Territory Manager Construction Services Business Development

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 and partners are at the center of everything we do and we're looking for associates who are passionate about delivering extraordinary care.

This is a remote/work-from-home (WFH) production underwriting role that includes travel to key agency relationships within the assigned territory.

Territory: Mid-Atlantic

Most ideally, this individual will be located in Virginia, though other locations in close proximity will be considered as long as in-person agency engagement requirements throughout the assigned territory are met.

Qualified candidates must have a combination of a business development mindset and commercial insurance underwriting experience (with authority). A profitability & production orientated lens, along with agency relationship management, is critical.

Additional preferred qualifications:

• Strong preference for commercial middle market expertise
• Construction-specific insurance industry experience is ideal
• Existing relationships with agencies within the territory, and other national firms is highly desirable

This role also requires a strong technical skillset with the ability to successfully work across multiple underwriting platforms and thrive through change

This role does not qualify for employer-sponsored work authorization. Nationwide does not participate in the Stem OPT Extension program.

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 Construction Services Territory Manager, you'll market, manage and underwrite commercial line business through direct contact with select agencies or brokers. We'll count on you to drive profit and premium to meet financial goals and objectives through developing, negotiating and executing business plans. Collaboration with all internal business partners to support and increase the overall Nationwide presence will be key to success.

Job Description

Key Responsibilities:

• Monitors market conditions, competitive landscape, and confirms information gathered within market space. Researches risk, environment and other factors necessary to win the account.
• 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. Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes plans to resolve those situations.
• 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. Decisions require review of multiple variables, using agency relationships, inspection reports and evaluation of exceptions. Reviews for acceptability and handles those within authority, aligned with underwriting guidelines and standards.
• Manages workflow and intricacies of underwriting assigned work using company tools and systems. Ensures file handling quality and workflow efficiency. Manages large, complex work and coordinates work with others to meet service level agreements.
• 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. Plans and coordinates the efforts of the team on 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 products that may improve offerings. Assists agency with strategies for pipeline management, producer and business development in targeted industries and preferred markets. Responds effectively to assess accounts and develop business propositions that win business.
• Consults with agents and internal partners to develop business solutions. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques of large or unique business. Provides industry trend observations to leadership. Consults with agencies regarding risk management and coverage options and to improve retention and profitability.
• 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 and collaborates actively with team and leaders to share market intelligence, industry trends, and field underwriting experience.
• Completes agency visits as appropriate to develop new accounts, service existing accounts, review agency performance, and improve agency relationship. Develops and maintains strong business relationships with agencies, producers and key groups.
• Leads delivery of appropriate customer service levels. Follows up and ensures proper handling of 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 with Sales/Marketing partners as the underwriting subject matter authority.
• Proven ability to manage a significant workload effectively and back up others as needed. 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 Manager or Director.

Typical Skills and Experiences:

Education: Bachelor's degree or equivalent experience is preferred.

License/Certification/Designation: Relevant professional designation such as CPCU or CIC is preferred.

Experience: Seven years of progressively more responsible underwriting and sales experience in commercial line business preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred.

Knowledge, Abilities and Skills: Thorough working knowledge of commercial underwriting, pricing and coverage for middle market 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 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 Human Resources Business Partner.

Values: Regularly and consistently demonstrates 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 driver's 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.

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.

NOTE TO EMPLOYMENT AGENCIES:

We value the partnerships we have built with our preferred vendors. Nationwide does not accept unsolicited resumes from employment agencies. All resumes submitted by employment agencies directly to any Nationwide employee or hiring manager in any form without a signed Nationwide Client Services Agreement on file and search engagement for that position will be deemed unsolicited in nature. No fee will be paid in the event the candidate is subsequently hired as a result of the referral or through other means.

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. Note on Compensation for Part-Time Roles: Please be aware that the salary ranges listed below reflect full-time compensation. Actual compensation may be prorated based on the number of hours worked relative to a full-time schedule.The national salary range for Territory Manager, Construction Services Business Development - Commercial Lines : $112,000.00-$209,000.00The expected starting salary range for Territory Manager, Construction Services Business Development - Commercial Lines : $112, $168,000.00