Small Business Territory Manager

Primary Responsibilities

• Drive individual submission deal flow into Small Business; manage local pipelines and weekly execution plans
• Execute agency growth plans for assigned agencies and prioritize geographies, aligning activity to portfolio goals
• Conduct regular in-person and virtual engagement with frontline producers and CSRs, including training, appetite refresh, workflow enablement, and quoting navigation
• Create demand for CNA’s Small Business products by reinforcing appetite fit, speed-to-quote pathways, and ease-of-doing-business advantages
• Execute national partner and growth strategies locally, as directed by National Sales Executives
• Own and manage the assigned territory, taking accountability for production results, pipeline health, and execution discipline
• Build and execute agency-level engagement strategies, including business planning, prioritization, training, and optimization actions
• Adjust focus across agencies and segments based on performance, opportunity, and strategic importance
• Become the “known face” in-market: ensure agencies know who to call, what CNA wants to write, and how to submit effectively
• Partner with internal stakeholders to coordinate onboarding and ensure early and sustained production from new appointments
• Build strong connectivity between Underwriting and the agent-broker community to facilitate account-level collaboration and remove friction
• Reinforce underwriting appetite, submission quality standards, and best practices to improve hit ratios and conversion
• Help agents and CSRs “submit to win” by improving fit, documentation quality, and execution timing
• Maintain awareness of local market dynamics, competitor activity, and agent feedback; share insights with Regional Sales Director and partners
• Support portfolio health within the territory by influencing mix of business, submission quality, and continuity of flow
• Maintain activity discipline across agency visits, trainings delivered, pipeline movement, and conversion actions
• Track results and report progress through the Regional Sales Director’s operating cadence
• Provide structured feedback loops from field execution and agent behavior back to regional and national leadership

Qualifications

• 5+ years in commercial insurance distribution, agency management, or sales roles; Small Business experience strongly preferred
• Demonstrated success driving producer and CSR adoption, territory growth, and improved conversion outcomes
• Pioneered ability to collaborate effectively with underwriting and internal partners to remove barriers and accelerate flow
• Deep understanding of Small Business agency operations and the ability to influence producer and CSR behavior through clarity and enablement
• Solid working knowledge of Small Business underwriting appetite, products, and submission quality standards
• Ability to build strong underwriting–agency connectivity and facilitate effective account-level collaboration
• Sound business judgment informed by local market dynamics, competitive activity, and performance trends
• Strong communication and presence, with the ability to engage credibly as the “known face” in-market
• Self-directed and execution-oriented, with the discipline to manage travel, activity cadence, and competing priorities effectively

Benefits

CNA offers a comprehensive and competitive benefits package to help our employees – and their family members – achieve their physical, financial, emotional and social wellbeing goals. For a detailed look at CNA’s benefits, please visit cnabenefits.com.