Territory Manager, Middle Market Business Development - Commercial Lines

*** Please note: the information contained above the asterisks is specific to this particular opening, while the information below the asterisks is the general, corporate job description for this position. ***

This individual will be responsible for maintaining and driving commercial middle market business within an assigned territory, with direct responsibility for both a defined renewal book and a set new business goal, including personal underwriting authority and accountability. 

This position involves approximately 25% travel to agency partners.  The majority of the territory will be New Jersey.  Preferred locations of residence of candidates would be within NJ and or surrounding areas.  However, in this Remote/Work-From-Home position, the selected candidate can reside within any of the states in the Northeastern or Central Atlantic regions.

The most strongly qualified candidates will possess:

•             Commercial underwriting experience (with authority)

•             Significant Middle Market experience

•             Agency management orientation

•             Sales acumen

Relevant insurance designations (CPCU, CIC, AU, etc.) or coursework towards them, is a plus.   

Note: The position may also be filled as an Associate Territory Manager or Associate Territory Manager Trainee, a lower level entry into the Territory Manager role, depending on the relevant background and qualifications of the selected individual.  If hired in the Trainee capacity, it is a Non-Exempt role for the period of time prior to completing the trainee phase, and the below key responsibilities must be met to transition out of the Trainee position. 

• Completes the Underwriting Background Assessment and to identify development curriculum.
• Completes the identified development curriculum set forth by the Nationwide Training Academy. Examples of training consist of Sales Programs, Negotiation Training, Technical Training, and overall Portfolio Management Training.
• Participates in the mentorship program with a Territory Manager/Sr Territory Manager to further develop underwriting skills. Operating under limited authority with mentor on endorsements, small renewal tasks, and new business; increasing scope and complexity as comfort level allows.
• Participates in weekly/bi-weekly learning opportunities such as peer chats, town halls, ½ day learnings by the Nationwide Training Academy.
• Completes last ATM evaluation.

Compensation Grades:

Territory Manager – G.SD120

Associate Territory Manager – F.SD95

Associate Territory Manager Trainee: F4

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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!

As a Middle Market Territory Manager, you'll market, manage and underwrite commercial business through select agencies or brokers. We'll count on you to drive profit and premium to meet financial goals and objectives through development, negotiation and implementation of business plans.

Job Description

Key Responsibilities:

• Monitors market conditions, competitive landscape and confirms information gathered within market space. Researches risk, environment and other factors needed to win accounts.

• 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. Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plans to resolve those situations.

• 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, both on a book of business and individual account level basis. Decisions require review of multiple variables, using agency relationships, inspection reports and evaluation of exceptions. Reviews for acceptability and handles those within authority using company underwriting guidelines and standards.

• Manages workflow and intricacies of underwriting assigned work using company tools and systems. Ensures file handling quality and workflow efficiency. Manages large, complex work and coordinates work with and through others to meet service level agreements. Effectively influences activities of Middle Market Underwriting Team to facilitate the successful delivery and execution of select agency business plans.

• Drives robust agency business planning to deliver detailed performance plans with actions, account abilities and scheduled performance checkpoints. Ensures territorial objectives to maximize profit and pipeline management. Proactively finds opportunities for all lines of business and refers to appropriate business leaders. Plans and coordinates efforts regarding new business, renewals, service plans, etc. Identifies prospects and recommends new agency appointments.

• Markets Nationwide products and services to help drive agency and company results. Assists agency with strategies for pipeline management, producer development and developing business in targeted industries and preferred markets. Assesses accounts and develops business propositions that win the business.

• Consults with agents and internal partners to develop business solutions. Shares understanding of organizational capabilities and opportunities to improve the value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques of large or unique businesses. Provides industry trend observations to leadership. Consults with agencies regarding risk management and coverage options and to improve retention and profitability.

• 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. 

• Completes agency visits to develop new accounts, service existing accounts, review agency performance and improve agency relationship. Develops and maintains strong business relationships with agencies, producers and key groups.

• Leads delivery of appropriate customer service levels. Follows up and ensures proper handling of customer service requests.

• Ensures that tools, training and support are in place to position agencies and territory for success. 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.

• Manages a significant workload effectively and backs up others as needed. Monitors business plan results to determine performance and development of any plans to align with underwriting philosophies, standards and performance expectations. Reviews business in process, lost business and drives implementation of business plan. Leads discussion for assigned agents in agency reviews.

May perform other responsibilities as assigned.

Reporting Relationships: Reports to Director, Commercial Lines Middle Market Business Development. 

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 lines of business preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred.

Knowledge, Abilities and Skills: Detailed working knowledge of commercial underwriting, pricing and coverage for middle market business. Knowledge of company sales and underwriting standards and practices company commercial products and programs. Knowledge of state statutes and regulations. 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 with underwriting 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.

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 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.