Small Business Territory Manager

You have a clear vision of where your career can go. And we have the leadership to help you get there. At CNA, we strive to create a culture in which people know they matter and are part of something important, ensuring the abilities of all employees are used to their fullest potential. 

Key Outcomes
• Increased submission flow, new business conversion, and written premium growth into Small Business through disciplined local engagement and execution
• Improved agent, producer, and CSR clarity on appetite, workflows, and “how to do business” with CNA
• Strong connectivity between agencies and underwriting, resulting in fewer stalled deals, faster issue resolution, and improved partner experience
• Execution of effective territory and agency management plans that support sustainable growth and placement behavior

JOB DESCRIPTION:

Primary Responsibilities (% of time)

Day-to-Day Sales Execution 35%

• Drive individual submission deal flow into Small Business; manage local pipelines and weekly execution plans
• Execute agency growth plans for assigned agencies and prioritized geographies, aligning activity to portfolio goals
• Conduct regular in-person and virtual engagement with frontline producers and CSRs, including training, appetite refresh, workflow enablement, and quoting navigation
• Create demand for CNA’s Small Business products by reinforcing appetite fit, speed-to-quote pathways, and ease-of-doing-business advantages
• Execute national partner and growth strategies locally, as directed by National Sales Executives

Territory & Agency Management 20%

• Own and manage the assigned territory, taking accountability for production results, pipeline health, and execution discipline
• Build and execute agency-level engagement strategies, including business planning, prioritization, training, and optimization actions
• Adjust focus across agencies and segments based on performance, opportunity, and strategic importance

Agent / CSR Enablement & Local Presence 25%

• Become the “known face” in-market: ensure agencies know who to call, what CNA wants to write, and how to submit effectively
• Establish credibility as a trusted advisor through product knowledge, underwriting appetite clarity, and workflow guidance
• Partner with internal stakeholders to coordinate onboarding and ensure early and sustained production from new appointments

Underwriting Connectivity 15%

• Build strong connectivity between Underwriting and the agent-broker community to facilitate account-level collaboration and remove friction
• Reinforce underwriting appetite, submission quality standards, and best practices to improve hit ratios and conversion
• Help agents and CSRs “submit to win” by improving fit, documentation quality, and execution timing

Market Awareness & Performance Management 5%

• Maintain awareness of local market dynamics, competitor activity, and agent feedback; share insights with Regional Sales Director and partners
• Support portfolio health within the territory by influencing mix of business, submission quality, and continuity of flow
• Maintain activity discipline across agency visits, trainings delivered, pipeline movement, and conversion actions
• Track results and report progress through the Regional Sales Director’s operating cadence
• Provide structured feedback loops from field execution and agent behavior back to regional and national leadership

Qualifications

• 5+ years in commercial insurance distribution, agency management, or sales roles; Small Business experience strongly preferred
• Demonstrated success driving producer and CSR adoption, territory growth, and improved conversion outcomes
• Proven ability to collaborate effectively with underwriting and internal partners to remove barriers and accelerate flow

Skills, Knowledge & Abilities

• Proven ability to drive Small Business submission flow, placement behavior, and conversion through disciplined, local sales execution
• Strong territory and agency management capability, including prioritization, pipeline stewardship, and focus alignment to portfolio goals
• Deep understanding of Small Business agency operations and the ability to influence producer and CSR behavior through clarity and enablement
• Solid working knowledge of Small Business underwriting appetite, products, and submission quality standards
• Ability to build strong underwriting–agency connectivity and facilitate effective account-level collaboration
• Sound business judgment informed by local market dynamics, compe