Director, Small Market Business Development – National Networks (Commercial Lines)

Nationwide

1d•$152,000 - $269,000•Remote

About The Position

This role is focused on networks, aggregators, and market access providers within the national firms space, with a concentrated focus on those distribution models. The ideal candidate brings strong commercial sales and relationship management experience, with a proven ability to grow strategic partnerships and influence results in complex, high-visibility environments. Success in this role requires exceptional cross-functional partnership, as this leader will work closely with regional sales peers, underwriting, portfolio, personal lines, and NNP partners to move initiatives forward. This role is well suited for someone who can navigate nuanced partner models, drive accountability in senior-level conversations, and bring polished executive presence to external meetings. This is a remote opportunity that requires significant travel. It is ideal for a leader who can operate nationally, build relationships across dispersed partner organizations, and stay closely connected to the business from a remote environment. On our team, we look for that rare professional who is both analytical and a relationship-builder. Those who can combine those talents with their entrepreneurial drive and own and manage their territory can thrive and grow with us. As a Director, you'll drive profitable results and growth within a territory through leadership, development, engagement and sales expertise with an emphasis on small commercial business. We'll count on you to use effective agency management to lead business planning and relationship management to ensure all strategically important objectives are met across all lines of business. It will be important to identifies issues and partner with functional leaders within claims, underwriting and sales to resolve issues and profitably grow the business.

Requirements

Undergraduate studies in insurance, business, finance, marketing or related field.
Ten years of commercial lines sales, marketing, agency management and/or underwriting experience preferred.
Small market commercial experience preferred.
Significant business management and people leadership experience preferred.
Requires advanced knowledge of property/casualty insurance operations and products, procedures and practices; commercial lines of insurance including rating, loss control and related functions; and commercial lines customer environment and markets.
Requires strong knowledge of commercial property/casualty case best underwriting practices, field underwriting operations and day-to-day underwriting operational needs.
Familiarity with all enterprise products preferred.
Excellent verbal and written communication skills to disseminate vision of senior leadership and to motivate the 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 demonstrate 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 compliance.
Strong drive for results.
Other competencies include: political savvy, conflict management, executive presence, directing others, hiring and staffing, motivating others, customer focus, organizational agility, interpersonal savvy, drive for results, planning, organizing, priority setting and presentation skills.
Other criteria, including leadership skills, competencies and experiences may take precedence.

Nice To Haves

Undergraduate degree preferred.
Technical designations such as CPCU, CLU, CHFP or equivalent insurance designation preferred.

Responsibilities

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, budgets and timelines to meet company standards.
Analyzes performance of portfolio, as well as individual account performance, and develops appropriate action to drive profitable growth based upon the analysis.
Directs pricing standards and practice on individual accounts and on a portfolio basis for department. Provides recommendations to leadership regarding underwriting strategy and opportunity. Actively manages and participates in agency management and reviews.
Motivates and leads territory managers and agents and drives small commercial performance to achieve premium growth, profit, new business and retention goals in the business plan. Leads and influences sales activities by aligning territory objectives with territory vision, reviewing sales practices and providing feedback, reinforcing sales strategies and plans and developing positive energy within territory through leadership, awards, recognition and contests.
Consults with all levels of internal and external partners regarding policies and practices. Provides recommendations on operational practices and procedures. 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. Ensures awareness of strategic corporate initiatives to maintain effectiveness in the field.
Establishes 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, Nationwide Technology, etc. to understand business developments and build a support network to help resolve business needs.
Directs research within the territory ensuring a high level of competitive intelligence. Identifies needs or potential issues and consults on research needs from staff and leadership. May establish methods and aggregate local research at the territory level. Validates and refines research and builds strategic perspective on industry trends, competitor actions and market conditions.
Communicates company practice and policy decisions with territory managers. Provides updates and communicates expectations for activity, production and market opportunity within territory. Communicates observations and opportunities to sales leadership regarding products and/or pricing improvements. Communicates with internal partners regarding products, claims issues, underwriting risk selection, rates and customer retention. May communicate with the customer advocacy team regarding department of insurance complaints to provide input.
Sets operational expectations, goals and strategies. Provides oversight, ensuring necessary internal support is provided to resolve issues and appropriate service levels. Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage across all producers within the business unit.
Delivers training and development based on individual and territory needs. Coaches, develops and provides feedback to associates. Educates internal and external partners on sales, underwriting and claims process, practice and tools. Sets expectations for and focuses development on growth of sales and executive presence.
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