Director, Small Market Business Development - Commercial Lines (Northern Region)

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.

Ideally, candidate resides within one of the following state: PA, OH, IA, IL, MI, MD, NY or NJ but open to candidates in any of the remaining locations in the Northern Region: CT DE IN MN WI CT MA ME IN VT. Candidate should live within close proximity to major airport.

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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 Director, you'll drive profitable results and growth within a territory through leadership, development, engagement and sales expertise with an emphasis on small commercial business. We'll count on you to use effective agency management to lead business planning and relationship management to ensure all strategically important objectives are met across all lines of business. It will be important to identifies issues and partner with functional leaders within claims, underwriting and sales to resolve issues and profitably grow the business.

Job Description

Key Responsibilities: 

• Plans, develops and integrates territory sales plans to achieve top and bottom line objectives. Translates strategic business plans into organizational direction. Creates financial and operational goals, budgets and timelines to meet company standards.

• Analyzes performance of portfolio, as well as individual account performance, and develops appropriate action to drive profitable growth based upon the analysis.

• Directs pricing standards and practice on individual accounts and on a portfolio basis for department. Provides recommendations to leadership regarding underwriting strategy and opportunity. Actively manages and participates in agency management and reviews. 

• Motivates and leads territory managers and agents and drives small commercial performance to achieve premium growth, profit, new business and retention goals in the business plan. Leads and influences sales activities by aligning territory objectives with territory vision, reviewing sales practices and providing feedback, reinforcing sales strategies and plans and developing positive energy within territory through leadership, awards, recognition and contests.

• Consults with all levels of internal and external partners regarding policies and practices. Provides recommendations on operational practices and procedures. Provides input into agency strategic and business plans and regional strategic business planning.

• Communicates strategic direction and operational plans to internal associates and external partners. Communicates policies, procedures and financial budgets that result in attainment of business objectives. Ensures awareness of strategic corporate initiatives to maintain effectiveness in the field.

• Establishes and maintains strong business relationships with key groups and individuals within the commercial lines market. Develops effective internal and external collaborative partnerships across all customers and related functions, including: Claims, Marketing, Nationwide Technology, etc. to understand business developments and build a support network to help resolve business needs.

• Directs research within the territory ensuring a high level of competitive intelligence. Identifies needs or potential issues and consults on research needs from staff and leadership. May establish methods and aggregate local research at the territory level. Validates and refines research and builds strategic perspective on industry trends, competitor actions and market conditions.

• Communicates company practice and policy decisions with territory managers. Provides updates and communicates expectations for activity, production and market opportunity within territory. Communicates observations and opportunities to sales leadership regarding products and/or pricing improvements. Communicates with internal partners regarding products, claims issues, underwriting risk selection, rates and customer retention. May communi