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.

This Territory Manager, Small Market Business Development – Commercial Lines role will support agents in Maryland and Delaware.  Qualified candidates will live in the area or within a close commute.

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

Compensation Grade:  G.SD115

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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 Small Market Territory Manager, you'll lead profitable small commercial growth in the designated territory by developing and managing assigned agencies. We'll count on you to drive strong results through profitable quote flow through single dedication to small market commercial lines. You'll partner with personal lines and middle market sales and underwriting teams to find opportunities and develop growth and profit strategies.

Job Description

Key Responsibilities: 

• Monitors market conditions, competitive landscape and confirms information gathered within market space. Uses 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. May review agency books of business as well as profit/growth results and trends to recommend and implement action plans.

• 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 and leaders to share industry trends and field underwriting experience.

• Manages small market commercial production, profit and service objectives within assigned territory. Drives robust agency business planning to deliver detailed performance plans with actions, accountabilities 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. 

• Works 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, as well as agency terminations based on results. 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 relationships that enhance value to the agency and Nationwide. Maintains a responsive and visible presence to network.

• Consults with agents on customer service expectations and helps resolve customer issues. Ensures that support is provided internally and may help coordinate resolution of service needs.

• Ensures tools, training and support are in place to positively impact success for the agencies and territory. Identifies and communicates training need