Sr Territory Manager, Business Development - Surety (Large Contract - Home Office) at Nationwide

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.Compensation Grade: H.SD160This is a home office role
Work location to be hybrid with office location based in Avon, CT or New York, NY (Manhattan).#LI- CL1Job Description SummaryDo 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 a member 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 the largest territories of surety business based on size, complexity and sophistication of agencies
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 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
Independently underwrites accounts based on authority level granted to the role and underwriting appetite.Job DescriptionKey Responsibilities:  Monitors market conditions and confirms information gathered within market space
Researches risk, environment and factors necessary to win the account.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
Analyzes quality and quantity of risks underwritten ensuring that all variables are considered including financial statements, credit reports, bank and other underwriting documents
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 at this level may require review of additional variables due to the account size, complexity and interactions necessary to influence the largest most sophisticated producers
Leverage agency relationships, underwriting tools and evaluation of exceptions and all other appropriate resources
Independently reviews for acceptability and handles those within level of 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 work with and through others to meet service level agreements.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 identifies opportunities for all lines to cross sell and refers to appropriate business leaders
Planning considerations include sophistication of partners, organizational complexities and larger opportunities that must be mined, promoted and negotiated
Plans and coordinates the efforts of the surety team regarding new business and renewals
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 agency with strategies for pipeline management 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, accounts and internal partners to provide underwriting recommendations and 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 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 surety
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 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
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
Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage.May perform other responsibilities as assigned.Reporting Relationships:  Reports to manager or director. 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: Ten 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 surety value proposition and ability to communicate to bond producers and principals
Working knowledge of state laws and regulations required
Expert level of knowledge of surety underwriting and is familiar 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 in order to teach aspects of material to others
Strong knowledge of effective sales, 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 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
Must have a strong drive for results.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: Extended and/or non-standard work hours may be required as well as extensive travel in the field
May require the ability to relocate
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.BenefitsWe 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,click here.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.For NY residents please review the following state law information: Notice of Employee Rights, Protections, and Obligations LS740 (ny.gov) 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 Sr Territory Manager, Business Development - Surety : $118,000.00-$227,000.00The expected starting salary range for Sr Territory Manager, Business Development - Surety : $128,000.00 - $192,000.00SummaryLocation: Connecticut; New York - New YorkType: Full time