Territory Sales Manager

Georgiana, AL

At Nationwide, we find purpose in protecting people, businesses and futures with extraordinary care – and we’ve been doing that since 1926. Our financial strength and caring culture extend beyond our associates into the communities we serve. You really can feel the difference at Nationwide, which is why we continue to be named one of the Fortune 100 Best Companies to Work For. Check out why others think we’re a great place to work, too, and let us know – can you see yourself at Nationwide?

Our desire to be the carrier of choice for personal insurance lines motivates our dedication to great products and even better customer service. Success is earned through resourcefulness, an ability to understand the needs of our distribution partners and their customers and a collaborative approach to work. If you have a competitive spirit, sales swagger, are results-oriented and consider yourself a people person, we want to know more about you!

As a Territory Sales Manager, you'll work with agency partners who have more than $1 million in personal lines (PL) direct written premium (DWP) with Nationwide and/or with partners with significant potential to grow. We'll count on you to be the PL sales expert, passionate about driving profitable personal lines growth with key agency partners, through new business, transfers and retention.Job Description

Key Responsibilities: 

  • Develops strategies and drives overall top and bottom-line performance in PL relationships with assigned agencies. Leverages knowledge of contracts, agency compensation, incentives, etc. to motivate agency performance.
  • Conducts and leads annual planning with assigned agencies. Leads portfolio management meetings with each agency to review results/progress toward annual plan.
  • Owns and cultivates relationships that enhance value to both the agency and Nationwide. Maintains a responsive and visible presence to network and makes use of relationships with centers of influence.
  • Sends mass and/or targeted communications to agencies to reinforce new tools/resources, share successes and highlight agency accomplishments.
  • Uses Nationwide product and technology solutions, including but not limited to, telematics, self-service solutions and web-based quoting technology, to create points of differentiation to achieve assigned PL objectives.
  • Prospects, signs and leads all aspects of transfer agreements for assigned agencies, supported by transfer specialist. Seeks any size transfer. Holds agency accountable for transfer results.
  • Activates key sales initiatives (e.g., new tools, national incentives) to achieve new business and both premium and policy retention results. Gathers agent feedback to use in continuous improvement efforts.
  • Manages the overall Elite (top tier) relationships at individual agency and territory level.
  • Collaborates with geographically aligned PL partners and other Nationwide counterparts (e.g., Claims, Servicing) to problem-solve, educate, promote, review sales practices and provide insight.
  • Conducts pipeline meetings with territory PL sales team partners to discuss upcoming new appointments and transfers.
  • Sends mass and/or targeted communications to agencies to reinforce new tools/resources, share successes and highlight agency accomplishments.
  • Communicates market insight and observations to sales leadership on opportunities for profitable growth.
  • Actively participates in go-to-market meetings with Product partners, focused on competitive advantages in territory.
  • Monitors market conditions and competitive landscape, including competitor products, rates, distribution channels, regulatory and demographic environments. Uses information gathered in the market to optimally grow assigned agencies’ relationships with Nationwide. May perform other responsibilities as assigned.

May perform other responsibilities as assigned.

Reporting Relationships: Reports to Director or Associate Vice President; individual contributor role.

Typical Skills and Experiences: 

Education: Undergraduate studies in general business, insurance, sales, marketing or related fields. Graduate degree preferred.

License/Certification/Designation: CPCU, CLU, CHFP or equivalent insurance designation preferred.

Experience: Eight years of sales or sales management experience. Prior property casualty or financial services experience desirable. Previous leadership experience highly desirable.

Knowledge, Abilities and Skills: Proven understanding of agency operations, sales program implementation and training concepts involving products, rules, and rating plans. Strong understanding of business concepts including financial pro forma, operating plans, goal setting, sales and marketing techniques. Good understanding of Nationwide processes, products, fiduciary responsibility and compliance requirements. Proven understanding of commercial lines small and middle market business.

Key abilities include: functional technical skills, business acuity, managerial courage, political savvy, resolution skills, advising others, hiring and staffing, motivating others, customer service oriented, organizational agility, interpersonal savvy, eagerness for results, planning, organizing, priority setting, presentation skills. Strong verbal and written communication skills necessary to interact with all levels of internal and external contacts.

Other criteria, including leadership skills, proficiencies 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 constantly demonstrates the Nationwide Values.

Job Conditions: 

Overtime Eligibility: Exempt (Not eligible)

Working Conditions: Heavy travel with extended stays may be required. Typically work from a remote location. Must have a valid driver’s license with satisfactory driving record in accordance with Nationwide standards. 

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/Background Check: Due to the fiduciary accountabilities within the job, a valid credit and/or background check will be required as part of the selection process.


We have an array of benefits to fit your needs, including: medical/dental, paid time off plus nine paid holidays, 401(k) with company match, company-paid pension plan, business casual attire, and more.

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.

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