CAO Commercial Lines Territory Manager

Penn National Insurance•Harrisburg, PA

6d•$90,000 - $125,000

About The Position

The Commercial Lines Territory Manager serves as a liaison and relationship manager between Penn National Insurance and its agents, regional underwriting team, and corporate departments. The role assesses agency strengths and weaknesses and helps agents pursue profitable growth in premium volume and policy count. It ensures agents understand the company’s commercial lines initiatives, products, policies, procedures, and services, and leads commercial lines agency prospecting, planning, and management initiatives. The position collaborates with and supports Underwriters and Regional Vice Presidents on small business and mid-market decisions and other branch initiatives. It uses assigned authority to contribute to agent, team, and branch commercial lines results. At the direction of the President-Partners Mutual or Regional Vice President, the role may include limited direct underwriting of small commercial new business. The territory is part of the Central Atlantic Office branch, with primary assignments in Maryland. The role works directly with branch underwriting and claims personnel, Home Office Underwriting Operations personnel, agents, and insureds. It requires travel, including overnight stays. The position is primarily sedentary, with occasional standing and walking in an office environment.

Requirements

Minimum of three years of property/casualty commercial lines underwriting and/or marketing experience with a property and casualty carrier preferred; agency or broker experience focused heavily on underwriting exposure/risk and marketing may substitute for carrier experience.
Technical underwriting knowledge of the commercial lines of business written by Penn National Insurance.
Effective oral and written communication skills, including the ability to communicate highly technical information.
Proven sales, negotiation, and solution-selling skills.
Working knowledge of agency and company automation systems, personal computers, and Microsoft Office Suite.
Exceptional customer service skills.
Good financial analysis skills.
Excellent time management skills.
Strong commercial lines underwriting analysis skills.
Valid driver’s license and ability to operate a motor vehicle.
Ability to travel, including overnight stays.
Ability to use a computer monitor, computer, keyboard, printers, and other general office equipment; accurately access and enter information using automated systems; communicate by telephone and/or monitoring devices; present information to individuals and groups; interpret and apply concepts that may not be based on established guidelines; and maintain acceptable attendance and scheduled work hours.

Nice To Haves

Four-year college degree preferred.
Continuing education in specialized insurance courses such as IIA, AU, CPCU, and CIC, or other educational experiences that enhance product knowledge and technical business relations.
Active Property and Casualty agent’s license in the domiciled state preferred.

Responsibilities

Develop agency partners so they can pre-qualify, rate, and bind profitable commercial lines business.
Use assigned authority to help agency partners write profitable business and make consistent underwriting decisions aligned with company acceptability and pricing philosophies.
Build professional working relationships with agents, regional underwriting and claims teams, and corporate departments.
Evaluate prospective agents and submit written recommendations to the Regional Vice President.
Maintain ongoing two-way communication between agents and the company.
Monitor agency results and follow up on growth, profitability, and compliance with company initiatives, procedures, and policies.
Share relevant industry information, ideas, products, and changes in other carriers’ philosophies with appropriate colleagues.
Prospect for agencies within the territory to develop a pipeline of potential future appointments.
Participate in commercial lines rate reviews as requested.
Profile commercial lines books of business to support profitability analysis.
Develop and implement agency profitability plans and action plans when warranted.
Facilitate agency reviews with team members, assess performance against established goals, and implement corrective actions as needed.
Train agency personnel on programs, products, services, and systems.
Develop annual agency/company marketing plans.
Analyze territory profitability, premium growth, and agency representation, and implement corrective actions where appropriate.
Apply data to solve common business problems; compile, manipulate, and analyze data of varying complexity; and select appropriate data-analysis tools.
Perform other duties as assigned by the President-Partners Mutual or Regional Vice President.
As directed by the President-Partners Mutual or Regional Vice President, perform limited direct underwriting of small commercial new business.

Benefits

Generous 401(k) match.
Graded profit sharing.
Incentive compensation and annual incentive program, subject to plan eligibility.
A wide range of benefits supporting financial health, physical well-being, and career development.
Remote and hybrid work options.
Flexible scheduling.
Employee recognition programs.
Continuing education support.
100% tuition reimbursement for academic studies.
Professional development and designation programs, including CPCU, AINS, CPA, and CISSP.
Community engagement and charitable giving opportunities, including the annual United Way campaign with employee contributions and company matches.