Director, Business Development - Surety (Large Commercial)

Job Overview

If you’re passionate about helping people protect what matters most to them at a Fortune 100 company with nearly $70 billion in annual sales, as well as innovating and simplifying processes and operations to provide the best customer value, Nationwide’s Property and Casualty team could be the place for you! At Nationwide®, “on your side” goes beyond just words. Our customers and partners are at the center of everything we do and we’re looking for associates who are passionate about delivering extraordinary care.
Areas of Focus

Identifying expansion opportunities within the territory by partnering with brokers on new business development, producer planning, and target account strategies.
Contributing to territory‑level business planning by tracking production, visibility, and marketing trends and activities.
Supporting the negotiation and execution of indemnity, collateral, and other risk‑mitigation arrangements on larger or more complex accounts.
Providing consultative underwriting guidance and training to newer underwriters on more complex risks, including financial analysis, contract review, backlog/WIP trends, and liquidity considerations.
Monitoring portfolio trends across the territory to identify concentration risk, emerging credit concerns, and close‑out strategies.
Coordinating with internal business partners such as Claims, Legal, Finance, Compliance, and Operations on complex account matters and operational processing opportunities.
Maintaining awareness of regional market conditions, industry developments, and competitive dynamics that may affect underwriting strategy within the territory.
Assisting with remediation strategies for stressed or deteriorating accounts, including action planning, communication strategy, and monitoring requirements.
Qualifications

Significant experience in large commercial surety underwriting, including both new business and portfolio management of complex or high‑exposure accounts.
Demonstrated success in territory development and broker distribution management, with the ability to identify expansion opportunities, build producer plans, and develop target account strategies.
Advanced ability to analyze complex financial statements, including interpretation of profitability, leverage, cash flow, working capital, liquidity, backlog, and work‑in‑progress trends.
Experience evaluating credit quality and capacity of privately held and publicly traded companies, including identification of emerging deterioration and concentration risk.
CPA designation or experience in financial or credit underwriting is highly transferable to this role.
Expertise in reviewing bond forms, indemnity agreements, collateral arrangements, and other risk‑mitigation structures for larger or more complex accounts.
Proven ability to structure, negotiate, and recommend underwriting terms that appropriately balance growth objectives with risk discipline.
Experience monitoring and managing a territory or portfolio of surety business, including trend analysis, close‑out strategies, and proactive identification of adverse developments.
Strong marketing and relationship‑management skills, with the ability to serve as a trusted partner to brokers and to influence new business opportunities in a competitive market.
Preferred Work Location

Chicagoland area is preferred, but Minneapolis metropolitan area is also considered.
Work Authorization

This role does not qualify for employer‑sponsored work authorization. Nationwide does not participate in the Stem OPT Extension program.
Job Description Summary

Do you thrive in an environment where you can put your critical thinking and communication skills to work every day? Do you appreciate being able to contribute individually as well as collaboratively? Our Surety Underwriting team values initiative, the ambition to grow and learn, a broad skill set that includes everything from marketing to finance to risk analysis and a solutions focused approach. We’re technology savvy and highly motivated to grow our business with excellent career advancement opportunities.
Key Responsibilities

Analyzes performance of portfolio as well as individual account performance and develops appropriate action to drive profitable growth based upon the analysis.
Monitors risk selection, renewal retention and pricing decisions on a portfolio and an individual account level.
Reviews and approves underwriting decisions of staff and ensures compliance to legal requirements and organizational, business and strategic objectives.
Provides recommendations to leadership regarding underwriting strategy and opportunity.
Measures and manages underwriting processing and quality.
Actively manages and participates in agency management.
May review complex or escalated business and make underwriting decisions based on the underwriting authority granted to the role, using company underwriting guidelines and standards.
Determines priorities and workflow/service standards for the department.
Monitors and manages performance measurements to ensure effectiveness 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.
Directs associates and provides performance management, salary planning and administration, organizational planning, hiring and placement.
Drives sales strategies to develop new business, improve retention and maintain profitability.
Meets regularly with clients to enhance relationships and drive business results.
Handles escalated customer service issues and requests.
Provides input to leadership regarding strategic and business plans and helps identify operational opportunities and efficiency.
Consults with agents and brokers to provide expertise, educate and identify business opportunities.
Consults with team to develop experience, understanding and expertise in each situation to make the best possible decisions.
Consults with Home Office leaders on accounts requiring higher level of authority.
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.
Works in partnership with agencies to expand the program share amount in a shared surety account and understands the existing surety program in place.
Develops and maintains strong business relationships with key groups and individuals within the commercial lines market.
Develops effective internal and external collaborative partnerships across all customers and related functions, including Claims, Marketing, IT, etc. to understand business developments and build a support network to help resolve business needs.
Works in partnership with fellow leaders to manage the training of associates within the surety organization to ensure a high degree of competency and professionalism.
Coaches territory managers and field underwriters on actively pursuing surety opportunities with agencies and/or brokers to develop and grow a profitable territory.
May perform other responsibilities as assigned.
Leadership Responsibilities

Leads an underwriting team that includes surety territory managers and field underwriters that own the sales and underwriting relationships for a surety book of business.
Establishes and maintains business relationships with agencies and/or brokers for the purpose of sales growth and distribution expansion.
Primary focus of this role is on underwriting, agency/customer relationship management, employee engagement and expense management for a territory.
Independently underwrites accounts based on authority level granted to the role and underwriting appetite.
Reporting Relationships

Reports to AVP, Surety. Direct reports include surety territory managers, field underwriters and underwriting associates.
Typical Skills and Experiences

Education: Undergraduate degree in business, insurance, or related field preferred.
License/Certification/Designation: Actively pursuing AFSB, CPCU or other insurance/finance related certification desired.
Experience: Ten years commercial or contract surety or related underwriting experience preferred. Significant business management and people leadership experience desired.
Knowledge, Abilities and Skills: Requires knowledge of contract and/or commercial surety operations products, procedures and practices; expertise in surety lines of business, ratings, customer environment and markets; proficiency in underwriting risks, including utilizing relevant tools for underwriting; extensive knowledge of surety underwriting best practices, field underwriting operations and day‑to‑day underwriting operational needs.
Competencies: Building Organizational Talent, Optimizing Diversity, Selling the Vision, Leading Change, Driving Execution, Entrepreneurship.
Values

Regularly and consistently demonstrates the Nationwide Values.
Job Conditions

Overtime Eligibility: Exempt (not eligible).
Working Conditions: Extended and/or non‑standard work hours may be required as well as extensive travel in the field.
Must have a valid driver’s license with satisfactory driving record in accordance with Nationwide standards.
May require the ability to relocate.
Compensation and Benefits

Salary range: $152,000 – $269,000 (expected starting range $152,000 – $228,000).
Medical, dental, vision, life insurance, short‑ and long‑term disability coverage.
Paid time off: Minimum 18 days paid time off each full calendar year pro‑rated quarterly based on hire date, plus nine paid holidays, 8 hours of Lifetime paid time off, and 8 hours of Unity Day paid time off.
401(k) with company match, company‑paid pension plan.
Business casual attire and other workplace benefits.
EEO Statement

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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