Penn National Insurance has an amazing opportunity to join our team as a Surety Territorial Manager! This is a remote position with travel required in the Nashville, Birmingham, Atlanta, and surrounding areas.
The primary function of the Surety Territory Manager is to generate an acceptable profit level for the company. This position is responsible for marketing and underwriting contract surety business as well the marketing for all other Surety/Fidelity products.
COMPETENCIES AND ESSENTIAL DUTIES OF THE SURETY TERRITORIAL MANAGER
Business Acumen
Accountable for the profit and loss of the designated Surety region.
Develop and implement a full business plan that takes into account consistent growth in premium & proper control of expenses. The Territory Manager is responsible for the development of revenue in each of the Surety department’s product areas (Contract, Miscellaneous and Fidelity, Rapid Response and EDIN).
Participation & attendance in Surety Industry groups (NASBP, S.F.A.A., CFMA, etc.).
Negotiation
Develop and enhance relationships with professional surety specialist agents and non-surety specialist agents to generate new account submission.
Develops new agency relationships and maintains existing agency relationships. Responsible for growing the total premium volume with existing agents. Annually prepare a new agency appointment plan and a marketing plan that provides a plan of action to achieve established goals and follows through with implementation of this plan.
Results Oriented
Establishes challenging goals for self and others that are designed to achieve exceptional business results.
Time & Priority Management
Preparation and submission of monthly marketing report.
Preparation and submission of monthly new account submission report.
Maintenance/update of branch account list.
Review of status updates.
Decision Making
Underwrites and manages the credit quality of existing contract surety accounts to ensure profitable branch results.
Proper selection of credit risks utilizing company credit policy, in-depth surety specific financial analysis and credit review criteria to select accounts that will generate a profit for the company. Ensures that underwriting information is received from each account in accordance with company standards. The manager has the authority to withhold bond approval and discontinue the agent’s underwriting authority when terms and conditions are not met. Reviews each final bond for adherence to underwriting authority (home office and agency) before it is processed in the accounting system.
Review and approval of each report of execution.
Performs various projects requested or assigned by the Vice President of Surety
CORPORATE CORE COMPETENCIES OF THE SURETY TERRITORIAL MANAGER
Effectively Communicates and Connects
Communicates and negotiates effectively with peers regarding work outcomes.
Influences by making a strong case, bringing other people on the team to understand the presented viewpoint.
Provides feedback and is clear when disagreeing with an approach; offers suggestions for improvement.
Attentively listens and asks clarifying questions and paraphrases to enhance understanding.
Builds and nurtures positive relationships within the workplace.
Customer Focused
Identifies explicit and implied customer needs.
Asks probing questions to fully understand business requirements.
Develops positive relationships with customers by meeting their needs as well as incorporating their feedback.
Responds quickly and takes action with high quality solutions that address needs and improve overall customer experience.
Owns resolution of customer experience outcome.
Talent Development Mindset
Discusses technical and professional development with peers to gain suggestions for further development.
Actively seeks and acts on opportunities to recognize peers for high performance.
Stays alert to identify learning opportunities for self.
Demonstrates Adaptability
Contributes to progressive thinking within the team by posing questions that challenge traditional methods or processes.
Proposes ideas and suggests new approaches to tackling own work tasks and issues in a better way to drive organization success.
Participates in and actively supports change initiatives and provides ideas to promote their success.
Recognizes and manages an ambiguous work environment.
Demonstrates flexibility in generating alternative solutions and recommendations.
Demonstrates Accountability
Applies judgment in making decisions about own work and takes responsibility for actions.
Demonstrates reliability by producing steady work results and delivering on commitments to team members on time.
Takes responsibility for regularly seeking and applying feedback and actively learning from errors and setbacks.
Understands the mission of the organization.
SPECIAL RELATIONSHIPS FOR THE SURETY TERRITORY MANAGER
This position interacts with people in agents’ offices as well as other bond department, legal, administrative, and accounting staff. This position may have underwriters as direct reports.
QUALIFICATIONS FOR THE SURETY TERRITORY MANAGER
Education/Credentials
Bachelor’s degree or higher in business or related field
AFSB classes recommended but not required
Excellent Verbal and written communications skills
Experience
Minimum of 7 years of prior contract surety experience either in the branch or home office level. Regional company experience is preferable
Previous business development experience as evidenced by two or more years of branch experience
Technical/Professional Knowledge
Must have thorough knowledge of the Surety Industry, including Underwriting, Class descriptions, Rates, Claims, and ability to market the surety product. Knowledge of Word and Excel is required.
In-depth knowledge of accounting principles, including revisions (AICPA)
In-depth knowledge of federal and state laws pertaining to the surety industry within assigned territory
Strong marketing and negotiation skills
JOB REQUIREMENTS (as required by ADA – Americans with Disabilities Act)
This position is primarily a sedentary position that requires occasional standing and walking throughout the office environment.
Must be able to see and effectively use a computer monitor.
Must be able to operate a computer, keyboard and applicable printers and other general office equipment.
Must be able to access and enter information accurately using automated systems.
Must be able to hear and communicate via the telephone and/or monitoring devices to both internal and external clients.
Must be able to present information to individuals and groups.
Must be able to interpret and apply concepts that may or may not be based upon established guidelines.
Must be able to maintain acceptable attendance and adhere to scheduled work hours.
Must have a valid driver’s license and be able to operate a motor vehicle.
Must be able to travel, with overnight stays required.
Only candidates from the following states will be considered for opportunities with Penn National Insurance: Alabama, Delaware, Iowa, Maryland, Minnesota, North Carolina, New Jersey, Pennsylvania, South Carolina, Tennessee, Virginia, Wisconsin.
