Senior Territory Production Underwriter - Middle Market Construction Insurance

If you’re passionate about helping people protect what matters most at a Fortune 100 company with nearly $70 billion in annual sales, as well as innovating and simplifying processes to provide the best customer value, Nationwide’s Property and Casualty team could be the place for you. This is a remote/work-from-home production underwriting role that includes travel to key agency relationships within the assigned territory. Territory is likely a combination of California and/or the Pacific Northwest; ideal base locations include Los Angeles, Sacramento, Seattle, Portland, and/or Boise.

About the role

On our team, we look for professionals who are both analytical and relationship-builders. Those who combine these talents with entrepreneurial drive can thrive and grow as a Senior Territory Manager. You’ll work primarily with middle-market accounts, with an emphasis on commercial lines construction services, representing some of our most complex and sophisticated distribution partners. You’ll market, manage, and underwrite business through direct contact with select agencies or brokers, driving profit and premium to meet top financial goals.

Responsibilities

• Monitor market conditions, competitive landscape, and confirm information gathered within market space.
• Research risk, environment, and factors necessary to win accounts.
• Analyze quality and quantity of risks underwritten and prepare reports accordingly; review agency books of business as well as profit/growth results and trends to recommend and implement action plans.
• Analyze regional underwriting performance experience, identify problems on a territory level, and propose action plans to resolve those situations.
• Perform analysis of the most complex accounts, combining experience, intuition, and business savvy to make strategic territory and account decisions.
• Achieve production, profitability, and service objectives by quoting, pricing, and underwriting new and renewal policies and endorsements, primarily for complex or service-sensitive accounts.
• Monitor risk selection and pricing decisions for entire agency plant, using agency relationships, inspection reports, and evaluation of exceptions.
• Navigate complex interactions to influence sophisticated producers and customers.
• Independently review for acceptability and handle those within level of authority using company underwriting guidelines and standards.
• Manage workflow and intricacies of underwriting a significant volume of assigned work using company tools and systems; ensure file handling quality and workflow efficiency.
• Manage large, complex work and coordinate with others to meet service level agreements.
• Facilitate the successful delivery and execution of select agency business plans.
• Drive robust agency business planning to deliver detailed performance plans with actions, accountabilities, and scheduled performance checkpoints; ensure strong territorial objectives to maximize profit and pipeline management.
• Proactively find opportunities for all lines of business and refer to appropriate business leaders; consider sophistication of partners, navigate organizational complexities, and mine for ancillary opportunities through promotion and negotiation techniques.
• Plan and coordinate team efforts on new business, renewals, service plans, etc.
• Identify prospects and recommend new agency appointments.
• Market Nationwide products and services to drive agency and company results, including all products that may improve offerings.
• Assist agencies with strategies for pipeline management, producer development, and developing new business in targeted industries and preferred markets.
• Assess accounts and develop business propositions to win business.
• Consult with agents and internal partners to develop business solutions; share understanding of organizational capabilities and opportunities to drive maximum value of relationships.
• Consult regarding the appetite, acceptability, terms, conditions, pricing, and sales techniques of large or unique businesses; provide industry trend observations to leaders.
• Consult with agencies regarding risk management and coverage options to improve retention and profitability.
• Proactively identify and consult on new business and growth strategies.
• Communicate with agencies to establish the company as the provider of choice for the territory for all enterprise products, with an emphasis on commercial lines; communicate product and technology changes and company objectives.
• Communicate market intelligence to agencies and leaders; collaborate actively with team and leaders to share industry trends and field underwriting experience.
• Complete agency visits to develop new accounts, service existing accounts, review agency performance, and enhance agency relationships.
• Build and maintain strong business relationships with agency leaders, producers, and key groups.
• Lead delivery of appropriate customer service levels; follow up and ensure proper handling of customer service requests.
• Ensure tools, training, and support are in place to positively impact success for the agencies and territory; identify and communicate training needs and opportunities.
• Participate in program and product orientation meetings as the underwriting subject matter authority; provide professional development knowledge and insight to the team.
• Mentor and coach new Territory Managers as needed.
• Manage a significant workload effectively and back up others as needed.
• Monitor business plan results to measure performance and develop action plans to ensure alignment with underwriting philosophies, standards, and performance expectations.
• Review business in process, lost business, and drive implementation of business plan; lead discussion for assigned agents in agency reviews.
• Ensure unique agency business capabilities are assessed and emphasized as a competitive advantage.

Requirements

• Commercial insurance underwriting experience with authority and a profitability & production-oriented lens.
• Agency management experience.
• Strong preference for commercial middle-market expertise.
• Construction-specific insurance industry experience is ideal.
• Existing relationships with agency partner firms is highly desirable.
• This role does not qualify for employer-sponsored work authorization; Nationwide does not participate in the STEM OPT Extension program.

Qualifications

• Bachelor’s degree or equivalent experience is preferred.
• Relevant professional designation such as CPCU or CIC is preferred.
• Seven years of progressively more responsible underwriting and sales experience in commercial business.
• Expertise in markets consistent with Nationwide’s underwriting appetite and product portfolio.

Skills

• Extensive working knowledge of commercial underwriting, pricing, and coverage for middle-market business.
• Knowledge of company sales and underwriting standards and philosophies, company products and programs, and state statutes.
• 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.
• Ability to perform duties with independent judgment within underwriting authority and company underwriting standards.
• Demonstrated decision-making ability 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 compliance.
• Ability to determine situations where additional support is needed for decisions.
• Strong drive for results.

Job Conditions

• Overtime eligibility: Not eligible (Exempt).
• Heavy travel with extended stays may be required; most work is performed from a remote location.
• A valid driver’s license and safe driving record are required.

Benefits

• Medical, dental, and vision insurance.
• Life insurance, short- and long-term disability coverage.
• Paid time off: minimum of 18 days per 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.

Pay

The national salary range for this role is $128,000–$227,000. Placement within the range will be determined by skills, education, training, credentials, experience, scope, complexity, location, and other conditions of employment. Sales incentives based on performance goals are possible in addition to this range.