If you’re passionate about helping people protect what matters most to them, 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 are at the center of everything we do and we’re looking for associates who are passionate about delivering extraordinary care.
This Territory Manager - Virtual, Small Market Business Development – Commercial Lines role will support agents in the west. We are seeking candidates in AZ, CA, ID, MT, NE, NV, OR, TX, UT, WA.
We are looking for an experienced insurance sales professional who has experience working with Independent Agencies preferably with commercial lines background. This role includes incentive pay.
Compensation Grade: G.SD115

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Job Description Summary
We value smart, high-energy, professionally assertive salespeople and offer them an outstanding culture and competitive advantages. Do you have the desire to be on a winning team and meet challenges with positive solutions, whether working to sell new or retain existing business? If you are competitive, can connect and communicate in a fast-paced environment and build positive relationships, we want to know more about you!
As a Manager, you’ll lead a territory of Nationwide commercially-focused distribution points from a field location through virtual interactions. A territory typically consists of agencies that are most effectively and efficiently managed remotely. We’ll count on you for achieving small commercial profit and growth goals through the management and development of agencies in assigned territory. You’ll partner with PLTMs, SCTMs, MMTMs, Sales and Underwriting teams to find opportunities and develop growth and profit strategies.
Job Description

Key Responsibilities:

• Gathers critical local market information to help create a competitive advantage. Uses producer input and internal and external data sources to understand local market and industry trends, including competitor products, rates, distribution channels, regulatory and demographic environments, to understand competitors and business opportunities. Reviews and assesses agency strengths, capabilities and growth opportunities. Assesses market and identifies potential agency development opportunities.
• Communicates with agencies to establish the company as the provider of choice for the territory for commercial lines. Communicates product advantages, 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 agency partner experience.
• Ensures Small Market Commercial production, profit and service objectives within assigned territory. Drives robust agency business planning to deliver detailed performance plans with actions, account abilities and scheduled performance checkpoints. Ensures strong 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 the efforts with the Small Commercial Underwriting team.
• Consults with agents and internal partners to develop business solutions including strategic and tactical planning. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions and sales techniques. Provides industry trend observations to leadership.
• Recommends appointment of new agencies. Makes recommendations to terminate agencies based on results, as appropriate, depending on contract. Makes recommendations to leadership regarding agency alignment and deployment.
• Ensures compliance with administrative practices and adherence to policies and procedures. Influences agency business plans and practices necessary to achieve results.
• Cultivates relationships that enhance value to both the agency and Nationwide. Maintains a responsive and visible virtual presence to network and uses relationships with centers of influence.
• Advises agents regarding customer service expectations and helps resolve customer issues. Ensures that necessary support is provided internally and may help coordinate resolution of service needs.
• 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.
• Works with agents in reviewing existing and potential accounts. May review agency books of business as well as profit/growth results and trends to recommend and implement action plans.
• Partners closely with the Small Commercial Underwriting Manager and/or lead.

May perform other responsibilities as assigned.
Reporting Relationships: Reports to Director, Small Commercial Business Development - Commercial Lines.
Typical Skills and Experiences:
Education: Undergraduate studies in general business, insurance, sales, marketing or related fields. Undergraduate degree preferred.
License/Certification/Designation: Relevant professional designation such as CPCU or CIC is preferred.
Experience: Five years sales and/or commercial lines underwriting experience in a virtual setting preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred.
Knowledge, Abilities and Skills: Knowledge of company sales, underwriting standards and small commercial appetite. Knowledge of state statutes and regulations. Strong knowledge of agency operations, sales program implementation and training concepts involving products, rules, and rating plans. Strong understanding of business concepts including financial pro forma, operating plans, goal setting, sales and marketing techniques. Good understanding of Nationwide processes, products, fiduciary responsibility and compliance requirements. 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 while following 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 and optimal practice compliance. Key competencies include: strong drive for results, functional technical skills, business savvy, managerial courage, political savvy, conflict management, influencing and motivating others, customer focus, organizational agility, interpersonal savvy, planning, organizing, priority setting and presentation skills. Strong verbal and written communication skills necessary to interact with all levels of internal and external contacts.
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 Nationwide Values.
Job Conditions:
Overtime Eligibility: Not Eligible (Exempt)
Working Conditions: Normal remote office environment. Occasional travel within assigned district. 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.
Benefits
We have an array of benefits to fit your needs, including: medical/dental/vision, life insurance, short and long term disability coverage, paid time off with newly hired associates receiving a minimum of 18 days paid time off each full calendar year pro-rated quarterly based on hire date, nine paid holidays, 8 hours of Lifetime paid time off, 8 hours of Unity Day paid time off, 401(k) with company match, company-paid pension plan, business casual attire, and more. To learn more about the benefits we offer,
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Nationwide is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive culture where everyone feels challenged, appreciated, respected and engaged. Nationwide prohibits discrimination and harassment and affords equal employment opportunities to employees and applicants without regard to any characteristic (or classification) protected by applicable law.
Nationwide pays on a geographic-specific salary structure and placement within the actual starting salary range for this position will be determined by a number of factors including the skills, education, training, credentials and experience of the candidate; the scope, complexity and location of the role as well as the cost of labor in the market; and other conditions of employment. If a Sales job, Sales Incentives, based on performance goals are possible in addition to this range.
The national salary range for Territory Manager - Virtual, Small Market Business Development - Commercial Lines : $83,000.00-$171,000.00
The expected starting salary range for Territory Manager - Virtual, Small Market Business Development - Commercial Lines : $92,000.00 - $138,000.00

• Gathers critical local market information to help create a competitive advantage. Uses producer input and internal and external data sources to understand local market and industry trends, including competitor products, rates, distribution channels, regulatory and demographic environments, to understand competitors and business opportunities. Reviews and assesses agency strengths, capabilities and growth opportunities. Assesses market and identifies potential agency development opportunities.
• Communicates with agencies to establish the company as the provider of choice for the territory for commercial lines. Communicates product advantages, 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 agency partner experience.
• Ensures Small Market Commercial production, profit and service objectives within assigned territory. Drives robust agency business planning to deliver detailed performance plans with actions, account abilities and scheduled performance checkpoints. Ensures strong 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 the efforts with the Small Commercial Underwriting team.
• Consults with agents and internal partners to develop business solutions including strategic and tactical planning. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions and sales techniques. Provides industry trend observations to leadership.
• Recommends appointment of new agencies. Makes recommendations to terminate agencies based on results, as appropriate, depending on contract. Makes recommendations to leadership regarding agency alignment and deployment.
• Ensures compliance with administrative practices and adherence to policies and procedures. Influences agency business plans and practices necessary to achieve results.
• Cultivates relationships that enhance value to both the agency and Nationwide. Maintains a responsive and visible virtual presence to network and uses relationships with centers of influence.
• Advises agents regarding customer service expectations and helps resolve customer issues. Ensures that necessary support is provided internally and may help coordinate resolution of service needs.
• 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.
• Works with agents in reviewing existing and potential accounts. May review agency books of business as well as profit/growth results and trends to recommend and implement action plans.
• Partners closely with the Small Commercial Underwriting Manager and/or lead