Director, Construction Services Business Development - Commercial Lines (Construction West)

If you’re passionate about helping people protect what matters most to them, 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 are at the center of everything we do and we’re looking for associates who are passionate about delivering extraordinary care.

This Director reports directly to the Sr AVP and is responsible for the Western book of business within our Commercial Middle Market Construction Services organization, leading a team of production underwriters with specialized construction expertise.  The territory spans from the Midwest to the West Coast.

• This is a remote/WFH (work-from-home) role, requiring travel at least quarterly but ideally on a monthly basis. Preferably, this person will be located in the western half of the US, but can be can be located anywhere in the country as long as they are open to the necessary travel into the territory and regular work hours are also aligned to the respective time zones.
• Due to the nature of the role and the complex accounts they are responsible for leading, qualified candidates must have prior technical underwriting experience (with authority), as well as expertise in the Construction Services industry segment of P&C insurance.
• Prior experience as a people leader is a plus, but not required.

Compensation Grade: H.SD180

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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 lead a team of Construction Services Territory Managers and Field Underwriters who own the sales and underwriting relationship for commercial lines products and services. We'll count on you to build and maintain business relationships with agencies and/or brokers to grow sales and expand distribution. You'll focus primarily on portfolio analysis, relationship management and account management for a territory.

Job Description

Key Responsibilities: 

• Monitors market conditions and confirms information gathered within market space. Researches risk, environment and other factors to win the account. Receives input and monitors risk selection, renewal retention and pricing decisions. Establishes research objectives and standards for the department. Ensures methodologies and outcomes meet business and strategic objectives.

• Analyzes performance of portfolio as well as individual performance and develops appropriate action to drive profitable growth based upon the analysis. Partners with territory managers in the large account review process.

• Directs pricing standards and practices. Provides recommendations to leaders about underwriting strategy and opportunity. Measures and manages underwriting processing and quality, using company underwriting guidelines and standards.

• Determines priorities and workflow standards for the department. Monitors and manages performance measurements to ensure efficiency 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.

• 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.

• 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 line market. Develops effective internal and external collaborative partnerships across all customers and related functions, including Loss Control, Claims, Marketing, Nationwide Technology, etc. to understand business development and build a support network to help resolve business needs.

• Develops customer service standards for middle market construction team. Drives customer service performance to established standards.

• Collaborates with fellow leaders to guide training within the middle market organization to ensure a high degree of proficiency and professionalism. Coaches territory managers/account executives on actively pursuing commercial line business with agencies and/or brokers to develop and grow a profitable territory.

• 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 competitive advantages across all producers within the business unit.

• Supervises associate management including performance, salary planning and administration, training and development, workflow and organization planning, day-to-day management, hiring and placement and disciplinary actions for direct and possibly indirect reports. 

May perform other responsibilities as assigned.

Reporting Relationships: Reports to Associate Vice President. Direct reports may include Territory Managers and Underwriters within the area defined by the job title.

Typical Skills and Experiences: 

Education: Bachelor’s degree or equivalent experience is preferred.

License/Certification/Designation: Relevant professional designation such as CPCU or CIC is preferred.

Experience: Ten years of commercial line underwriting, sales, marketing and agency management experience, middle market experience, specifically in the area as defined by the job title, preferred. Significant business management and people leadership experience preferred.

Knowledge, Abilities and Skills: Requires sophisticated 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 cases, 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 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 multiple priorities, including evaluating and recommending solutions to customer service issues, work processing issues, underwriting selection and rating problems and compliance. Strong drive for results. Competencies include building organizational talent, optimizing diversity, selling the vision, leading change and 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 Human Resources Business Partner.

Values: Regularly and consistently demonstrates the Nationwide Values.

Job Conditions: 

Overtime Eligibility: Not Eligible (Exempt)

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. 

We currently anticipate accepting applications until 04/25/2025. 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

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.

The national salary range for Director, Construction Services Business Development - Commercial Lines : $134,000.00-$255,000.00

The expected starting salary range for Director, Construction Services Business Development - Commercial Lines : $144,000.00 - $216,000.00