Nationwide Territory Manager, Underwriting Brokerage E&S Speciality in Scottsdale, Arizona

This Territory Manager, Underwriting Brokerage Excess and Surplus Specialty role will be located in Scottsdale, Arizona.

  • 10 years preferred Complex Property underwriting experience

  • Deep knowledge of the Wholesale Producer Plant in the United States

  • Clear understanding of what drives a unit P & L from both a gross and a net perspective

  • Extensive use/experience/interaction with the reinsurance community

  • Extensive cat modeling understanding and utilization

  • Ability to travel 3-5 days a month, nationally

  • Strong interpersonal skill with the ability/strength of making people “want” to work with you to find solutions to problems

JOB SUMMARY: Responsible for the management and operating results of the assigned territory or region for specific lines of business. Accountable for leading a team of associates which includes staffing, developing, engaging, performance management and retention of associates. Responsible for monitoring all aspects of financial management of the assigned territory or region for specific lines of business. Responsible for influencing and managing relationships with brokers, program managers, and other producer channels, including exploring opportunities to drive more business. Monitors trends and manages product issues within the territory or region for all assigned products. Participates in the development or revision of territorial or regional strategic plans and objectives.

LOCATION: E&S Specialty Brokerage

REPORTING RELATIONSHIPS: Reports to Director. Typically, 5 – 15 direct reports


  • Identifies market trends for assigned products on determines pricing, profitability, features and marketing of products within territory or region. Partners with Actuarial team to develop rates/pricing for the territory, Finance team to ...., Claims team to review large losses and territory trends. May work with risk purchasing groups, captives or other alternative risk transfer mechanisms.

  • Measures and manages line of business results In alignment with P/L plan and industry for the region.

  • Responsible for the overall management of assigned territory or region, including strategic and tactical planning and management of workflow.

  • Ensures that underwriting audits of internal underwriting staff are conducted as required.

  • Develops, implements and manages strategic underwriting for specific lines of business for the assigned territory or channel. Assists in providing business forecasting related to trends and profitability within specific lines of business.

  • Develops, implements and monitors underwriting guidelines, rates, forms, endorsements and procedures.

  • Develops, communicates, implements and monitors line of business performance goals for the general agents and territory or channel.

  • Approves accounts which exceed underwriting staff authority due to level of complexity, premium, class of business or coverage provided for specific lines of business.

  • Monitors and manages catastrophe aggregates as they relate to the specified line of business and territory or region. Recommends and implements necessary changes to guidelines and procedures to maintain and comply with company thresholds.

  • Develops and manages operational plans for unit. Plans implementation of organizational objectives. Responsible for the planning and management of associates including: hiring, placement, training, performance management, salary planning and administration and budgeting.

  • Conducts regular visits with general agents, brokers and program managers to understand business needs, reinforce objectives and to drive business results and identify new business opportunities. Responsible for achieving positive customer experience results.

  • Participates in discussions with reinsurers, per department guidelines, verifying the appropriate use of reinsurance used by specific lines of business, including various treaty and facultative reinsurance.

  • Interacts with all departments of the company to achieve territory or region goals and objectives. Provides input to business strategy by providing forecasts, identifying emerging trends, and by building alignment within territory, region or channel.

  • Influences and manages assigned general agency, broker and program manager relationships and results. Recommends corrective action if necessary.

  • Manages customer relationship events suited to territory/channel and local needs in partnership with the business development representative.

  • Performs other duties as assigned.


Education: Undergraduate studies degree preferred. Equivalent work experience will be considered in lieu of a degree. Studies in insurance, risk management, business management or a related field preferred. Completion of some Leadership/Management classes is helpful.

Experience: Eight years underwriting experience, handling large or complex programs and accounts. Excess & Surplus lines and prior supervisory experience desirable.

Knowledge: Knowledge of Excess & Surplus lines underwriting policies, practices and procedures. Knowledge of standard and alternative Rating plans and plan concepts. Knowledge of treaty & facultative reinsurance. Knowledge of regulatory issues, the general agency system, marketing principles and company operations. Basic knowledge of employment principles and practices.

Skills/Competencies: Ability to analyze and interpret mathematical, statistical and logical data, and evaluate its reliability and significance. Ability to communicate effectively, verbally, and in writing, interpersonally with individuals and groups via telephone, fax, e-mail and in person. Ability to coach, lead and develop the staff assigned. Ability to work with the wholesale/general agency distribution system. Ability to analyze complex problems and develop innovative creative solutions. Exceptional negotiation and communication skills and techniques. Ability to set work priorities that strategically align with departmental objectives. Ability to use/learn job related computer software.

Values: Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.

Staffing Exceptions to the above Minimum Job Requirements must be approved by the: hiring manager’s leader and HRBP.


Overtime Eligibility: Not Eligible (Exempt)

Working Conditions: Normal office environment. Frequent travel within territory.

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: UND/ESU

Job Evaluation Activity: 1/2017 KLG

Job ID: 52431