Territory Manager, Inland Marine Business Development - Commercial Lines (P&C Commercial Insurance - Inland Marine)

Nationwide•New York, NY

43d•Remote

About The Position

If you're passionate about helping people protect what matters most to them, 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 are at the center of everything we do and we're looking for associates who are passionate about delivering extraordinary care. In support of our continued growth, we're seeking a production-oriented commercial insurance professional to join Nationwide's Inland Marine unit, building out your book of business through strong agency and broker relationships. This is a Remote / Work-From-Home (WFH) position, involving approximately 25% in-market travel for agency engagement. Territory TBD dependent on selected hire, most likely on the Eastern Seaboard. 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. If this sounds like the opportunity you've been looking for, we want to hear from you! As an Inland Marine Territory Manager, you'll be the primary relationship manager within a territory for large, complex or specialty commercial lines of business. We'll count on you to underwrite, market and manage new and renewal commercial lines business, as provided within letters of authority, through direct contact with select agencies or brokers. To succeed, you'll need to drive profit and premium to meet financial goals and objectives through development, negotiation and execution of business plans. You will lead and influence agencies through creation of sales strategies and implementation of sales processes and practices that drive new sales, increase shelf space, profit and customer retention. You will also collaborate with all lines of business to support and increase the overall NW presence. Under limited direction, you will underwrite accounts based on authority level granted to the role and underwriting appetite.

Requirements

A proven track record of creating broker relationships and being able to influece business placement
A strong understanding and business acumen of commercial underwriting
Bachelor's degree or equivalent experience is preferred.
Seven to ten years of progressively responsible middle market commercial lines underwriting experience preferred.
Two to five years of sales and business development experience in middle market commercial lines is also preferred.
Thorough working knowledge of commercial underwriting, pricing and coverage for small and 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 best practices compliance.
Strong drive for results.
A valid driver's license and safe driving record are required.

Nice To Haves

Existing agency/broker relationships within the territory
Targeted experience with Inland Marine and/or Builders Risk lines of business
Prior commercial underwriting experience, with authority, is especially ideal.
Relevant professional designation such as CPCU or CIC is preferred.
Expertise in markets consistent with our underwriting appetite and product portfolio preferred.

Responsibilities

Monitors market conditions 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. 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 action plans to address/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, both on a book of business and individual account level basis. Decisions require review of multiple variables, maximizing agency relationships, inspection reports and evaluation of exceptions. Reviews for acceptability and handles those within authority using company underwriting guidelines and standards.
Manages workflow and intricacies of underwriting a significant volume of assigned work, utilizing company tools and systems. Ensures file handling quality and workflow efficiency. Manages large, complex work and coordinates work with and through others to meet service level agreements. Effectively influences activities of territory manager underwriting team to facilitate the successful delivery and execution of select agency business plans.
Drives robust agency business planning to deliver detailed performance plans with actions, account abilities 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 territory manager underwriting team regarding new business, renewals, service plans, etc. 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, producer development 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 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 product, technology changes and company objectives. Communicates market intelligence to agencies and leadership. Communicates and collaborates actively with team members and 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 advanced 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 in conjunction with Sales/Marketing partners as the underwriting subject matter authority.
Proven ability to manage significant 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. Leads discussion for assigned agents in agency reviews.

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