Director, Business Development - Surety (Large Contract)

Nationwide•Congers, NY

About The Position

If you’re passionate about helping people protect what matters most to them at a Fortune 100 company with nearly $70 billion in annual sales, as well as innovating and simplifying processes and operations to provide the best customer value, then Nationwide’s Property and Casualty team could be the place for you! At Nationwide®, “on your side” goes beyond just words. Our customers and partners are at the center of everything we do and we’re looking for associates who are passionate about delivering extraordinary care. #LI-CL1 Job Description Summary Do you thrive in an environment where you can put your critical thinking and communication skills to work every day? Do you appreciate being able to contribute individually as well as collaboratively? Our Surety Underwriting team values initiative, the ambition to grow and learn, a broad skill set that includes everything from marketing to finance to risk analysis and a solutions focused approach. We’re technology savvy and highly motivated to grow our business with excellent career advancement opportunities. If you can see yourself as a member of our team, in a company that wants to grow in this space, then we want to know more about you! Leads an underwriting team that includes surety territory managers and field underwriters that own the sales and underwriting relationships for a surety book of business. Establishes and maintains business relationships with agencies and/or brokers for the purpose of sales growth and distribution expansion. Primary focus of this role is on underwriting, agency / customer relationship management, employee engagement and expense management for a territory. Independently underwrites accounts based on authority level granted to the role and underwriting appetite. Job Description Key Responsibilities: Analyzes performance of portfolio as well as individual account performance and develops appropriate action to drive profitable growth based upon the analysis. Monitors risk selection, renewal retention and pricing decisions on a portfolio and an individual account level. Reviews and approves underwriting decisions of staff and ensures compliance to legal requirements and organizational, business and strategic objectives. Provides recommendations to leadership regarding underwriting strategy and opportunity. Measures and manages underwriting processing and quality. Actively manages and participates in agency management. 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. Determines priorities and workflow/service standards for the department. Monitors and manages performance measurements to ensure effectiveness of the department's service delivery process. Effectively aligns organizational structure to drive business results. 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. Directs associates and provides performance management, salary planning and administration, organizational planning, hiring and placement. Drives sales strategies to develop new business, improve retention and maintain profitability. Meets regularly with clients to enhance relationships and drive business results. Handles escalated customer service issues and requests. Provides input to leadership regarding strategic and business plans and helps identify operational opportunities and efficiency. Consults with agents and brokers to provide expertise, educate and identify business opportunities. Consults with team to develop experience, understanding and expertise in each situation to make the best possible decisions. Consults with Home Office leaders on accounts requiring higher level of authority. 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. Ensures awareness of strategic corporate initiatives to maintain effectiveness in the field. Works in partnership with agencies to expand the program share amount in a shared surety account and understands the existing surety program in place. Develops and maintains strong business relationships with key groups and individuals within the commercial lines market. Develops effective internal and external collaborative partnerships across all customers and related functions, including: Claims, Marketing, IT, etc. to understand business developments and build a support network to help resolve business needs. Works in partnership with fellow leaders to manage the training of associates within the surety organization to ensure a high degree of competency and professionalism. Coaches territory managers and field underwriters on actively pursuing surety opportunities with agencies and/or brokers to develop and grow a profitable territory. May perform other responsibilities as assigned.

Requirements

Undergraduate degree in business, insurance, or a related field preferred.
Ten years commercial or contract surety or related underwriting experience preferred.
Significant business management and people leadership experience desired.
Requires knowledge of contract and/ or commercial surety operations products, procedures and practices.
Expertise in surety lines of business, ratings, customer environment and markets.
Expertise in underwriting risks, including utilizing relevant tools for underwriting.
Requires extensive knowledge of surety underwriting best practices, field underwriting operations and day-to-day underwriting operational needs.
Must have excellent verbal and written communication skills in order to disseminate vision of senior leadership and to motivate a large agency force.
Ability to set work priorities and to initiate, evaluate and recommend solutions to upper management.
Must have the ability to perform duties with independent judgment and within 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 issues, work processing issues, underwriting selection and rating problems, and best practices compliance.
Strong drive for results.
Competencies include: Building Organizational Talent, Optimizing Diversity, Selling the Vision, Leading Change, Driving Execution, Entrepreneurship.
Other criteria, including leadership skills, competencies and experiences may take precedence.
Must have a valid driver’s license with satisfactory driving record in accordance with Nationwide standards.

Nice To Haves

Actively pursuing of AFSB, CPCU or other insurance/finance related certification desired.
Familiarity with other company products preferred.

Responsibilities

Analyzes performance of portfolio as well as individual account performance and develops appropriate action to drive profitable growth based upon the analysis.
Monitors risk selection, renewal retention and pricing decisions on a portfolio and an individual account level.
Reviews and approves underwriting decisions of staff and ensures compliance to legal requirements and organizational, business and strategic objectives.
Provides recommendations to leadership regarding underwriting strategy and opportunity.
Measures and manages underwriting processing and quality.
Actively manages and participates in agency management.
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.
Determines priorities and workflow/service standards for the department.
Monitors and manages performance measurements to ensure effectiveness of the department's service delivery process.
Effectively aligns organizational structure to drive business results.
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.
Directs associates and provides performance management, salary planning and administration, organizational planning, hiring and placement.
Drives sales strategies to develop new business, improve retention and maintain profitability.
Meets regularly with clients to enhance relationships and drive business results.
Handles escalated customer service issues and requests.
Provides input to leadership regarding strategic and business plans and helps identify operational opportunities and efficiency.
Consults with agents and brokers to provide expertise, educate and identify business opportunities.
Consults with team to develop experience, understanding and expertise in each situation to make the best possible decisions.
Consults with Home Office leaders on accounts requiring higher level of authority.
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.
Ensures awareness of strategic corporate initiatives to maintain effectiveness in the field.
Works in partnership with agencies to expand the program share amount in a shared surety account and understands the existing surety program in place.
Develops and maintains strong business relationships with key groups and individuals within the commercial lines market.
Develops effective internal and external collaborative partnerships across all customers and related functions, including: Claims, Marketing, IT, etc. to understand business developments and build a support network to help resolve business needs.
Works in partnership with fellow leaders to manage the training of associates within the surety organization to ensure a high degree of competency and professionalism.
Coaches territory managers and field underwriters on actively pursuing surety opportunities with agencies and/or brokers to develop and grow a profitable territory.
May perform other responsibilities as assigned.

Benefits

medical/dental/vision
life insurance
short and long term disability coverage
paid time off with newly hired associates receiving a minimum of 18 days paid time off each full calendar year pro-rated quarterly based on hire date
nine paid holidays
8 hours of Lifetime paid time off
8 hours of Unity Day paid time off
401(k) with company match
company-paid pension plan
business casual attire