Territory Manager, Middle Market Business Development – Commercial Lines (Insurance Production Underwriter – Southern California)

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 Territory Manager will be responsible for maintaining and driving Commercial Middle Market Business within our Custom Solutions organization. This role has direct responsibility for both a defined renewal book and a set new business goal, including personal underwriting authority and accountability. Territory: Southern California This is a Work-From-Home (WFH) position involving approximately 25% travel to agency partners. Strong preference for the selected individual to be located directly within the respective territory; most ideally, this individual will physically reside in the LA / Orange County metro area. Qualified candidates must possess: - Commercial insurance underwriting experience (with authority) - Production & Agency Management orientation The most ideal candidates will also have: - Existing agency/broker relationships in the territory - Multi-Line underwriting experience within Middle Market accounts - Industry segment experience in Manufacturing, Wholesale/Distribution, Food Service & Accommodation, and/or Retail - Relevant insurance designations (CPCU, CIC, AU, etc.), or coursework towards them, are a plus. This role does not qualify for employer-sponsored work authorization. Nationwide does not participate in the Stem OPT Extension program. #LI-MS1 #LI-REMOTE 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 Middle Market Territory Manager, you'll market, manage and underwrite commercial business through select agencies or brokers. We'll count on you to drive profit and premium to meet financial goals and objectives through development, negotiation, and implementation of business plans. Job Description: Key Responsibilities: - Monitors market conditions, competitive landscape, and confirms information gathered within market space. Researches risk, environment, and other factors needed to win accounts. - 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 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 the entire agency plant, both on a book of business and individual account-level basis. Decisions require review of multiple variables, using 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 using 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 the 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 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 efforts 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. Assists agency with strategies for pipeline management, producer development, and developing business in targeted industries and preferred markets. Assesses accounts and develops business propositions that win the business. Consults with agents and internal partners to develop business solutions. Shares understanding of organizational capabilities and opportunities to improve the value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing, and sales techniques of large or unique businesses. Provides industry trend observations to leadership. - Consults with agencies regarding risk management and coverage options and to improve retention and profitability. - 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 and technology changes, and company objectives. Communicates market intelligence to agencies and leadership. - Completes agency visits 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 position agencies and territory for success. 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 authority. Manages a significant workload effectively and backs up others as needed. Monitors business plan results to determine performance and development of any plans to align with underwriting philosophies, standards, and performance expectations. Reviews business in process, lost business, and drives implementation of business plans. Leads discussion for assigned agents in agency reviews. May perform other responsibilities as assigned. Reporting Relationships: Reports to Director, Commercial Lines Middle Market Business Development. 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 lines of business preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred. Knowledge, Abilities, and Skills: - Detailed 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 aligned with 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.