Sr Territory Manager, Business Development - Surety (Large Contract)

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.

Position will primarily handle business in the Los Angeles metro area with preferred work location being in either Glendale or in Orange County.

Los Angeles, CA applicants: Pursuant to the Los Angeles Fair Chance Ordinance, we will consider qualified candidates with criminal histories in a manner consistent with the law.

Los Angeles County, CA applicants: Pursuant to the Los Angeles County Fair Chance Ordinance for Employers and theCaliforniaFair Chance Act, we will consider for employment qualified applications with arrest or conviction records.

Per the Violent Crime Control and Enforcement Act of 1994, 18 U.S.C. §§1033-1034, Nationwide may not employ anyone with a conviction for a felony involving dishonesty or breach of trust in the business of insurance.

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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 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 Description

Key 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 knowle