Territory Manager, Inland Marine Business Development - Commercial Lines (Inland Marine Insurance Production Underwriter)

Nationwide is a Fortune 100 company focused on helping people protect what matters most. They are seeking a production-oriented commercial insurance professional to manage and grow relationships within the Inland Marine unit, focusing on underwriting and marketing new and renewal commercial lines business.

Responsibilities:

• Monitors market conditions and confirms information gathered within market space
• Researches risk, environment and factors necessary to win the account
• 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 address/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, maximizing 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 a significant volume of assigned work, utilizing 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 territory manager 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 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 of the territory manager underwriting team regarding 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 enterprise products that may enhance offerings
• Assists agency with strategies for pipeline management, producer development and to develop new business in targeted industries and preferred markets
• Responds effectively to assess accounts and develop business propositions that win the business
• Proactively 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
• Effectively 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 members and leadership 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
• 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 advanced customer service requests
• 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
• Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter authority
• Proven ability to manage significant workload effectively and backup other team members as needed
• Monitors business plan results to determine performance and development of any action 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

Requirements:

• A proven track record of creating broker relationships and being able to influence business placement
• Prior commercial underwriting experience, with authority
• A strong understanding and business acumen in the Inland Marine insurance industry practice
• Thorough working knowledge of commercial underwriting, pricing and coverage for small and 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 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 best practices compliance
• Strong drive for results
• Existing agency/broker relationships within the territory
• Significant experience with Inland Marine and/or Builders Risk lines of business
• Bachelor's degree or equivalent experience
• Relevant professional designation such as CPCU or CIC
• Seven to ten years of progressively responsible middle market commercial lines underwriting experience
• Two to five years of sales and business development experience in middle market commercial lines
• Expertise in markets consistent with our underwriting appetite and product portfolio