Territory Manager, Business Development – Surety (Large Commercial)

If you’re passionate about helping people protect what matters most to them at a Fortune 100 company with nearly $70 billion in annual sales, 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 position is based in the territory that includes the Philadelphia metro area. Job Description Summary Do you thrive in an environment where you can put your critical thinking and communication skills to work every day? Do you appreciate being able to contribute individually as well as collaboratively? Our Surety Underwriting team values initiative, the ambition to grow and learn, a broad skill set that includes everything from marketing to finance to risk analysis, and a solutions-oriented mindset. We’re technology-savvy and highly motivated to grow our business with excellent career advancement opportunities. If you can see yourself as part of our team, in a company that wants to grow in this space, then we want to know more about you! Primary relationship manager within a territory for more complex surety business. Markets, manages, and underwrites a new and renewal surety book 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 the creation of sales strategies and implementation of sales processes and practices that drive new sales, increase shelf space, profit, and customer retention. Collaborates with all lines of business to support and increase the overall NW presence. Under limited direction, underwrites accounts based on authority level granted to the role and underwriting appetite. Key Responsibilities: - Monitors market conditions, competitive landscape, and confirms information gathered within the market space. Researches risk, environment, and factors necessary to win the account. Analyzes quality and quantity of risks underwritten and prepares reports accordingly. Accurately evaluates complex risk exposures and ensures review of financial statements, credit reports, bank, and other underwriting documents. - Underwrites new business, selects acceptable risks to classify and price according to guidelines, and rejects business that is unacceptable. 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. - Within delegated authority levels and company guidelines, accepts, rejects, or modifies new surety business of a more complex nature to ensure profitability. Prices business according to company underwriting and pricing guidelines. Decisions require review of multiple variables, leveraging agency relationships, underwriting tools, and evaluation of exceptions. - Reviews for acceptability, approving transactions within authority using company underwriting guidelines and standards. Manages workflow and intricacies of underwriting more complex assigned work, utilizing company tools and systems to meet service level agreements. Ensures file-handling quality and workflow efficiency with a thorough understanding of overall surety strategic direction and operating plans. Manages large, complex work and coordinates actions with and through 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 identifies opportunities for all lines to cross-sell and refers to appropriate business leaders. Identifies prospects and recommends new agency appointments. - Markets company’s products and services to help drive agency and company results, including all enterprise products that may enhance offerings. Assists agencies with strategies for pipeline management and the development of new business in targeted industries and preferred markets. Responds effectively to assess accounts and develop business propositions that win the business. Proactively works with agents, accounts, and internal partners to resolve business issues and makes recommendations based on findings. 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 to improve retention and profitability. Effectively communicates with agencies to establish the company as the surety provider of choice for the territory. Communicates product, technology changes, and company objectives. Communicates and collaborates actively with 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 relationships. - 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 assigned agencies. 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. Provides professional development knowledge and insight to team members. May help mentor new field underwriters and provide coaching. - Proven ability to manage a heavy workload effectively and provide backup to other team members as needed. Monitors business plan results to determine performance and develop action plans to ensure alignment with underwriting philosophies, standards, and performance expectations. Reviews business in-process and lost business and drives implementation of the business plan. May perform other responsibilities as assigned. Reporting Relationships: Reports to a manager or director. No direct reports. Typical Skills and Experiences: Education: Undergraduate degree in business or a related field preferred. License/Certification/Designation: Pursuit of technical insurance coursework such as AFSB is highly desirable. Experience: Seven years of progressively responsible surety underwriting experience preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred. Knowledge, Abilities, and Skills: Thorough knowledge of the surety value proposition and ability to communicate to producers and principals. Working knowledge of state laws and regulations is required. Expert level of knowledge of surety underwriting and familiarity with surety forms and the requirements of the territory. Thorough working knowledge of company marketing/underwriting standards and philosophies. Excellent knowledge of surety products and programs to teach aspects of material to others. In-depth working knowledge of effective sales and marketing and agency relationship management techniques. 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 within 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 complex risks and situations.