Associate Territory Manager, Middle Market Commercial Insurance (Southern California)

Nationwide hires an Associate Territory Manager to manage middle-market commercial insurance new and renewal business across a defined territory. The role underwrites accounts, builds agency relationships, and drives profitable growth through business planning, sales support, and portfolio management.

Responsibilities:

• Underwrites new business, renewals and endorsements based on authority level and appetite. Decisions at this level may require review of additional variables, leveraging agency, sales and underwriting relationships, inspection reports and evaluation of exceptions
• Reviews individual risks for acceptability and handles those within authority based on company underwriting guidelines and standards. 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. May perform portfolio analysis or additional underwriting analysis in support of unit objectives
• Monitors market conditions, competitive landscape, and confirms information gathered within market space. Researches risk, environment and factors necessary to win the account
• 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
• Manages workflow and intricacies of underwriting assigned work by 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 Middle Market Business Development Team to facilitate the successful delivery and execution of select agency business plans
• Completes agency visits as appropriate to develop new accounts, service existing accounts, review agency performance, enhance agency relationship and to develop business solutions. Consults with agencies regarding risk management and coverage options to improve retention and profitability. Develops and maintains strong business relationships with agencies, producers and key groups. 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 and collaborates actively with team members and leadership to share industry trends, and field underwriting experience
• 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 identifies opportunities for all lines of business and refers to appropriate business leaders. Plans and coordinates the efforts of the Middle Market Business Development Team 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, 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
• Leads delivery of appropriate customer service levels. Follows up and ensures proper handling of escalated 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 expert
• 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
• May perform other responsibilities as assigned

Requirements:

• Multi-line commercial insurance underwriting experience, including underwriting authority
• A passion for driving profitable growth through agency engagement
• Three years Commercial Lines underwriting experience required
• Successful completion of the first phase (training) of the Associate Territory Manager role required
• Thorough working knowledge of commercial underwriting, pricing and coverage for commercial 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
• A valid drivers license and safe driving record are required
• Underwriting experience with accounts larger than 100k in DWP
• Industry segment experience in Manufacturing, Wholesale/Distribution, Real Estate, Retail, and/or Food Service & Accommodation
• Insurance designations or coursework, such as CPCU, CIC, or AU
• Undergraduate degree in business administration or management preferred
• Technical insurance coursework toward designations of CPCU, CLU, FLMI, etc. is desirable
• additional sales experience preferred