Territory Manager, Middle Market Business Development - Commercial Lines (Insurance Production Underwriter - Southern California)

Nationwide is a Fortune 100 company focused on helping people protect what matters most to them. The Territory Manager will manage and underwrite commercial business, driving profit and premium through the development and implementation of business plans within the Middle Market segment.

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

Requirements:

• Commercial insurance underwriting experience (with authority)
• Production & Agency Management orientation
• Bachelor's degree or equivalent experience
• Seven years of progressively more responsible underwriting and sales experience in commercial lines of business
• 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
• 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
• Existing agency/broker relationships in the territory
• Multi-Line underwriting experience within Middle Market accounts
• Industry segment experience in Manufacturing, Wholesale/Distribution, Food Service & Accommodation, and/or Retail
• Relevant insurance designations (CPCU, CIC, AU, etc.), or coursework towards them