Territory Manager, Business Development - Surety (Large Contract)

Nationwide•Lakeview, NY

5d•$108,000 - $162,000•Hybrid

About The Position

Nationwide's Property and Casualty team is seeking a Territory Manager, Business Development - Surety. This role is with a Fortune 100 company with nearly $70 billion in annual sales, focused on innovating and simplifying processes to provide the best customer value. The company emphasizes that 'on your side' goes beyond words, with customers and partners at the center of everything they do. The ideal candidate will have experience in large contract surety underwriting, territory development, broker distribution management, financial statement analysis, credit quality evaluation, and structuring/negotiating underwriting terms. The position is based in Utah and requires regular meetings with agents/brokers in the territory. This role does not qualify for employer-sponsored work authorization and Nationwide does not participate in the Stem OPT Extension program.

Requirements

Experience in large contract surety underwriting, including both new business and portfolio management of complex or high-exposure accounts.
Demonstrated success in territory development and broker distribution management, with the ability to identify expansion opportunities, build producer plans, and develop target account strategies.
Advanced ability to analyze complex financial statements, including interpretation of profitability, leverage, cash flow, working capital, liquidity, backlog, and work-in-progress trends.
Experience evaluating credit quality and capacity of privately held and publicly traded companies, including identification of emerging deterioration and concentration risk.
Proven ability to structure, negotiate, and recommend underwriting terms that appropriately balance growth objectives with risk discipline.
Experience monitoring and managing a territory or portfolio of surety business, including trend analysis, close-out strategies, and proactive identification of adverse developments.
Strong marketing and relationship-management skills, with the ability to serve as a trusted partner to brokers and to influence new business opportunities in a competitive market.
Undergraduate degree in business or a related field preferred.
Seven years of progressively responsible surety underwriting experience preferred.
Expertise in markets consistent with our underwriting appetite and product portfolio preferred.
Thorough knowledge of surety value proposition and ability to communicate to producers and principals.
Working knowledge of state laws and regulations required.
Expert level of knowledge of surety underwriting and is familiar with surety forms and the requirements of the territory.
Thorough working knowledge of company marketing/underwriting standards and philosophies.
Excellent knowledge of surety products and programs in order to teach aspects of material to others.
In-depth working knowledge of effective sales & marketing and agency relationship management techniques.
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 driver’s license and safe driving record are required.

Nice To Haves

Pursuit of technical insurance coursework such as AFSB is highly desirable.

Responsibilities

Primary relationship manager within a territory for more complex surety business.
Markets, manages and underwrites a new and renewal surety book, through direct contact with select agencies or brokers.
Drives profit and premium to meet financial goals and objectives through development, negotiation and execution of business plans.
Leads and influences agencies through creation of sales strategies and implementation of sales processes and practices that drive new sales, increase shelf space, profit and customer retention.
Collaborates with all lines of business to support and increase the overall NW presence.
Underwrites accounts based on authority level granted to the role and underwriting appetite.
Monitors market conditions, competitive landscape, and confirms information gathered within market space.
Researches risk, environment and factors necessary to win the account.
Analyzes quality and quantity of risks underwritten and prepares reports accordingly.
Accurately evaluates complex risk exposures and ensures review of financial statements, credit reports, bank and other underwriting documents.
Underwrites new business, selects acceptable risks to class and price according to guidelines, and rejects business that is unacceptable.
Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plans to address/rectify those situations.
Achieves production, profitability and service objectives.
Within delegated authority levels and company guidelines, accepts, rejects or modifies new surety business of a more complex nature to ensure profitability.
Prices business according to company underwriting and pricing guidelines.
Manages workflow and intricacies of underwriting more complex assigned work, utilizing company tools and systems to meet service level agreements.
Ensures file handling quality and workflow efficiency with a thorough understanding of overall surety strategic direction and operating plans.
Manages large, complex work and coordinates work with and through others to meet service level agreements.
Drives robust agency business planning to deliver detailed performance plans with actions, accountabilities and scheduled performance checkpoints.
Ensures strong territorial objectives to maximize profit and pipeline management.
Proactively identifies opportunities for all lines to cross sell and refers to appropriate business leaders.
Identifies prospects and recommends new agency appointments.
Markets company’s 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 and to develop new business in targeted industries and preferred markets.
Responds effectively to assess accounts and develop business propositions that win the business.
Proactively with agents, accounts and internal partners to resolve business issues and makes recommendations based on findings.
Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships.
Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques of large or unique business.
Provides industry trend observations to leadership.
Consults with agencies to improve retention and profitability.
Effectively communicates with agencies to establish the company as the surety provider of choice for the territory.
Communicates product, technology changes and company objectives.
Communicates and collaborates actively with leadership to share industry trends and field underwriting experience.
Completes agency visits as appropriate to develop new accounts, service existing accounts, review agency performance and enhance agency relationship.
Develops and maintains strong business relationships with agencies, producers and key groups.
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 assigned agencies.
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.
Provides professional development knowledge and insight to team members.
May help mentor new field underwriters and provide coaching.
Manages heavy workload effectively and backup other team members as needed.
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.
May perform other responsibilities as assigned.