Nationwide Territory Manager - Commercial Middle Market Construction (New England) in Maine
Job ID: 51448
Territory / Location – New England. This position can be based out of the Worcester, MA office, or in a work-from-home capacity, depending on the selected individual. If in a work-from-home capacity, the selected individual must reside within the geographic territory.
This individual will be responsible for maintaining and driving Construction-specific commercial middle market business within an assigned territory for the Northeast Region, with direct responsibility for both a defined renewal book and a set new business goal, including personal underwriting authority and accountability.
This position involves heavy travel to agencies within the assigned territory, and may include eligibility for a company car. If the (mileage) eligibility requirements for a company car are not expected to be met, access to a pool car will be provided for respective travel.
Qualified candidates MUST possess:
Commercial middle market underwriting experience (with authority)
Strong background in Casualty lines
Agency management orientation
Expertise in the Construction marketplace is preferred, as are relevant insurance designations or coursework towards them (CRIS, CPCU, CIC, AU, etc.).
Summary: Primary Middle Market territory relationship manager for standard Commercial Lines. Markets, manages and underwrites new and renewal commercial lines business through direct contact with select agencies or brokers. Drives profit and premium to meet financial goals and objectives through development, negotiation and execution of business plans. Leads and influences agencies through creation of sales strategies and implementation of sales processes and practices that drive new sales, increase shelf space, profit and member retention. Collaborates with all internal business partners to support and increase the overall NW presence.
Under limited direction, underwrites accounts based on authority level granted to the role and underwriting appetite.
Reporting Relationships: Reports to manager or director. No direct reports.
Core Duties and Responsibilities:
Monitors market conditions, competitive landscape, and confirms information gathered within market space. Researches risk, environment and factors necessary to win the account.
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. Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plans to address/rectify 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, both on a book of business and individual account level basis. Decisions require review of multiple variables, leveraging agency relationships, inspection reports and evaluation of exceptions. Reviews for acceptability and handles those within authority using company underwriting guidelines and standards.
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 Underwriting Team to facilitate the successful delivery and execution of select agency business plans.
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 identifies opportunities for all lines of business and refers to appropriate business leaders. Plans and coordinates the efforts of the Middle Market Underwriting 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.
Proactively 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 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.
Completes agency visits as appropriate to develop new accounts, service existing accounts, review agency performance, and enhance 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 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.
Proven ability to manage heavy workload effectively and backup other team members 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.
Performs other duties as assigned
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 responsible underwriting and sales experience in commercial lines business preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred.
Knowledge: 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.
Skills/Competencies: 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 and Guiding Behaviors.
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.
Job Family/Function: SLS/BDE
Evaluation Activity: JC/KP 3-2018