Territory Manager, Construction Services Business Development - Commercial Lines

Nationwide•Washington, DC

1d•$112,000 - $209,000•Remote

About The Position

This is a remote/work-from-home (WFH) production underwriting role that includes travel to key agency relationships within the assigned territory. The role is with Nationwide's Property and Casualty team, a Fortune 100 company. The ideal candidate will be analytical, a relationship-builder, and possess an entrepreneurial drive to own and manage their territory. As a Construction Services Territory Manager, you will market, manage, and underwrite commercial line business through direct contact with select agencies or brokers. You will be responsible for driving profit and premium to meet financial goals and objectives through developing, negotiating, and executing business plans. Collaboration with internal business partners to support and increase the overall Nationwide presence will be key to success.

Requirements

Commercial insurance underwriting experience (with authority)
Profitability & production orientated lens
Agency management experience
Seven years of progressively more responsible underwriting and sales experience in commercial line business preferred.
Expertise in markets consistent with our underwriting appetite and product portfolio preferred.
Thorough working knowledge of commercial underwriting, pricing and coverage for middle market 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 compliance.
Strong drive for results.
A valid driver's license and safe driving record are required.

Nice To Haves

Strong preference for commercial middle market expertise
Construction-specific insurance industry experience is ideal
Existing relationships with agency partner firms is highly desirable
Bachelor’s degree or equivalent experience is preferred.
Relevant professional designation such as CPCU or CIC is preferred.

Responsibilities

Monitors market conditions, competitive landscape, and confirms information gathered within market space. Researches risk, environment and other factors necessary to win the account.
Analyzes quality and quantity of risks underwritten and prepares reports. May review agency books of business as well as profit/growth results and trends to recommend and implement action plans. Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes plans to resolve those situations.
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. Decisions require review of multiple variables, using agency relationships, inspection reports and evaluation of exceptions. Reviews for acceptability and handles those within authority, aligned with underwriting guidelines and standards.
Manages workflow and intricacies of underwriting assigned work using company tools and systems. Ensures file handling quality and workflow efficiency. Manages large, complex work and coordinates work with 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 finds opportunities for all lines of business and refers to appropriate business leaders. Plans and coordinates the efforts of the team on 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 products that may improve offerings. Assists agency with strategies for pipeline management, producer and business development in targeted industries and preferred markets. Responds effectively to assess accounts and develop business propositions that win business.
Consults with agents and internal partners to develop business solutions. 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 regarding risk management and coverage options and to improve retention and profitability.
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 and collaborates actively with team and leaders to share market intelligence, industry trends, and field underwriting experience.
Completes agency visits as appropriate to develop new accounts, service existing accounts, review agency performance, and improve 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 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 with Sales/Marketing partners as the underwriting subject matter authority.
Proven ability to manage a significant workload effectively and back up others 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. Leads discussion for assigned agents in agency reviews.
May perform other responsibilities as assigned.