Territory Manager – Small Markey Business Development – Commercial Lines

Territory Manager – Small Markey Business Development – Commercial Lines

Requirements

• Undergraduate studies in general business, insurance, sales, marketing or related fields. 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.
• Thorough working knowledge of commercial underwriting, pricing and coverage for small market business.
• Knowledge of company sales and underwriting standards and practices company commercial products and programs.
• Knowledge of state statutes and regulations.
• Proven knowledge of agency operations, sales program implementation and training concepts involving products, rules and rating plans.
• 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.
• Must have the 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 where there may be unclear or competing priorities, including evaluating and recommending solutions to customer service, work processing, underwriting selection and rating and compliance.
• Strong drive for results.

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.

Preferred Qualifications

• Experience working with Independent Agencies preferably with commercial lines background.
• Expertise in markets consistent with our underwriting appetite and product portfolio preferred.