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!
This role works closely with the Eastern PL Sales team and reports up through the AVP, M&A and Transfers, handling a territory in the Eastern region.
Preferably, this individual will be a remote/work-from-home (WFH) associate, based in Ohio, however other locations throughout the Eastern markets will also be considered. Company car eligible, assuming minimum annual mileage requirements will be met.
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Ideal candidates will have strong P&C Personal Lines Sales background with proven success in prospecting and appointing new agency partners. Relationship management (with agencies and internal business partners), contract negotiation, and strong results orientation are key capabilities required for the role. Extensive experience in sales management with independent agencies is preferred, and prior experience with agencies located within the MId-Atlantic market is optimal.
As a result of the pandemic, this role will start off in a highly virtual environment. It is anticipated that this role will require occasional travel, once it is safe to do so.
Compensation Grade: G.SD115
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Job Description Summary
At Nationwide, we find purpose in protecting people, businesses and futures with extraordinary care – and we’ve been doing that since 1926. Our financial strength and caring culture extend beyond our associates into the communities we serve. You really can feel the difference at Nationwide, which is why we continue to be named one of the Fortune 100 Best Companies to Work For. Check out why others think we’re a great place to work, too, and let us know – can you see yourself at Nationwide?
JOB SUMMARY:
Our desire to be the carrier of choice for personal insurance lines motivates our dedication to great products and even better customer service. Success is earned through resourcefulness, a real ability to understand the needs of our distribution partners and their customers and a collaborative approach to work. If you have a competitive spirit, sales swagger, are results-oriented and consider yourself a people person, we want to know more about you!
As a Business Development Consultant, you'll be a new appointment prospector, agency value proposition promoter and primary point of contact for new relationships. You'll primarily focus on personal lines and farm insurance, with a secondary focus on small commercial business.
Job Description
Key Responsibilities:
Identifies potential leads and actively works distribution insights leads. Actively works warm leads from sales partners and leads from Salesforce through entire process. Works with Product team on go-to-market opportunities in assigned territories.
Acts as the central hub and point of contact for acquisition activity, appropriately using and engaging key play makers (i.e., Transfer team, Sales leaders, Onboarding Specialists, etc.)
Builds strong and productive relationships virtually.
Negotiates terms of the contract, manages commitments and sets expectations.
Vets worthwhile opportunities. Contacts agencies to capture information and acquires agency profile form. Reviews any Commercial Lines or farm contract opportunities provided by Commercial Lines and Nationwide Agribusiness.
Courts targeted new appointments. Acts as subject matter authority for Nationwide agent value proposition. Works to effectively differentiate Nationwide from competitors.
Appoints quality agencies. Submits appointment and licensing paperwork. Engages Transfer & Acquisition Consultants and Onboarding Specialists to ensure new agency is set-up, has all necessary resources aligned and is ready to begin transferring and writing new business.
Manages agency productivity for first 6 months, ensuring delivery of expected new business production and transfer production, and then transitions to appropriate manager or processes cancellation of unsuccessful agencies.
Provides merger and acquisition support as needed, based on capacity and opportunity.
May perform other responsibilities as assigned.
Reporting Relationships: Reports to AVP/Director; individual contributor role.
Typical Skills and Experience:
Education: Undergraduate studies in general business, insurance, sales, marketing or related fields. Graduate degree preferred.
License/Certification/Designation: CPCU, CLU, CHFP or equivalent insurance designation preferred.
Experience: Eight years of sales or sales management experience. Prior property casualty or financial services experience desirable.
Knowledge, Skills and Abilities: Solid understanding 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. Strong knowledge of commercial lines small and middle market business.
Key abilities include; functional technical skills, business acuity, managerial courage, political savvy, resolution skills, advising others, hiring and staffing, motivating others, customer focus, organizational agility, interpersonal savvy, eagerness for results, planning, organizing, priority setting, presentation skills. Strong verbal and written communication skills necessary to interact with all levels of internal and external contacts.
Other criteria, including leadership skills, proficiencies 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 the Nationwide Values.
Job Conditions:
Overtime Eligibility: Exempt (Not eligible)
Working Conditions: Role may be virtual or field based. Normal office environment. Occasional travel within assigned district. Must have a valid driver’s license with satisfactory driving record in accordance with Nationwide standards.
ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.
Credit/Background Check: Due to the fiduciary accountabilities within this job, a valid credit and/or background check will be required as part of the selection process.