Territory Manager

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.

Territory: Virginia - Arlington / Northern VA

*Successful candidate must live within assigned territory. Preferably, this individual will be based in or near the Arlington area.

Frequent travel required with potential for overnight stays. Requires regular, in person engagement with agency partners within your assigned territory to maintain a level of field presence and visibility that supports Nationwide's commitment to deepening agency relationships and driving profitable growth. A valid driver's license and safe driving record are required.

Successful candidates will possess:

• A strong background in the independent agency distribution channel.
• Carrier-side sales management experience; a combination of carrier and agency-side experience is especially ideal.
• The proven ability to lead through influence.
• Top-Line Performance: a track record of success in building results.

This role does not qualify for employer-sponsored work authorization.  Nationwide does not participate in the Stem OPT Extension program.

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Job Description Summary

At Nationwide, we find purpose in protecting people, businesses and futures with extraordinary care – and we’ve been doing that since 1926. Our financial strength and caring culture extend beyond our associates into the communities we serve. You really can feel the difference at Nationwide, which is why we continue to be named one of the Fortune 100 Best Companies to Work For. Check out why others think we’re a great place to work, too, and let us know – can you see yourself at Nationwide?

Our desire to be the carrier of choice for personal insurance lines motivates our dedication to great products and even better customer service. Success is earned through resourcefulness, a real ability to understand the needs of our distribution partners and their customers and a collaborative approach to work. If you have a competitive spirit, some sales swagger, are results-oriented and consider yourself a people person, we want to know more about you!

As a Territory Manager, you'll be dedicated to driving profitability with personal lines distribution partners.. You’ll work with a variety of distribution partners, including in size and strategic focus, leveraging the appropriate tools and tactics to drive the desired results for the relationship.

Job Description

Key Responsibilities:   

• Understands the strategic and operational goals of assigned territory and individual distribution partners, to identify mutually beneficial solutions, leveraging data and analytics, local marketplace information and competitor knowledge

• Proactively identifies and implements actions to achieve territory goals

• Leads new business and transfer process, including but not limited to, identification of new transfer and new business appointments, sets expectations for expected results and manages to the commitments, and ensures delivery of new or transferred business production

• Leverages tools and resources available to increase operational efficiency (e.g., Salesforce, Seismic, dashboards and reporting)

• Gathers distribution partner feedback and shares continuous improvement opportunities with business partners across the company

• Collaborates with personal lines and farm geography partners and other Nationwide counterparts, such as claims and servicing, on problem solving, educating, promoting, reviewing sales practices and providing input

• Completes annual planning process, for appropriate distribution partners, documents agreements in Salesforce, and holds partners accountable to agreements

• Partners with Product, Marketing and other business partners, as appropriate, to identify and act on opportunities within the territory

• Leads portfolio management meetings with the appropriate distribution partners to ensure alignment with (or moving forward) the goals of the territory; monitors portfolio data and analysis to drive profitability and revenue through assigned relationships, focused on both top and bottom line growth

May perform other responsibilities as assigned.   

Reporting Relationships: Reports to Sales Associate Vice President or Vice President; individual contributor role.

Typical Skills and Experiences:   

Education: Undergraduate studies in general business, insurance, sales, marketing or related fields; degree preferred.

Experience: Typically eight to ten years of sales or sales management experience. Prior property casualty or financial services experience desirable.

Knowledge, Abilities and Skills:   

• Manages Complexity: ability to uncover root causes of issues and evaluates risks/benefits of different solution options

• Customer Focus: ability to establish and maintain effective customer/distribution partner relationships

• Ensures accountability: very strong ability to establishes clear responsibilities and processes for monitoring work and measuring results

• Situational Adaptability: proven ability of readily adapting personal/interpersonal behavior and adjust in the moment

• Communicates Effectively: strong level communication and presentation skills

• Plan and Align: expert knowledge of how to break down objectives into appropriate initiatives and actions

• Proven ability to drive results, persuade, collaborate and act with courage

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 Resource Business Partner.

Values: Regularly and consistently demonstrates the Nationwide Values.

Job Conditions:   

Overtime Eligibility: Exempt (Not eligible)

Working Conditions: Frequent travel required with potential for overnight stays. Requires regular, in person engagement with agency partners within your assigned territory to maintain a level of field presence and visibility that supports Nationwide's commitment to deepening agency relationships and driving profitable growth 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.

NOTE TO EMPLOYMENT AGENCIES:

We value the partnerships we have built with our preferred vendors. Nationwide does not accept unsolicited resumes from employment agencies. All resumes submitted by employment agencies directly to any Nationwide employee or hiring manager in any form without a signed Nationwide Client Services Agreement on file and search engagement for that position will be deemed unsolicited in nature. No fee will be paid in the event the candidate is subsequently hired as a result of the referral or through other means.