs other duties as assigned.

Typical Skills and Experiences:

Education: Undergraduate studies in business, insurance, sales, marketing, or related fields. Degree preferred.

License/Certification/Designation: Relevant professional designations such as CPCU or CIC are preferred.

Experience: Seven years of progressive underwriting and sales experience in commercial lines preferred. Expertise aligned with our underwriting appetite and product portfolio is advantageous.

Knowledge, Abilities, and Skills: Thorough knowledge of commercial underwriting, pricing, and coverage for Small Market business. Familiarity with company standards, products, and regulations. Strong understanding of agency operations, sales, and training concepts. Excellent interpersonal, sales, and communication skills. Ability to build partnerships, make independent judgments, and demonstrate decision-making skills. Strong results-driven attitude and technical skills including business acumen, organizational agility, and conflict management.

Additional leadership skills, competencies, and experiences may take precedence.

Staffing exceptions require approval from the hiring manager’s leader and HR Business Partner.

Values: Demonstrates Nationwide Values and Guiding Behaviors consistently.

Job Conditions:

Overtime Eligibility: Exempt (Not Eligible)

Working Conditions: Heavy travel with extended stays may be required. Most work remotely. Valid driver’s license and safe driving record are required.

ADA: Covers principal and essential functions; specific circumstances may vary.

Evaluation Activity: JC/KP 10-2019

Benefits:

Includes medical/dental/vision, life insurance, disability coverage, paid time off, holidays, 401(k) with match, pension plan, casual dress, and more. Learn more.

Nationwide is an equal opportunity employer committed to diversity and inclusion. Discrimination and harassment are prohibited.

Note to Employment Agencies:

We do not accept unsolicited resumes from agencies without a signed agreement. Resumes submitted without agreement will be deemed unsolicited. No fee will be paid unless the candidate is hired through our process.