National Personal Lines Leader

National Personal Lines Underwriting & Sales Leader Job Summary

 

The National Personal Lines (PL) UW & Sales Leader is responsible for leading the sales and line underwriting functions for Personal Lines accounts at Westfield.  This leader establishes the corporate profit and growth goals for this department ensuring a competitive business strategy is established to meet corporate objectives and goals.  Accountable for implementing production underwriting and sales management practices for Personal Lines.  Shares accountability for underwriting results and premium growth for Personal Lines with Underwriting Office / Product leaders.  Oversees development and execution of overall strategy for the service department supporting Personal Lines underwriting and sales.  Manages and supports Region Leaders and their respective teams in working with the independent agency distribution channel to achieve results.  The National Personal Lines UW & Sales Leader will collaborate with Marketing, Distribution, Actuarial, ARC, IT, Product and the Commercial Lines Underwriting and Sales teams to ensure alignment and achievement of the Personal Lines strategies and goals.

 

Essential Functions (primary functions and/or reasons the job exists in order of importance)

1. Responsible for leading the production underwriting and sales functions of Personal Lines.  Ensures the Personal Lines competitive business strategy and goals are established to ensure profitable growth in Personal Lines.

2. Accountable for implementing production underwriting and sales management practices across Personal Lines in compliance with standards established by Personal Lines Product. 

3. Responsible for underwriting results and premium growth in a shared accountability model with Personal Lines and Underwriting Office / Product leadership.

4. Establishes the sales goals and direction of the Personal Lines sales function ensuring alignment with corporate goals, objectives and competitive strategies.

5. Promotes, drives, and creates commitment to a dynamic sales culture by providing education and establishing processes that use proven sales management techniques (e.g., collaboration, sales meetings, relationship building, agency business planning and results monitoring).

6. Builds and oversees the development of agency/broker relationships for the purposes of promoting Westfield’s Personal Lines business.

7. Oversees development and execution of overall strategy for the service department supporting Personal Lines.

8. Collaborates with Distribution Management, ARC, Marketing and Product Leadership to develop and implement business plans, growth goals, and marketing strategies for growing profitable Personal Lines accounts.

9. Ensures compliance with all applicable laws and regulations.

10. Responsible for agency business planning and agency management for Personal Lines accounts (e.g., Agency segmentation, monitoring agency performance and taking action, partnering with Distribution to identify prospective agencies and/or agency terminations) in compliance with standards and procedures established by Distribution Management.

11. Performs human capital management responsibilities including employee selection, performance management, coaching, and development.  Manages priorities and workload distribution, and removes barriers that impede progress.  Completes all personnel, salary administration, and reporting duties.  Performs operational responsibilities that drive team performance including planning, execution, process improvement and best-practice sharing.

12. Accountable for prudent management of business unit expenses.  Establishes budget in accordance with corporate guidelines; manages the expenses throughout the year and provides reforecasts and variance explanations as needed.

13. Develops and maintains a workforce plan for the business unit that optimizes sourcing and staffing decisions, including outsourcing.

14. Participates in agency facing events and professional industry groups and creates a network of key contacts to stay abreast of industry changes, and customers’ and employees’ expectations for the future.

15. Uses analytics to monitor results and problem solve when corrective action is needed.

16. Effectively sponsors or participates in enterprise and department initiatives including change management.  Participates in project teams, provides subject matter expertise and acts as change champion as appropriate.

17. Travels occasionally in order to participate in special assignments, training, and/or travel between office locations.

 

Desired Qualifications/Experience/Certification/Education (in order of importance)

1. 15 or more years of demonstrated P&C experience with a history of advancement within the underwriting/sales discipline.

2. 10 or more years of people leadership experience, including 3-5 years of experience in leading other leaders.

3. 5 or more years of successful sales and marketing leadership experience including territory management.

4. Proven track record of meeting and exceeding sales growth goals and targets.

5. Proven ability to influence current and prospective agencies to represent and promote products and services.

6. Demonstrated experience planning and leading successful sales initiatives.

7. Strong decision-making skills with a demonstrated ability to take all critical information into account when making decisions and translate into effective practical application.

8. Demonstrated strong oral, written, interpersonal communication, and public speaking skills, including the ability to interact effectively internally (all levels of employees and leadership) and externally (agencies, brokers, producers, etc.).

9. Demonstrated experience with coaching and developing direct reports with proven results.

10. Demonstrated collaboration skills with ability to build effective relationships and influence peers and key stakeholders.

11. Advanced business degree (e.g., Masters of Business Administration) or advanced executive leadership certification programs or insurance designations (e.g., CPCU).

12. Valid driver’s license and a driving record that conforms to company standards.

 

Physical Requirements (specific to the role) 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. 

• Ability to work effectively in an office environment for 40+ hours per week (including sitting, standing, and working on a computer for extended periods of time).

• Ability to communicate effectively in a collaborative work environment utilizing various technologies such as:  telephone, computer, web, voice, teleconferencing, e-mail, etc.

• Ability to travel as required.

• Ability to operate an automobile within the parameters of the driving policy.

 

This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

 

We are an equal opportunity employer/minority/female/disability/protected veteran.