Nationwide Sales Director - P&C in Scottsdale, Arizona

If you’re passionate about becoming a Nationwide associate and believe you have the potential to be something great, let’s talk.

Number 54 on the Fortune Magazine 100 Best Places to Work.

This Sales Director will lead a sales team supporting the Southwestern Regional Operations working from the Scottsdale, AZ office.

JOB SUMMARY: Drives profitable results and growth within a territory through leadership, development, engagement, and sales development expertise. Leads agency business planning and relationship management within the territory to ensure all strategically important objectives are met across all lines of business. Proactively identifies issues and partners with functional leaders within claims, underwriting and sales to resolve issues and profitably grow the business.

Job Description

Reports to: Sales AVP; Direct reports: 7-8 Field Sales Managers and other support staff.

Key Responsibilities:

  1. Directs research within the territory ensuring a high level of competitive intelligence. Identifies needs or potential issues and consults on research needs from staff and leadership. May establish methods and aggregate local research at the territory level. Validates and refines research and builds strategic perspective on industry trends, competitor actions and market conditions.

  2. Directs analysis conducted within the territory. Ensures consistent implementation of analysis practices and procedures. Assesses and interprets collective data within the territory to provide conclusions and recommendations.

  3. Directs the operational management within a territory to ensure adherence to operational processes, practice and compliance directives. Counsels Sales Mangers on operations issues and takes corrective action relative to non compliance. Ensures strong operational practices are in place to support distribution strength, sales results, profitability, DWP, and sales plan effectiveness.

  4. Directs implementation of administrative practices, policies and procedures across the territory. Influences district and agency business plans and practices necessary to achieve results. Makes recommendations to sales AVP regarding agency alignment and deployment.

  5. Responsible for attainment of production and profit goals for the territory and develops territory action plans to achieve desired results. Assists sales managers with growth plans that support district and territory goals. Provides input to leadership regarding territory objectives for alignment with regional goals. Plans and develops integrated sales initiatives and implementation of organizational objectives. Responsible for the planning and management of associates including: budget, performance management, salary planning and administration, hiring and placement.

  6. Motivates and leads sales managers and agents and drives performance to attain premium growth, profit, new business and retention goals in the business plan. Leads and influences sales activities by:Aligning district objectives with territory vision,Reviewing sales practices and providing feedback,Reinforcing sales strategies and plans, andDeveloping positive energy within territory through leadership and through awards, recognition and contests.

  7. Consults with sales managers regarding strategic and tactical planning, measurement & monitoring of objectives, course correction, program management and resource utilization. Consults with internal resources to share market information and business results and acquire additional relevant information.

  8. Communicates company practice and policy decisions with sales managers. Provides updates and communicates expectations for activity, production, and market opportunity within territory. Communicates observations and opportunities to sales leadership regarding products and/or pricing improvements. Communicates with internal partners regarding products, claims issues, underwriting risk selection, rates and customer retention. May communicate with the customer advocacy team regarding department of insurance complaints to provide input.

  9. Builds effective relationships with agency and sales management team. Develops effective internal and external collaborative partnerships across all customers and related functions, including: Claims, Underwriting, Sales, etc. to understand business developments and build a support network to help resolve business needs.

  10. Sets customer service expectations, goals and strategies. Provides oversight, ensuring necessary internal support is provided to ensure resolution of issues and appropriate service levels.

  11. Determines and ensures delivery of training and development based on individual and territory needs. Coaches, develops and provides feedback to associates. Educates internal and external partners on sales, underwriting, and claims process, practice and tools. Sets expectations for and focuses development on growth of sales and executive presence.

  12. Performs other duties as assigned.


Education: Undergraduate studies in insurance, business, finance, marketing or related field. Undergraduate degree preferred.

License/Certification/Designation: Technical designations such as CPCU, CLU, CHFP or equivalent insurance designation preferred. Will be required to complete licensing requirements for Life, P&C, Accident and Health upon hire.

Experience: Ten years of sales and sales management experience. Significant business management and people leadership experience required.

Knowledge: Exceptional knowledge of agency operations, sales initiative implementation and training concepts involving products, rules, and rating plans. Very strong understanding of business concepts including financial pro forma, operating plans, goal setting, sales and marketing techniques. Strong understanding of Nationwide processes, products, fiduciary responsibility and compliance requirements. Excellent knowledge of commercial lines small and middle market business.

Skills/Competencies: Key competencies include; Functional Technical Skills, Business Acumen, Managerial Courage, Political Savvy, Conflict Management, Executive Presence, Directing Others, Hiring and Staffing, Motivating Others, Customer Focus, Organizational Agility, Interpersonal Savvy, Drive 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, competencies and experiences may take precedence.

Staffing exceptions to the above must be approved by the hiring manager’s leader and HR Business Partner.

Values: Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.


Overtime Eligibility: Exempt (Not eligible)

Working Conditions: Normal office environment. Frequent travel within assigned territory. Most leaders work from a remote location, such as an office out of their home. A valid driver’s license and safe driving record may be 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.

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

Safety Sensitive (SS): N/A

Evaluation Activity: KLG 1/2017

Additional Job Description

Compensation Grade: H.SD120

Job ID: 53989