Small Business Territory Manager

Primary Responsibilities

• Day-to-Day Sales Execution – 35%:
  Drive individual submission deal flow into Small Business, manage local pipelines and weekly execution plans, execute agency growth plans, conduct regular in‑person and virtual engagement with frontline producers and CSRs, conduct training, appetite refresh, workflow enablement and quoting navigation, create demand for CNA’s Small Business products, execute national partner and growth strategies locally as directed by National Sales Executives.
• Territory & Agency Management – 20%:
  Own and manage the assigned territory, take accountability for production results, pipeline health and execution discipline, build and execute agency‑level engagement strategies, adjust focus across agencies and segments based on performance, opportunity and strategic importance.
• Agent / CSR Enablement & Local Presence – 25%:
  Become the "known face" in‑market, establish credibility as a trusted advisor, partner with internal stakeholders to coordinate onboarding, ensure early and sustained production from new appointments.
• Underwriting Connectivity – 15%:
  Build strong connectivity between Underwriting and the agent‑broker community, reinforce underwriting appetite, submission quality standards, help agents and CSRs "submit to win" by improving fit, documentation quality and execution timing.
• Market Awareness & Performance Management – 5%:
  Maintain awareness of local market dynamics, competitor activity, keep insights, support portfolio health, maintain activity discipline and track results through the Regional Sales Director’s operating cadence, provide structured feedback loops from field execution and agent behavior back to regional and national leadership.

• 5+ years in commercial insurance distribution, agency management or sales roles;
  Small Business experience strongly preferred.
• Demonstrated success driving producer and CSR adoption, territory growth and improved conversion outcomes.
• Proven ability to collaborate effectively with underwriting and internal partners to remove barriers and accelerate flow.

• Drive Small Business submission flow, placement behavior and conversion through disciplined, local sales execution.
• Strong territory and agency management capability, including prioritization, pipeline stewardship and focus alignment to portfolio goals.
• Deep understanding of Small Business agency operations and ability to influence producer and CSR behavior through clarity and enablement.
• Solid working knowledge of Small Business underwriting appetite, products and submission quality standards.
• Ability to build strong underwriting‑agency connectivity and facilitate effective account‑level collaboration.
• Sound business judgment informed by local market dynamics, competitive activity and performance trends.
• Strong communication and presence, with the ability to engage credibly as the "known face" in‑market.
• Self‑directed and execution‑oriented, with the discipline to manage travel, activity cadence and competing priorities effectively.

In District of Columbia, California, Colorado, Connecticut, Illinois, Maryland, Massachusetts, New York and Washington, the national base pay range for this job level is $72,000 to $141,000 annually. Salary determinations are based on various factors, including but not limited to relevant work experience, skills, certifications and location.

CNA offers a comprehensive and competitive benefits package to help our employees – and their family members – achieve their physical, financial, emotional and social wellbeing goals.