Territory Manager, Business Development - Surety

Job Conditions

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.

The ideal candidate will have experience in the following areas:

• Experience in large contract surety underwriting, including both new business and portfolio management of complex or high-exposure accounts.
• Demonstrated success in territory development and broker distribution management, with the ability to identify expansion opportunities, build producer plans, and develop target account strategies.
• Advanced ability to analyze complex financial statements, including interpretation of profitability, leverage, cash flow, working capital, liquidity, backlog, and work-in-progress trends.
• Experience evaluating credit quality and capacity of privately held and publicly traded companies, including identification of emerging deterioration and concentration risk.
• Proven ability to structure, negotiate, and recommend underwriting terms that appropriately balance growth objectives with risk discipline.
• Experience monitoring and managing a territory or portfolio of surety business, including trend analysis, close-out strategies, and proactive identification of adverse developments.
• Strong marketing and relationship-management skills, with the ability to serve as a trusted partner to brokers and to influence new business opportunities in a competitive market.

Position to be based in Utah. Will meet with agents/brokers in territory on a regular basis.

This role does not qualify for employer-sponsored work authorization. Nationwide does not participate in the Stem OPT Extension program.

Do you thrive in an environment where you can put your critical thinking and communication skills to work every day? Do you appreciate being able to contribute individually as well as collaboratively? Our Surety Underwriting team values initiative, the ambition to grow and learn, a broad skill set that includes everything from marketing to finance to risk analysis and a solutions-oriented mindset.

We’re technology savvy and highly motivated to grow our business with excellent career advancement opportunities. If you can see yourself as a member of our team, in a company that wants to grow in this space, then we want to know more about you!

Primary relationship manager within a territory for more complex surety business. Markets, manages and underwrites a new and renewal surety book, through direct contact with select agencies or brokers. Drives profit and premium to meet financial goals and objectives through development, negotiation and execution of business plans. Leads and influences agencies through creation of sales strategies and implementation of sales processes and practices that drive new sales, increase shelf space, profit and customer retention.

Collaborates with all lines of business to support and increase the overall NW presence. Under limited direction, underwrites accounts based on authority level granted to the role and underwriting appetite.

• Monitors market conditions, competitive landscape, and confirms information gathered within market space. Researches risk, environment and factors necessary to win the account.
• Analyzes quality and quantity of risks underwritten and prepares reports accordingly. Accurately evaluates complex risk exposures and ensures review of financial statements, credit reports, bank and other underwriting documents. Underwrites new business, selects acceptable risks to class and price according to guidelines, and rejects business that is unacceptable. Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plans to address/rectify those situations.
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