Sr TerrMgr,LgMkt BusDev-Surety (Senior Territory Manager, Large Commercial)

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ADDITIONAL INFORMATION ABOUT THIS POSTING – PLEASE READ CAREFULLY

Please note that the job may be filled at either the Territory Manager or Senior Underwriter level depending on the qualifications and related experience of the chosen applicants.

Information above the asterisks is specific to this opening, while the information below the asterisks is the corporate job description for this position.

• 5 years’ experience in Large Commercial Surety (Territory Manager)

• Frequent interaction with large national and regional brokers

Compensation: H.SD 130

Primary relationship manager within the largest territories of large market 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

REPORTING RELATIONSHIPS: Reports to Manager or Director. No direct reports.

CORE DUTIES & 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, accountabilities 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.

• Performs other duties as assigned.

TYPICAL SKILLS AND EXPERIENCE:

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, Skills: Thorough knowledge of surety value proposition and ability to communicate to bond producers and principals. Working knowledge of state laws and regulations required. Expert level of knowledge of surety underwriting and is familiar with surety forms and the requirements of the territory. Thorough working knowledge of company marketing/underwriting standards and philosophies. Excellent knowledge of surety products and programs in order to teach aspects of material to others. 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. 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 competing priorities, including evaluating and recommending solutions to customer service, work processing, underwriting selection and rating and best practices compliance. Must have the ability to determine situations where additional support is needed to create alignment for decisions. Must have a strong drive for results.

Other criteria, including leadership skills, competencies and experiences may take precedence.

Staffing Exceptions to the above Minimum Job Requirements must be approved by the: hiring manager’s leader and HRBP.

Values: Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.

JOB CONDITIONS:

Overtime Eligibility: Not Eligible (Exempt)

Working Conditions: Extended and/or non-standard work hours may be required as well as extensive travel in the field. May require the ability to relocate. 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.

Job Evaluation Activity: KLG/KMP update 11-2018

Additional Job Description

Job ID: 54006

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