Commercial Insurance Sales Manager
, Missouri
October 29, 2016



Corporate Title: Sales Mgr, Ind Dist

This Sales Manager role will report to the Sales Manager, Kelly Whiting. Ideally, candidate would reside in or be willing to relocate to Springfield, MO. Commercial or Farm Underwriting experience preferred.

This position involves up to 50% travel and some overnights.

JOB SUMMARY: Manages a district of Nationwide distribution points from a field location. Responsible for the achievement of profit and growth goals of all assigned products through the management and development of agencies in assigned district. Partners with regional sales and underwriting teams to identify opportunities and develop growth and profit strategies. Leads and influences agents through creation of sales strategies and implementation of sales processes and practices that drive new sales, increase shelf space, profit and customer retention.

REPORTING RELATIONSHIPS: Reports to Sales Director; no direct reports.


+ Continuously gathers critical local market information to help create a competitive advantage. Utilizes producer input, internal and external data sources to understand local market and industry trends including; competitor products, rates, distribution channels, regulatory and demographic environments in order to understand competitors and business opportunities.

+ Analyzes district results and market intelligence to identify growth opportunities for the agencies. Reviews and assesses agency strengths, capabilities and growth opportunities. Assesses market and identifies potential agency development opportunities.

+ Communicates and ensures adherence to operational processes, practice and compliance directives. Ensures that tools, training and support are in place to impact success for the agencies and district.

+ Recommends appointment of agencies. Makes recommendations to terminate agencies based on results as appropriate depending on contract. Ensures compliance with administrative practices and adherence to policies and procedures. Influences agency business plans and practices necessary to achieve results. Makes recommendations to leadership regarding agency alignment and deployment.

+ Responsible for attainment of production and profit goals within assigned district. Develops agency growth plans in partnership with producers that develop growing, profitable, agencies by assisting with business plans and sales strategies to meet production goals.

+ Motivates agents and drives performance to attain premium growth, profit, new business and retention goals in the business plan. Leads and influences sales activities by;

a) Building relationships with agencies.

b) Reviewing sales practices and providing feedback.

c) Reinforcing sales strategies and plans.

d) Developing positive energy within assigned district through awards & recognition and contests.

+ Consults with agencies regarding strategic and tactical planning, measurement & monitoring of objectives, course correction, program management and resource utilization. Consults with internal resources to share market information and business results and acquire additional relevant information.

+ Communicates company practice and policy decisions with agencies as well as reports regarding activity, production, and market opportunity within assigned district. Communicates observations and opportunities to sales leadership regarding products and/or pricing improvements. May communicate with internal partners regarding products, claims issues, underwriting risk selection, rates and customer retention. May communicate with the customer advocacy team regarding department of insurance complaints to provide input.

+ Primary owner of the agency relationship within the district. Cultivates relationships that enhance value to both the agency and Nationwide. Maintains an active and visible presence to network and leverages relationships with centers of influence.

+ Advises agents regarding customer service expectations and helps resolve customer issues. Ensures that necessary support is provided internally and may help coordinate resolution of service needs.

+ Assesses agency training needs, recommends, sources and coordinates training. Ensures that agents are aware and informed of Nationwide underwriting guidelines and that they have processes in place to operate within these guidelines. Sets expectations for and focuses development on growth of sales and executive presence.

+ Performs other duties as assigned.


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

License/Certification/Designation: Technical designations such as CPCU, CLU, CHFP or equivalent insurance designation preferred.

Experience: Eight years of sales or sales management experience. Prior property casualty or financial services experience desirable. Previous leadership experience highly desirable.

Knowledge: Strong knowledge of agency operations, sales program implementation and training concepts involving products, rules, and rating plans. Strong understanding of business concepts including financial pro forma, operating plans, goal setting, sales and marketing techniques. Good understanding of Nationwide processes, products, fiduciary responsibility and compliance requirements. Strong knowledge of commercial lines small and middle market business.

Skills/Competencies: Key competencies include; Functional Technical Skills, Business Acumen, Managerial Courage, Political Savvy, Conflict Management, Directing Others, Hiring and Staffing, Motivating Others, Customer Focus, Organizational Agility, Interpersonal Savvy, Drive for Results, Planning, Organizing, Priority Setting, Presentation Skills. Strong verbal and written communication skills necessary to interact with all levels of internal and external contacts.

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

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


Overtime Eligibility: Not Eligible (Exempt)

Working Conditions: Field based position that must reside within assigned geographic territory. Heavy travel with extended stays may be required. A valid driver's license and safe driving record are required. Business Unit supported exceptions only by approval of senior level executive.

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 Family/Function: SLS/ICP

Job Evaluation Activity: KMP & AJL Update 12/2015
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