Director, Middle Market Business Development - Commercial Lines (Middle Market Insurance Production Underwriting Director)

Nationwide is a Fortune 100 company focused on helping people protect what matters most. The Director of Middle Market Business Development is responsible for leading a team of Territory Managers and Underwriters, driving sales and underwriting relationships for commercial lines products, and managing a portfolio of accounts.

Responsibilities:

• Monitors market conditions and confirms information gathered within market space. Researches risk, environment and other factors to win the account. Receives input and monitors risk selection, renewal retention and pricing decisions on a portfolio and individual account level. Establishes research objectives and standards for the department. Ensures that methodologies and outcomes meet business and strategic objectives
• Analyzes performance to drive profitable growth based upon the analysis. Partners with territory managers in the large account review process
• Directs pricing standards and practice. Provides recommendations to leaders on underwriting strategy and opportunity. Measures and manages underwriting processing and quality
• Determines priorities and workflow standards for the department. Implements and monitors performance measurements to ensure effectiveness of the department's service delivery process. Effectively aligns organizational structure to drive business results. Actively participates in agency management and participates in agency reviews. May review complex or escalated business and make underwriting decisions based on the underwriting authority granted to the role, using company underwriting guidelines and standards
• Plans, develops and integrates territory sales plans to achieve top and bottom line objectives. Translates strategic business plans into organizational direction. Creates financial and operational goals, budget and timelines to meet company standards
• Drives sales strategies to develop new business, improve retention and maintain profitability. Meets with agents at member locations to help with renewals and to ensure agency and account needs are being met and service plans are in place and working where required
• Consults and provides recommendation to all levels of internal and external partners about policies and practices. Provides input into agency strategic and business plans and regional strategic business planning
• Communicates strategic direction and operational plans to internal associates and external partners. Communicates policies, procedures, and financial budgets that result in attainment of business objectives
• Establishes and maintains strong business relationships with key groups and individuals within the commercial line market. Develops effective internal and external collaborative partnerships across all customers and related functions, including Loss Control Services, Claims, Marketing, Nationwide Technology, etc. to understand business developments and build a support network to help resolve business needs
• Develops customer service standards for middle market team. Drives customer service performance to established standards
• Collaborates with fellow leaders to lead the training of associates within the middle market organization to ensure a high degree of proficiency and professionalism. Coaches territory managers / account executives on actively pursuing commercial line business with agencies and/or brokers to develop and grow a profitable territory
• Sets operational expectations, goals and strategies. Provides oversight, ensuring necessary internal support is provided to resolve issues and deliver appropriate service levels. Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage across all producers
• Supervises associate management including performance, salary planning and administration, training and development, workflow and organization planning, day-to-day management, hiring and placement and disciplinary actions for direct and possibly indirect reports

Requirements:

• Prior technical underwriting experience (with authority)
• Existing broker/agency relationships
• Ability to work at a high pace for an extended period
• Action-oriented mindset
• Strong communication skills
• Ability to analyze performance to drive profitable growth
• Experience in pricing standards and practices
• Ability to establish research objectives and standards
• Experience in agency management and agency reviews
• Ability to develop and integrate territory sales plans
• Experience in driving sales strategies for new business and retention
• Ability to consult and provide recommendations to internal and external partners
• Ability to establish and maintain strong business relationships
• Experience in developing customer service standards
• Ability to lead training of associates
• Experience in supervising associate management including performance and training
• Bachelor's degree or equivalent experience
• Prior experience as a people leader
• Relevant professional designation such as CPCU or CIC
• Ten years of commercial line underwriting, sales, marketing and agency management experience
• Significant business management and people leadership experience
• Familiarity with all enterprise products