Territory Director - Personal and Small Commercial Lines

If you’re passionate about helping people protect what matters most to them at a Fortune 100 company with nearly $70 billion in annual sales, 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 and partners are at the center of everything we do and we’re looking for associates who are passionate about delivering extraordinary care.

We are seeking a Territory Director, Personal and Commercial Lines in the Kansas City, KS/MO area or surrounding areas.

Territory Director will lead a team of field territory managers responsible for managing independent agents in the states of Kansas, Missouri and Arkansas.  

Qualified candidates will have P&C commercial and personal lines experience.

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

Do you enjoy leading teams, building strong agency and distribution-partner relationships, using market and portfolio insights to uncover opportunities, and developing strategies that deliver profitable growth? If you thrive in an environment where you can develop talent, strengthen distribution partnerships, improve portfolio performance, and position Nationwide as a provider of choice, we’d like to hear from you!

As a Territory Director - Personal and Small Commercial Lines, you will lead profitable growth and business performance across an assigned span of territories, geographies, and distribution partners. Through direct and indirect leadership, you will translate enterprise and regional strategies into actionable business plans, develop talent, strengthen agency relationships, and ensure the assigned business delivers against growth, profitability, new business, retention, service, and operational objectives.

The specific product mix may vary by region and individual assignment and may include Personal Lines, Small Commercial, or both. The size of the geographic span, number and type of distribution partners, team structure, direct-report population, and coverage responsibilities may vary based on business need, market opportunity, organizational design, and the applicable coverage model.

Job Description

Key Responsibilities

• Establish and communicate the strategic direction, operating priorities, and performance expectations for the assigned span of control.

• Translate enterprise and regional objectives into integrated territory and distribution strategies, financial and operational goals, budgets, timelines, and measurable actions.

• Understand the strategic and operational goals of the assigned territory and distribution partners; translate those goals into practical growth, profitability, service, and relationship strategies while influencing and aligning partners across P&C business units to advance a coordinated, market-based strategy and deliver a unified customer and distributor experience.

• Use data, analytics, portfolio results, market intelligence, competitor activity, distribution-channel information, regulatory and demographic trends, and local-market knowledge to identify opportunities, risks, and required actions.

• Set clear expectations for territory leaders and other team members related to agency management, appointments, transfers, contract types, portfolio management, profitability, business planning, and execution quality.

• Lead, coach, motivate, and develop territory managers, sales associates, and other assigned team members; build sales acumen, executive presence, engagement, accountability, and leadership capability.

• Create a culture that supports performance, collaboration, innovation, continuous improvement, and openness to change; recognize progress and address performance gaps promptly and fairly.

• Build and maintain strong relationships with strategically important agencies, distribution partners, and internal stakeholders; participate in agency reviews and business-planning discussions as appropriate.

• Analyzes quality and quantity of risks underwritten and prepares reports.

• May review agency books of business as well as profit/growth results and trends to recommend and implement action plans.

• Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plan to resolve those situations.

• Performs analysis of the most complex accounts that require combining experience, intuition and business savvy to fully understand the landscape to make strategic territory and account decisions.

• Analyze portfolio and individual-account performance and direct or recommend actions to improve profitable growth, risk quality, pricing discipline, retention, and overall business outcomes.

• Provide insight and recommendations regarding pricing standards and practices, underwriting strategy, risk selection, product opportunities, market positioning, and operational improvements, within established governance and authority.

• Partner across underwriting, claims, product, marketing, technology, servicing, operations, and other functions to resolve business issues, improve the partner experience, and execute strategic priorities.

• Communicate strategic direction, policies, procedures, financial goals, corporate initiatives, market opportunities, and performance expectations clearly to internal associates and external partners.

• Direct or coordinate research and competitive intelligence within the assigned span; validate findings and develop a strategic perspective on industry trends, competitor actions, market conditions, and partner needs.

• Identify and communicate opportunities to improve products, pricing, processes, tools, service, and field execution to senior leadership and business partners.

• Establish operating expectations and oversight mechanisms to ensure appropriate internal support, service levels, issue resolution, and follow-through across the span of control.

• Deliver or sponsor training and development based on individual, team, partner, and territory needs; educate internal and external partners on relevant sales, underwriting, claims, processes, practices, and tools.

• Drive effective use of business systems, dashboards, reports, customer relationship management tools, and other resources that improve operational efficiency, visibility, planning, and execution.

• Ensure activities are conducted in accordance with company policies, procedures, underwriting standards, administrative practices, applicable regulations, and compliance expectations.

May perform other responsibilities as assigned.

Reporting Relationships

Reports to the appropriate Sales, Distribution, Business Development, or business-unit executive leader.

Typical Skills and Experiences

Education

Undergraduate studies in insurance, business, finance, marketing, or a related field; an undergraduate degree is preferred. A graduate degree may be preferred for some assignments.

License/Certification/Designation

Relevant professional designation, such as Chartered Property Casualty Underwriter (CPCU), Chartered Life Underwriter (CLU), Chartered Financial Practitioner (CHFP), or an equivalent insurance designation, is preferred.

Experience

Typically, ten or more years of progressively responsible experience in insurance sales, sales management, distribution, agency management, underwriting, marketing, or a related field. Significant business-management and people-leadership experience is preferred, including experience leading through direct or indirect reporting relationships. Experience in property and casualty insurance is preferred. Experience may be concentrated in Personal Lines, Small Commercial, or another relevant P&C business area, with demonstrated ability to lead across products, partners, and markets as required by the assignment.

Knowledge, Abilities and Skills

• Advanced knowledge of property and casualty insurance operations, products, distribution, underwriting, pricing, portfolio management, and relevant market practices.

• Ability to connect business strategy, financial and operational performance, customer and partner needs, and field execution.

• Strong business planning, business-development, sales leadership, relationship management, analytical thinking, and decision-making skills.

• Ability to interpret market, portfolio, sales, profitability, and competitive information and translate insights into clear priorities and actions.

• Demonstrated ability to build effective teams, develop talent, drive engagement, establish accountability, and motivate others to achieve results.

• Strong executive presence, communication, presentation, influence, negotiation, consultation, and conflict-management skills.

• Ability to set priorities, evaluate complex or competing issues, exercise independent judgment, and recommend solutions to senior leadership.

• Strong customer and distribution-partner focus, organizational agility, collaboration, courage, planning, organizing, and results orientation.

• Ability to lead change and continuous improvement across varied markets, products, partners, and operating environments.

• Proficiency with business intelligence tools, customer relationship management systems, dashboards, reporting, and other technology-enabled sales and operating resources.

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

Not Eligible (Exempt)

Working Conditions

Frequent travel within the assigned span may be required, including in-person engagement with agencies, distribution partners, and team members. Most leaders work from a remote location, subject to business and coverage-model requirements. Valid driver’s license and safe driving record required.

ADA

The above statements cover what are generally believed to be the 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.

Nationwide pays on a geographic-specific salary structure and placement within the actual starting salary range for this position will be determined by a number of factors including the skills, education, training, credentials and experience of the candidate; the scope, complexity and location of the role as well as the cost of labor in the market; and other conditions of employment. If a Sales job, Sales Incentives, based on performance goals are possible in addition to this range. Note on Compensation for Part-Time Roles: Please be aware that the salary ranges listed below reflect full-time compensation. Actual compensation may be prorated based on the number of hours worked relative to a full-time schedule.The national salary range for Territory Director - Personal and Small Commercial Lines : $152,000.00-$269,000.00The expected starting salary range for Territory Director - Personal and Small Commercial Lines : $152,000.00 - $228,000.00