Territory Manager, Small Market Business Development - Commercial Lines

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.

We are seeking to fill two Territory Manager, Small Market Business Development – Commercial Lines roles to cover territories within Texas. 

*One Territory Manager will cover a territory comprised of North Texas and it is preferred that qualified candidates reside in or around the Dallas/Fort Worth area. 

*The second Territory Manager will cover a territory comprised of South Texas and it is preferred that qualified candidates reside in or around the San Antonio/Austin area.

We are looking for experienced insurance sales professionals who have experience working with Independent Agencies preferably with commercial lines background. This role includes incentive pay.

Compensation Grade:  G.SD130

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Job Description Summary

Manages a territory of Nationwide commercially focused distribution points from a field location. Responsible for profitable small commercial growth in their controlled territory through the management and development of assigned agencies. Accountable for driving strong results in the form of profitable quote flow through single dedication to Small Market Commercial Lines. Partners with PL and MM sales and underwriting teams to identify opportunities and develop growth and profit strategies. Leads and influences agents through creation of sales strategies and implementation of sales practices that further new sales and increase shelf space, profit and customer retention.

Job Description

Reporting Relationships: Reports to Director, Small Mkt Bsns Dvlpmt-CL; no direct reports.

Core Duties and Responsibilities: 

• Monitors market conditions, competitive landscape, and confirms information gathered within market space. Using territory results, market intelligence, competitor products, and rates to identify small commercial growth opportunities for the agencies. Reviews and assesses agency strengths, capabilities and growth opportunities.
• 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.
• 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.
• Responsible for attainment of Small Market Commercial production, profit, and service objectives within assigned territory. 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 identifies opportunities for all lines of business and refers to appropriate business leaders. Plans and coordinates the efforts with the Middle Market Underwriting Team.
• Proactively consults with agents and internal partners to develop business solutions including strategic and tactical planning. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques. Provides industry trend observations to leadership.
• Recommends appointment of new agencies. Makes recommendations to terminate agencies based on results as appropriate depending on contract. Ensures compliance with administrative practices and adherence to policies and procedures. Influences agency business plans and practices necessary to achieve results. Makes recommendations to leadership regarding agency alignment and deployment.
• Cultivates