Director, Construction Services Business Development - Commercial Lines (Middle Market Construction Field Underwriting Director)

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 Director is responsible for a team of Territory Managers (field-based senior production underwriters) spread throughout the East Coast and the respective book of business within our Commercial Middle Market Construction Services organization.

This is a remote/WFH (work-from-home) role, requiring travel throughout the territory as well as conferences and leadership/team meetings - average travel is likely on a monthly basis, including overnight trips. Strong preference for the selected individual to be located in-market and specifically in one of the following states: CT, DC, DE, NJ, NY, NC, MA, MD, PA, VA.

As a critical role in driving growth, this leader must be action-oriented, able to work at a high pace for an extended period, and focused on continuing to drive the business forward. 

Due to the nature of the role and the complex accounts they are responsible for leading, qualified candidates must have prior commercial underwriting experience (with authority), as well as a strong people leadership competency.

The most ideal candidates will also have Construction insurance expertise, formal people leadership experience, and existing broker/agency relationships in the market.

This role does not qualify for employer-sponsored work authorization.  Nationwide does not participate in the Stem OPT Extension program.

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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 Director, you'll lead a team of Construction Services Territory Managers and Field Underwriters who own the sales and underwriting relationship for commercial lines products and services. We'll count on you to build and maintain business relationships with agencies and/or brokers to grow sales and expand distribution. You'll focus primarily on portfolio analysis, relationship management and account management for a territory.

Job Description

Key Responsibilities: 

• Monitors market conditions and confirms information gathered within market space. Researches risk, environment and other factors to win the account. Receives input and monitors risk selection, renewal retention and pricing decisions. Establishes research objectives and standards for the department. Ensures methodologies and outcomes meet business and strategic objectives.

• Analyzes performance of portfolio as well as individual performance and develops appropriate action to drive profitable growth based upon the analysis. Partners with territory managers in the large account review process.

• Directs pricing standards and practices. Provides recommendations to leaders about underwriting strategy and opportunity. Measures and manages underwriting processing and quality, using company underwriting guidelines and standards.

• Determines priorities and workflow standards for the department. Monitors and manages performance measurements to ensure efficiency of the department's service delivery process. Effectively aligns organizational structure to drive business results.

• Plans, develops and integrates territory sales plans to achieve top and bottom line objectives. Translates strategic business plans into organizational direction. Creates financial and operational goals, budget and timelines to meet company standards.

• Drives sales strategies to develop new business, improve retention and maintain profitability. Meets with agents at member locations to help with renewals and to ensure agency and account needs are being met and service plans are in place and working.

• Consults with all levels of internal and external partners regarding policies and practices. Provides recommendations regarding operational practices and procedures. Provides input into agency strategic and business plans and regional strategic business planning.

• Communicates strategic direction and operational plans to internal associates and external partners. Communicates policies, procedures and financial budgets that result in attainment of business objectives. Ensures awareness of strategic corporate initiatives to maintain effectiveness in the field.

• Develops and maintains strong business relationships with key groups and individuals within the commercial line market. Develops effective internal and external collaborative partnerships across all customers and related functions, including Loss Control, Claims, Marketing, Nationwide Technology, etc. to understand business development and build a support network to help resolve business needs.

• Develops customer service standards for middle market construction team. Drives customer service performance to established standards.

• Collaborates with fellow leaders to guide training within the middle market organization to ensure a high degree of proficiency and professionalism. Coaches territory managers/account executives on actively pursuing commercial line business with agencies and/or brokers to develop and grow a profitable territory.

• Sets operational expectations, goals and strategies. Provides oversight, ensuring necessary internal support is provided to resolve issues and appropriate service levels. Ensures that unique agency business capabilities are assessed and emphasized as competitive advantages across all producers within the business unit.

• Supervises associate management including performance, salary planning and administration, training and development, workflow and organization planning, day-to-day management, hiring and placement and disciplinary actions for direct and possibly indirect reports. 

May perform other responsibilities as assigned.

Reporting Relationships: Reports to Associate Vice President. Direct reports may include Territory Managers and Underwriters within the area defined by the job title.

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: Ten years of commercial line underwriting, sales, marketing and agency management experience, middle market experience, specifically in the area as defined by the job title, preferred. Significant business management and people leadership experience preferred.

Knowledge, Abilities and Skills: Requires sophisticated knowledge of property/casualty insurance operations and products, procedures and practices; commercial lines of insurance including rating, loss control and related functions; and commercial lines customer environment and markets. Requires extensive knowledge of commercial property/casualty cases, best underwriting practices, field underwriting operations and day-to-day underwriting operational needs. Familiarity with all enterprise products preferred. Excellent verbal and written communication skills to disseminate vision of senior leadership and to motivate a large agency force. Ability to set work priorities and to initiate, evaluate and recommend solutions to upper management. 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 multiple priorities, including evaluating and recommending solutions to customer service issues, work processing issues, underwriting selection and rating problems and compliance. Strong drive for results. Competencies include building organizational talent, optimizing diversity, selling the vision, leading change and driving execution and entrepreneurship. 

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 Human Resources Business Partner.

Values: Regularly and consistently demonstrates the Nationwide Values.

Job Conditions: 

Overtime Eligibility: Not Eligible (Exempt)

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