Director, Middle Market Business Development - Commercial Lines (P&C Insurance)

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 Director is responsible for the Northeast book of business within our Commercial Middle Market Custom Solutions organization, leading a team of 5-8 territory managers.

• This is a remote/WFH (work-from-home) role, requiring about 33% travel throughout the territory as well as conferences and leadership/team meetings.  They can be located in any of the states within the territory (OH, PA, DE, MD, NJ, NY, CT, RI, MA, NH, VT, ME), though OH, PA, NY, or the Boston Metro area are especially ideal.
• As a critical role in driving our middle market 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 technical underwriting experience (with authority), as well as existing broker/agency relationships. 
• Prior experience as a people leader is a plus, but not required.

Compensation Grade: H.SD180

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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 Territory Managers and Underwriters who drive the sales and underwriting relationship for the commercial lines products and services as defined in job title. We'll count on you to build and maintain business relationships with agencies and/or brokers for sales growth and distribution expansion. You'll primarily focus 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 on a portfolio and individual account level. Establishes research objectives and standards for the department. Ensures that methodologies and outcomes meet business and strategic objectives.

• Analyzes performance to drive profitable growth based upon the analysis. Partners with territory managers in the large account review process.

• Directs pricing standards and practice. Provides recommendations to leaders on underwriting strategy and opportunity. Measures and manages underwriting processing and quality.

• Determines priorities and workflow standards for the department. Implements and monitors performance measurements to ensure effectiveness of the department's service delivery process. Effectively aligns organizational structure to drive business results. Actively participates in agency management and participates in agency reviews. May review complex or escalated business and make underwriting decisions based on the underwriting authority granted to the role, using company underwriting guidelines and standards.

• 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 where required.

• Consults and provides recommendation to all levels of internal and external partners about policies and practices. 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. 

• Establishes 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 Services, Claims, Marketing, Nationwide Technology, etc. to understand business developments and build a support network to help resolve business needs.

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

• Collaborates with fellow leaders to lead the training of associates 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 deliver appropriate service levels. Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage across all producers.

• 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 and 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 advanced 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 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 in order 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 within 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 issues, work processing issues, underwriting selection and rating problems, and compliance. Strong drive for results. Competencies include problem solving/decision making, drive for results, selling vision and purpose, organization agility, executive presence and presentation, strategic agility and dealing with ambiguity. 

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 Nationwide Values.

Job Conditions: 

Overtime Eligibility: Not Eligible (Exempt)

Working Conditions: Heavy travel with extended stays may be required. May work from branch office or remote location. 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, 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) https://dol.ny.gov/system/files/documents/2022/02/ls740_1.pdf

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 Director, Middle Market Business Development - Commercial Lines : $134,000.00-$255,000.00

The expected starting salary range for Director, Middle Market Business Development - Commercial Lines : $144,000.00 - $216,000.00