Nationwide Territory Manager - Commercial Middle Market Insurance (Western MA and Western CT) in Massachusetts
*The corporate title for this position is "Sr Terr Mgr, MM Bus Dev-CL"
Territory: Western MA & Western CT
The Territory Manager, Middle Market Business Development role is a highly visible new business relationship driver with underwriting authority and accountability. This is a work-from-home position involving heavy local travel (2-3 days/week) throughout Western Massachusetts and Western Connecticut, with the possibility to go up to New Hampshire and Vermont as necessary.
Qualified candidates must have:
Commercial Lines Middle Market underwriting proficiency (at least 5-7 years' experience, with authority)
Prior field / agency relationship management experience
A strong aptitude for driving sales and profitability
Preferably, the selected candidate will also have:
Existiing familiarity with the territory and agencies in the respective market
Leadership experience (formal or informal)
Insurance designations, such as the AU, CIC, or CPCU, or continued coursework towards them
*Please note that this job may be filled at either the Sr Territory Manager or Territory Manager level, depending on the qualifications and related experience of the chosen applicant..
JOB SUMMARY: Primary Middle Market territory relationship manager for standard Commercial Lines with our most complex and sophisticated distribution partners. Markets, manages and underwrites new and renewal commercial lines business through direct contact with select agencies or brokers. Drives profit and premium to meet top 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.
Independently underwrites accounts based on authority level granted to the role and underwriting appetite.
REPORTING RELATIONSHIPS: Reports to Director, CL MM Business Development. No direct reports.
CORE JOB DUTIES & 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 plan to address/rectify those situations. Performs analysis of the most complex accounts that require combining experience, intuition and business savvy to fully understand the landscape in order to make strategic territory and account decisions.
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. Navigates complex interactions necessary to influence sophisticated producers and members. Independently reviews for acceptability and handles those within level of authority using company underwriting guidelines and standards.
Manages workflow and intricacies of underwriting heavy volume of 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. Considers sophistication of partners, navigates organizational complexities and mines for ancillary opportunities through promotion and negotiation techniques. 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. Proactively identifies and consults on strategies to develop new business and maximize growth and profit.
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. Ensures that communication is shared across all key agency partners at all levels in complex environments. 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 agency leaders, 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. May assist in the development or training delivery as a subject matter expert.
Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter expert. Provides professional development knowledge and insight to team members. May help mentor new Territory Managers and provide coaching.
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. Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage.
Performs other duties as assigned.
MINIMUM JOB REQUIREMENTS:
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 of business preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred.
Knowledge: Expert working knowledge of commercial underwriting, pricing and coverage for Middle Market business. Knowledge of company sales and underwriting standards and philosophies, company products and programs and state statutes. Strong knowledge of effective sales, marketing and agency relationship management techniques.
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. Must have the ability to determine situations where additional support is needed to create alignment for decisions. Strong drive for results.
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: 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.
Job Family/Function: SLS/BDE
Job Evaluation Activity: JDC/KMP 12-2016