Director, Small Market Business Development – National Networks (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.

• This role is focused on networks, aggregators, and market access providers within the national firms space, with a concentrated focus on those distribution models.
• The ideal candidate brings strong commercial sales and relationship management experience, with a proven ability to grow strategic partnerships and influence results in complex, high-visibility environments.
• Success in this role requires exceptional cross-functional partnership, as this leader will work closely with regional sales peers, underwriting, portfolio, personal lines, and NNP partners to move initiatives forward.
• This role is well suited for someone who can navigate nuanced partner models, drive accountability in senior-level conversations, and bring polished executive presence to external meetings.
• This is a remote opportunity that requires significant travel. It is ideal for a leader who can operate nationally, build relationships across dispersed partner organizations, and stay closely connected to the business from a remote environment.

Job Description Summary

On our team, we look for that rare professional who is both analytical and a relationship-builder. Those who can combine those talents with their entrepreneurial drive and own and manage their territory can thrive and grow with us. If this sounds like the opportunity you've been looking for, we want to hear from you!

As a Director, you'll drive profitable results and growth within a territory through leadership, development, engagement and sales expertise with an emphasis on small commercial business. We'll count on you to use effective agency management to lead business planning and relationship management to ensure all strategically important objectives are met across all lines of business.

It will be important to identifies issues and partner with functional leaders within claims, underwriting and sales to resolve issues and profitably grow the business.

Job Description

Key Responsibilities

• 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, budgets and timelines to meet company standards.
• Analyzes performance of portfolio, as well as individual account performance, and develops appropriate action to drive profitable growth based upon the analysis.
• Directs pricing standards and practice on individual accounts and on a portfolio basis for department. Provides recommendations to leadership regarding underwriting strategy and opportunity. Actively manages and participates in agency management and reviews.
• Motivates and leads territory managers and agents and drives small commercial performance to achieve premium growth, profit, new business and retention goals in the business plan. Leads and influences sales activities by aligning territory objectives with territory vision, reviewing sales practices and providing feedback, reinforcing sales strategies and plans and developing positive energy within territory through leadership, awards, recognition and contests.
• Consults with all levels of internal and external partners regarding policies and practices. Provides recommendations on 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.
• Establishes 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, Nationwide Technology, etc. to understand business developments and build a support network to help resolve business needs.
• Directs research within the territory ensuring a high level of competitive intelligence. Identifies needs or potential issues and consults on research needs from staff and leadership. May establish methods and aggregate local research at the territory level. Validates and refines research and builds strategic perspective on industry trends, competitor actions and market conditions.
• Communicates company practice and policy decisions with territory managers. Provides updates and communicates expectations for activity, production and market opportunity within territory. Communicates observations and opportunities to sales leadership regarding products and/or pricing improvements. Communicates 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.
• Sets operational expectations, goals and strategies. Provides oversight, ensuring necessary internal support is provided to resolve 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.
• Delivers training and development based on individual and territory needs. Coaches, develops and provides feedback to associates. Educates internal and external partners on sales, underwriting and claims process, practice and tools. Sets expectations for and focuses development on growth of sales and executive presence.

May perform other responsibilities as assigned.

Reporting Relationships: Reports to Associate Vice President, Small Market Underwriting - Commercial Lines. Seven to eight direct reports, including Territory Managers and other support staff.

Typical Skills and Experiences

Education: Undergraduate studies in insurance, business, finance, marketing or related field. Undergraduate degree preferred.

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

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

Knowledge, Abilities and Skills: 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 strong knowledge of commercial property/casualty case best underwriting practices, field underwriting operations and day-to-day underwriting operational needs. Familiarity with all enterprise products preferred. Excellent verbal and written communication skills to disseminate vision of senior leadership and to motivate the 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 and demonstrate 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 compliance. Strong drive for results.

Other competencies include: political savvy, conflict management, executive presence, directing others, hiring and staffing, motivating others, customer focus, organizational agility, interpersonal savvy, drive for results, planning, organizing, priority setting and presentation skills.

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 Resources Business Partner.

Values: Regularly and consistently demonstrates Nationwide Values.

Job Conditions

Overtime Eligibility: Not Eligible (Exempt)

Working Conditions

Normal office environment. Frequent travel within assigned territory. Most leaders work from a remote location, such as an office out of their home. A valid driver’s license and safe driving record may be 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.

We currently anticipate accepting applications until 07/31/2026. However, we encourage early submissions, as the posting may close sooner if a strong candidate slate is identified before the deadline.

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.

This position could be filled within any of the lower 48 U.S. states.

Smoke-Free Iowa Statement: Nationwide Mutual Insurance Company, its affiliates and subsidiaries comply with the Iowa Smokefree Air Act. Smoking is prohibited in all enclosed areas on or around company premises as well as company issued vehicles. The company offers designated smoking areas in which smoking is permitted at each individual location. The Act prohibits retaliation for reporting complaints or violations.

For more information on the Iowa Smokefree Air Act, individuals may contact the Smokefree Air Act Helpline at 888-944-2247.

For NY residents please review the following state law information: Notice of Employee Rights, Protections, and Obligations LS740 (ny.gov) https://dol.ny.gov/system/files/documents/2022/02/ls740_1.pdf

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 Director, Small Market Business Development - Commercial Lines : $152,000.00-$269,000.00

The expected starting salary range for Director, Small Market Business Development - Commercial Lines : $152,000.00 - $228,000.00