Director, Commercial Middle Market Business Development (Property Casualty Insurance)





This position requires the completion of Nationwide's LEADERSHIP MATTERS Certification. This required training for new leaders, will take place over the course of the first year in the role.

*The corporate title for this position is Dir, CL Mdl Mkt Bsns Dvlpmt*

This CL Middle Market Business Development Director may be located in the Northeast Regional Operations office in Harleysville, PA, or in a work-from-home capacity from anywhere within the Northeast Region (CT, MA, ME, NH, NJ, NY, PA, RI, VT).

The Director, CL Middle Market Business Development is responsible for leading a team of Field Underwriters and Territory Managers within the P&C commercial middle market space. This position is a blend of leadership, referral underwriting, and agency-facing sales/relationship management, driving the new business relationship with a group of predominantly Independent Channel agencies. Frequent travel is required; company car eligible.

Qualified candidates must have commercial lines middle market underwriting technical acumen, agency management experience, and prior leadership (formal people leadership preferred). Independent Channel experience is strongly desired, as well as experience handling large, complex commercial insurance accounts (premiums equal to or greater than 250k).

JOB SUMMARY: Leads a team of 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 account management, portfolio analysis, and relationship management for a territory. Independently, underwrites accounts based on authority level granted to the role and underwriting appetite.

REPORTING RELATIONSHIPS: Reports to Middle Market Business Development AVP. Direct reports may include Business Development Managers, Territory Managers and Field Underwriters.


+ 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 account performance and develops appropriate action to drive profitable growth based upon the analysis. Partners with the field and 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. Actively manages and participates in agency management and participates in agency reviews. May review complex or escalated business and make underwriting decisions based on the underwriting authority 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. Directs associates and provides performance management, salary planning and administration, organizational planning, hiring and placement.

+ 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: Claims, Marketing, IT, etc. to understand business developments and build a support network to help resolve business needs.

+ Develops customer service standards for business development team. Drives customer service performance to established standards.

+ Works in partnership with fellow leaders to manage the training of associates within the regional business development organization to ensure a high degree of competency and professionalism. Coaches territory managers and field underwriters 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.

+ Performs other duties as assigned.


Education: Bachelor's degree or equivalent experience is strongly preferred.

License/Certification/Designation: Bachelor's degree or equivalent experience is strongly preferred.

Experience: Ten years of commercial lines underwriting, sales, marketing and agency management experience, middle market experience preferred. Significant business management and people leadership experience preferred.

Knowledge: Requires advanced knowledge of property/casualty insurance operations and products, procedures and practices; commercial lines of insurance including rating, loss control and related functions; and commercial lines customer environment and markets. Requires extensive knowledge of commercial property/casualty case underwriting best practices, field underwriting operations and day-to-day underwriting operational needs. Familiarity with all enterprise products preferred.

Skills/Competencies: Excellent verbal and written communication skills in order to disseminate vision of senior leadership and to motivate a large agency force. Ability to set work priorities and to initiate, evaluate and recommend solutions to upper management. 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 issues, work processing issues, underwriting selection and rating problems, and best practices compliance. Ability to reach a solution in situations where there may be multiple options or competing priorities. Strong drive for results. Competencies include: Building Organizational Talent, Optimizing Diversity, Selling the Vision, Leading Change, Driving Execution and Entrepreneurship.

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.

Credit Check: N/A

Safety Sensitive (SS): N/A

Job Family/Function: SLS/BDE

Job Evaluation Activity: KMP; updated 5-2016

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