Territory Manager, Inland Marine (P&C Insurance / Inland Marine - Senior Production Underwriter)

Nationwide is a Fortune 100 company focused on helping people protect what matters most to them. They are seeking a Territory Manager for their Inland Marine unit, responsible for managing broker relationships and underwriting commercial lines business while driving profitability and premium growth.

Responsibilities:

• Monitors market conditions 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 plans to address/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 entire agency plant, both on a book of business and individual account level basis. Decisions require review of multiple variables, maximizing 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 a significant volume of assigned work, 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 territory manager 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, 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 of the territory manager underwriting team regarding new business, renewals, service plans, etc. 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, 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
• 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. 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 advanced 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. Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter authority
• Proven ability to manage significant 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

Requirements:

• A proven track record of creating broker relationships and being able to influence business placement
• Prior commercial underwriting experience, with authority
• A strong understanding and business acumen in the Inland Marine insurance industry practice
• Existing agency/broker relationships within the territory
• Significant experience with Inland Marine and/or Builders Risk lines of business
• Bachelor's degree or equivalent experience
• Relevant professional designation such as CPCU or CIC
• Seven to ten years of progressively responsible middle market commercial lines underwriting experience
• Two to five years of sales and business development experience in middle market commercial lines
• Expertise in markets consistent with our underwriting appetite and product portfolio