Territory Manager - Virtual, Small Market Business Development - Commercial Lines (P&C Commercial Insurance - National Firms)

Nationwide is a Fortune 100 company with nearly $70 billion in annual sales, focused on helping people protect what matters most. The Territory Manager role involves managing a book of small commercial business with independent agencies and achieving profit and growth goals through virtual interactions.

Responsibilities:

• Gathers critical local market information to help create a competitive advantage
• Uses producer input and internal and external data sources to understand local market and industry trends, including competitor products, rates, distribution channels, regulatory and demographic environments, to understand competitors and business opportunities
• Reviews and assesses agency strengths, capabilities and growth opportunities
• Assesses market and identifies potential agency development opportunities
• Communicates with agencies to establish the company as the provider of choice for the territory for commercial lines
• Communicates product advantages, technology changes and company objectives
• Communicates market intelligence to agencies and leadership
• Communicates and collaborates actively with team members and leadership to share industry trends and agency partner experience
• Ensures Small Market Commercial production, profit and service objectives within assigned territory
• Drives robust agency business planning to deliver detailed performance plans with actions, account abilities 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
• Plans and coordinates the efforts with the Small Commercial Underwriting team
• Consults 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 and sales techniques
• Provides industry trend observations to leadership
• Recommends appointment of new agencies
• Makes recommendations to terminate agencies based on results, as appropriate, depending on contract
• Makes recommendations to leadership regarding agency alignment and deployment
• Ensures compliance with administrative practices and adherence to policies and procedures
• Influences agency business plans and practices necessary to achieve results
• Cultivates relationships that enhance value to both the agency and Nationwide
• Maintains a responsive and visible virtual presence to network and uses relationships with centers of influence
• Advises agents regarding customer service expectations and helps resolve customer issues
• Ensures that necessary support is provided internally and may help coordinate resolution of service needs
• Ensures that tools, training and support are in place to positively impact success for the agencies and territory
• Identifies and communicates training needs and opportunities
• Works with agents in reviewing existing and potential accounts
• May review agency books of business as well as profit/growth results and trends to recommend and implement action plans
• Partners closely with the Small Commercial Underwriting Manager and/or lead

Requirements:

• P&C Commercial insurance expertise
• Sales/agency relationship management experience
• Strong familiarity with the Independent Agency Distribution Channel
• Strong preference for Small Commercial specific experience
• Solid knowledge of the market and the competitive landscape
• Prior underwriting experience is especially ideal, though not required
• Undergraduate studies in general business, insurance, sales, marketing or related fields
• Five years sales and/or commercial lines underwriting experience in a virtual setting preferred
• Knowledge of company sales, underwriting standards and small commercial appetite
• Knowledge of state statutes and regulations
• Strong 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
• Ability to perform duties with independent judgment while following company underwriting standards
• Demonstrated decision-making ability required in day-to-day operations where there may be unclear or competing priorities
• Key competencies include: strong drive for results, functional technical skills, business savvy, managerial courage, political savvy, conflict management, influencing and motivating others, customer focus, organizational agility, interpersonal savvy, planning, organizing, priority setting and presentation skills
• Strong verbal and written communication skills necessary to interact with all levels of internal and external contacts
• A valid driver's license and safe driving record are required
• Relevant professional designation such as CPCU or CIC is preferred
• Expertise in markets consistent with our underwriting appetite and product portfolio preferred