Small Commercial Territory Manager

If you’re passionate about helping people protect what matters most to them at a Fortune 100 company with nearly $70 billion in annual sales, 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 and partners are at the center of everything we do and we’re looking for associates who are passionate about delivering extraordinary care.

This Territory Manager will cover the territory comprised of San Diego up through Orange County as well as part of LA County.

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 Small Market Territory Manager, you'll lead profitable small commercial growth in the designated territory by developing and managing assigned agencies. We'll count on you to drive strong results through profitable quote flow through single dedication to small market commercial lines. You'll partner with personal lines and middle market sales and underwriting teams to find opportunities and develop growth and profit strategies.

Job Description

Key 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.
• Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plan to resolve those situations.
• Performs analysis of the most complex accounts that require combining experience, intuition and business savvy to fully understand the landscape to make strategic territory and account decisions.

May perform other responsibilities as assigned.

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

Typical Skills and Experiences: 

Education: Undergraduate studies in general business, insurance, sales, marketing or related fields. Undergraduate degree 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: 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. General skills including, functional technical skills, written and verbal communication skills, business sense, managerial courage, political savvy, conflict management, directing others, hiring, staffing and motivating others, customer focus, organizational agility, planning, organizing, priority setting and presentation skills. 

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 sales managers 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. 

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 with newly hired associates receiving a minimum of 18 days paid time off each full calendar year pro-rated quarterly based on hire date, nine paid holidays, 8 hours of Lifetime paid time off, 8 hours of Unity Day paid time off, 401(k) with company match, company-paid pension plan, business casual attire, and more. To learn more about the benefits we offer, click here.

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 (or classification) protected by applicable law.

NOTE TO EMPLOYMENT AGENCIES:

We value the partnerships we have built with our preferred vendors. Nationwide does not accept unsolicited resumes from employment agencies. All resumes submitted by employment agencies directly to any Nationwide employee or hiring manager in any form without a signed Nationwide Client Services Agreement on file and search engagement for that position will be deemed unsolicited in nature. No fee will be paid in the event the candidate is subsequently hired as a result of the referral or through other means.

Nationwide pays on a geographic-specific salary structure and placement within the actual starting salary range for this position will be determined by a number of factors including the skills, education, training, credentials and experience of the candidate; the scope, complexity and location of the role as well as the cost of labor in the market; and other conditions of employment. If a Sales job, Sales Incentives, based on performance goals are possible in addition to this range. Note on Compensation for Part-Time Roles: Please be aware that the salary ranges listed below reflect full-time compensation. Actual compensation may be prorated based on the number of hours worked relative to a full-time schedule.

The national salary range for Territory Manager, Small Market Business Development - Commercial Lines : $112,000.00-$209,000.00

The expected starting salary range for Territory Manager, Small Market Business Development - Commercial Lines : $112,000.00 - $168,000.00