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This Director, CS Bus Dev CL will lead a team of construction territory managers for the construction west business unit. The preferred location for the person in this role to reside is Sacramento, CA or Scottsdale, AZ but consideration can be given to any state in the west or midwest with the exception of Iowa.
Experience working on construction accounts is strongly preferred.
Compensation Grade: H.SD150
Leads a team of Construction Services Territory Managers and Field Underwriters that own the sales and underwriting relationship for commercial lines products and services. Develops and maintains business relationships with agencies and/or brokers for the purpose of sales growth and distribution expansion. Primary focus of this role is on portfolio analysis, relationship management, and account management for a territory.
Underwrites accounts based on authority level granted to the role, agency knowledge, and underwriting appetite.
Reporting Relationships: Reports to AVP. Direct reports may include Territory Managers and Underwriters within the area defined by the job title.
Core Duties and Responsibilities:
Monitors market conditions and confirms information gathered within market space. Researches risk, environment and factors necessary 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 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 practice on individual accounts and on a portfolio basis for department. Provides recommendations to leadership regarding underwriting strategy and opportunity. Measures and manages underwriting processing and quality. granted to the role, using company underwriting guidelines and standards.
Determines priorities and workflow standards for the department. Monitors and manages performance measurements to ensure effectiveness 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 where required.
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 lines market. Develops effective internal and external collaborative partnerships across all customers and related functions, including: Loss Control, Claims, Marketing, IT, etc. to understand business developments 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.
Works in partnership with fellow leaders to manage the training of associates within the middle market organization to ensure a high degree of competency and professionalism. Coaches territory managers/account executives on actively pursuing CL business with agencies and/or brokers to develop and grow a profitable CL territory.
Sets operational expectations, goals and strategies. Provides oversight, ensuring necessary internal support is provided to ensure resolution of issues and appropriate service levels. Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage across all producers within the business unit.
Oversees associate management including performance management, 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.
Performs other duties as assigned.
Typical Skills and Experiences:
Education: Bachelor's degree or equivalent experience is strongly preferred.
License/Certification/Designation: Relevant professional designation such as CPCU or CIC is preferred.
Experience: Ten years of commercial lines 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.
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 HR Business Partner.
Values: Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.
Overtime Eligibility: Exempt (Not Eligible)
Working Conditions: Heavy travel with extended stays may be required.
Most incumbents work from a 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.
Evaluation Activity: JC/KP 1/2019
Additional Job Description