Associate Territory Manager, Middle Market Business Development - Commercial Lines (Construction Services)

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!

This opening can be filled in one of our offices, or in a remote/work-from-home (WFH) capacity.

Territory: TBD within the overall Eastern region. This role includes up to 25% travel to key agency relationships within the ultimately assigned territory.

Candidates should have underwriting experience (with authority) within commercial property & casualty insurance, preferably on middle market level accounts, and agency relationship management experience.

The most ideal candidates will also have experience handling accounts in the Construction/Contractors industry segment.

Compensation Grade: F.SD95

Note: This person may be hired in the Associate Territory Manager Trainee capacity, if additional training/onboarding is deemed necessary for success before transitioning into the full Associate Territory Manager role, with an assigned book of business. If hired in the Trainee capacity, it is a Non-Exempt role for the period of time prior to completing the trainee phase, and the below key responsibilities must be met to transition out of the Trainee position:

• Completes the Underwriting Background Assessment to identify development curriculum.
• Completes the identified development curriculum. Examples of training consist of Sales Programs, Negotiation Training, Technical Training, and overall Portfolio Management Training.
• Participates in the mentorship program with a Territory Manager/Sr Territory Manager to further develop underwriting skills. Operating under limited authority with mentor on endorsements, small renewal tasks, and new business; increasing scope and complexity as comfort level allows.
• Participates in weekly/bi-weekly learning opportunities such as peer chats, town halls, ½ day learnings by the Nationwide Training Academy.
• Completes last ATM evaluation.

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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 an Associate Territory Manager, You'll be the primary relationship manager for middle market new and renewal business, through direct contact with a territory of select agencies or brokers. We'll count on you to drive profit and premium to meet financial goals and objectives through development, negotiation and execution of business plans. Your leadership and influencing skills will be key as you help agencies create and implement sales strategies, processes and practices that drive new sales, increase shelf space, profit and member retention. Your collaboration with internal partners will be important to support and increase the overall Nationwide presence.

Job Description

Key Responsibilities:

• Underwrites new business, renewals and endorsements based on authority level and appetite. Decisions at this level may require review of additional variables, leveraging agency, sales and underwriting relationships, inspection reports and evaluation of exceptions.

• Reviews individual risks for acceptability and handles those within authority based on company underwriting guidelines and standards. 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. May perform portfolio analysis or additional underwriting analysis in support of unit objectives.

• Monitors market conditions, competitive landscape, and confirms information gathered within market space. Researches risk, environment and factors necessary to win the account.

• 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.

• Manages workflow and intricacies of underwriting assigned work by utilizing company tools and systems. Ensures file handling quality and workflow efficiency. Manages large, complex work and coordinates work with and through others to meet service level agreements. Effectively influences activities of Middle Market Business Development Team to facilitate the successful delivery and execution of select agency business plans.

• Completes agency visits as appropriate to develop new accounts, service existing accounts, review agency performance, enhance agency relationship and to develop business solutions. Consults with agencies regarding risk management and coverage options to improve retention and profitability. Develops and maintains strong business relationships with agencies, producers and key groups. 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 and collaborates actively with team members and leadership to share industry trends, and field underwriting experience.

• 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 of the Middle Market Business Development Team regarding 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 enterprise products that may enhance offerings. Assists agency with strategies for pipeline management, producer development and to develop new business in targeted industries and preferred markets. Responds effectively to assess accounts and develop business propositions that win the business.

• Leads delivery of appropriate customer service levels. Follows up and ensures proper handling of escalated 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 expert.

• Monitors business plan results to determine performance and development of any action 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 MM Business Development Director. Individual contributor.

Typical Skills and Experiences:

Education: Undergraduate degree in business administration or management preferred. Technical insurance coursework toward designations of CPCU, CLU, FLMI, etc. is desirable.

Experience: Three years Commercial Lines underwriting experience required, additional sales experience preferred. Successful completion of the first phase (training) of the Associate Territory Manager role required.

Knowledge, Abilities and Skills: Ability to manage heavy workload effectively and backup other team members as needed. Thorough working knowledge of commercial underwriting, pricing and coverage for commercial 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 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 best practices 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 HR Business Partner.

Values: Regularly and consistently demonstrates the 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 drivers 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.

For NY residents please review the following state law information: Notice of Employee Rights, Protections, and Obligations LS740 (ny.gov) https://dol.ny.gov/system/files/documents/2022/02/ls740_1.pdf

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 Associate Territory Manager, Middle Market Business Development - Commercial Lines : 72,000.00-149,000.00

The expected starting salary range for Associate Territory Manager, Middle Market Business Development - Commercial Lines : 80,000.00 - 120,000.00