Territory Manager, Specialty Care Business Development (CL/Human Services) - job 1 of 2

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.

Human Services

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Job Description Summary

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 a Territory Manager, you'll market, manage and underwrite commercial business with select agencies or brokers. We'll count on you to drive profit and premium to meet financial goals and objectives through developing, negotiating and implementing business plans. You'll lead and influence agencies by creating sales strategies and implementing sales processes and practices that drive new sales, increase shelf space, profit and customer retention. To succeed, it will be important to collaborate with internal business partners to support and increase the overall Nationwide presence.

Job Description

Key Responsibilities: 

• Monitors market conditions, competitive landscape and confirms information gathered within market space. Researches risk, environment and other factors 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 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, both on a book of business and individual account level basis. Decisions require review of multiple variables, using 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 assigned work by utilizing company tools and systems. Ensures file handling quality and workflow efficiency. Manages large, sophisticated work and coordinates work with others to meet service level agreements. Effectively influences activities of the 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, accountabilities and scheduled performance checkpoints. Ensures strong territorial objectives to improve 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 Middle Market Underwriting 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 development and developing business in targeted industries and preferred markets. Responds effectively to assess accounts and develop business propositions that win the 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. 

• 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 leaders. Communicates and collaborates actively with team and leaders 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 relationships. 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 in conjunction with Sales/Marketing partners as the underwriting subject matter authority. 

• Manages a significant workload effectively and backs up others as needed. Monitors business plan results to determine performance and development of 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.

Reporting Relationships: Reports to Director or Associate Vice President. 

Typical Skills and Experiences: 

Education: Bachelor’s degree or equivalent experience is preferred.

License/Certification/Designation: Relevant professional designation such as CPCU or CIC is preferred.

Experience: Seven years of progressively more responsible underwriting and sales experience in commercial business preferred. Expertise in markets consistent with our underwriting preferences and product portfolio preferred.

Knowledge, Abilities and Skills: Detailed 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 within 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.

Other criteria, including leadership skills, competencies and experiences may take precedence.

Staffing exceptions to the above must be approved by the hiring manager’s leader and Human Resources Business Partner.

Values: Regularly and consistently demonstrates Nationwide Values.

Job Conditions: 

Overtime Eligibility: Not Eligible (Exempt)

Working Conditions: Heavy travel with extended stays may be required. Most incumbents work from a remote location. A valid driver’s license and safe driving record are required. 

ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties. 

Benefits

We have an array of benefits to fit your needs, including: 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, and more. To learn more about the benefits we offer, click here.

Nationwide is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive culture where everyone feels challenged, appreciated, respected and engaged. Nationwide prohibits discrimination and harassment and affords equal employment opportunities to employees and applicants without regard to any characteristic (or classification) protected by applicable law.

NOTE TO EMPLOYMENT AGENCIES:

We value the partnerships we have built with our preferred vendors. Nationwide does not accept unsolicited resumes from employment agencies. All resumes submitted by employment agencies directly to any Nationwide employee or hiring manager in any form without a signed Nationwide Client Services Agreement on file and search engagement for that position will be deemed unsolicited in nature. No fee will be paid in the event the candidate is subsequently hired as a result of the referral or through other means.

Nationwide pays on a geographic-specific salary structure and placement within the actual starting salary range for this position will be determined by a number of factors including the skills, education, training, credentials and experience of the candidate; the scope, complexity and location of the role as well as the cost of labor in the market; and other conditions of employment. If a Sales job, Sales Incentives, based on performance goals are possible in addition to this range.

The national salary range for Territory Manager, Specialty Care Business Development : $94,000.00-$194,000.00

The expected starting salary range for Territory Manager, Specialty Care Business Development : $104,000.00 - $156,000.00