Sr Territory Manager, Inland Marine Business Development (P&C Insurance)

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 role is a Remote / Work-From-Home (WFH) position, involving approximately 25% in-market travel for agency engagement.

Likely Territory: Southeast

Qualified candidates must possess:

• Prior commercial insurance underwriting experience, with authority
• A strong understanding and business acumen in the Inland Marine insurance industry practice
• A proven track record of creating broker relationships and being able to influece business placement

Strong preference for:

• Existing agency/broker relationships within the territory
• Significant experience with Inland Marine and/or Builders Risk lines of business
   

This role does not qualify for employer-sponsored work authorization.  Nationwide does not participate in the Stem OPT Extension program.

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 an Inland Marine Senior Territory Manager, you'll be the primary relationship manager within the largest territories of commercial or specialty business based on size, complexity and sophistication of agencies. We'll count on you to underwrite, market and manage new and renewal commercial business through select agencies or brokers. To succeed, you'll need to drive profit and premium to meet financial goals and objectives. Collaborating with leaders from other lines of business to support and increase the overall Nationwide presence will be important, too.

Job Description

Key Responsibilities:

• Monitors market conditions and confirms information gathered within market space. Researches risk, environment and factors necessary to win the account.

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

• Achieves production, profitability and service objectives. Quotes, prices and underwrites policies and endorsements, primarily for complex or service sensitive accounts. Monitors risk selection and pricing decisions for entire agency plant. Decisions at this level may require review of additional variables due to the account size, complexity and interactions necessary to influence the largest most sophisticated producers. Uses agency relationships, inspection reports, evaluation of exceptions and all other appropriate resources to earn business. 

• Manages workflow and intricacies of underwriting a significant volume of 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 underwriting team for 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 strong territorial objectives to improve profit and pipeline management. Proactively finds opportunities for all lines of business and refers to appropriate business leaders. Plans and coordinates the efforts of the underwriting team on new business, renewals, service plans, etc. Identifies prospects and recommends new agency appointments.

• Markets company’s products and services to help drive agency and company results, including all products that may improve offerings. Assists agency with strategies for pipeline management, producer development and developing new business in targeted industries and preferred markets. Assesses account and develops business propositions to win business.

• Consults with agents and internal partners to develop business solutions. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques of large or unique business. 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 products with an emphasis on commercial lines. Communicates product, technology changes and company objectives. Communicates market intelligence to agencies and leadership. Ensures that communication is shared across all key agency partners at all levels in complex environments. Communicates and collaborates actively with team and leaders to share industry trends and field underwriting experience.

• Completes agency visits as appropriate to develop new accounts, service existing accounts, review agency performance and enhance agency relationship. Builds and grows strong business relationships with agency leaders, 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 positively impact success for the agencies and identifies and communicates training needs and opportunities. May assist in the development or training delivery as a subject matter authority. Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter authority. Provides professional development knowledge and insight to team. May help mentor and coach new territory managers.

• Manages a significant workload effectively and backs up others as needed. Monitors business plan results to determine performance and development of plans to ensure alignment 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. Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage.

May perform other responsibilities as assigned.

Reporting Relationships: Reports to Director or Associate Vice President. 

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: Ten or more years of progressively more responsible middle market commercial lines underwriting experience preferred. Five or more years of sales and business development experience in middle market commercial lines is also preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred.

Knowledge, Abilities and Skills: Extensive working knowledge of commercial underwriting, pricing and coverage for small, mid-market and large account business. Strong knowledge of company sales and underwriting standards and philosophies, company products and programs and state statutes. Strong knowledge of effective sales, marketing and agency relationship management techniques. 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 within 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. Must have the ability to resolve situations where addition

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.

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 Sr Territory Manager, Inland Marine Business Development : $120,000.00-$213,000.00

The expected starting salary range for Sr Territory Manager, Inland Marine Business Development : $120,000.00 - $180,000.00