Small Business Territory Manager

You have a clear vision of where your career can go. And we have the leadership to help you get there. At CNA, we strive to create a culture in which people know they matter and are part of something important, ensuring the abilities of all employees are used to their fullest potential.


Key Outcomes
• Increased submission flow, new business conversion, and written premium growth into Small Business through disciplined local engagement and execution
• Improved agent, producer, and CSR clarity on appetite, workflows, and "how to do business" with CNA
• Strong connectivity between agencies and underwriting, resulting in fewer stalled deals, faster issue resolution, and improved partner experience
• Execution of effective territory and agency management plans that support sustainable growth and placement behavior

JOB DESCRIPTION:

Primary Responsibilities (% of time)

Day-to-Day Sales Execution 35%

• Drive individual submission deal flow into Small Business; manage local pipelines and weekly execution plans
• Execute agency growth plans for assigned agencies and prioritized geographies, aligning activity to portfolio goals
• Conduct regular in-person and virtual engagement with frontline producers and CSRs, including training, appetite refresh, workflow enablement, and quoting navigation
• Create demand for CNA's Small Business products by reinforcing appetite fit, speed-to-quote pathways, and ease-of-doing-business advantages
• Execute national partner and growth strategies locally, as directed by National Sales Executives

Territory & Agency Management 20%

• Own and manage the assigned territory, taking accountability for production results, pipeline health, and execution discipline
• Build and execute agency-level engagement strategies, including business planning, prioritization, training, and optimization actions
• Adjust focus across agencies and segments based on performance, opportunity, and strategic importance

Agent / CSR Enablement & Local Presence 25%

• Become the "known face" in-market: ensure agencies know who to call, what CNA wants to write, and how to submit effectively
• Establish credibility as a trusted advisor through product knowledge, underwriting appetite clarity, and workflow guidance
• Partner with internal stakeholders to coordinate onboarding and ensure early and sustained production from new appointments

Underwriting Connectivity 15%

• Build strong connectivity between Underwriting and the agent-broker community to facilitate account-level collaboration and remove friction
• Reinforce underwriting appetite, submission quality standards, and best practices to improve hit ratios and conversion
• Help agents and CSRs "submit to win" by improving fit, documentation quality, and execution timing

Market Awareness & Performance Management 5%

• Maintain awareness of local market dynamics, competitor activity, and agent feedback; share insights with Regional Sales Director and partners
• Support portfolio health within the territory by influencing mix of business, submission quality, and continuity of flow
• Maintain activity discipline across agency visits, trainings delivered, pipeline movement, and conversion actions
• Track results and report progress through the Regional Sales Director's operating cadence
• Provide structured feedback loops from field execution and agent behavior back to regional and national leadership

Qualifications

• 5+ years in commercial insurance distribution, agency management, or sales roles; Small Business experience strongly preferred
• Demonstrated success driving producer and CSR adoption, territory growth, and improved conversion outcomes
• Proven ability to collaborate effectively with underwriting and internal partners to remove barriers and accelerate flow

S kills, Knowledge & Abilities

• Proven ability to drive Small Business submission flow, placement behavior, and conversion through disciplined, local sales execution
• Strong territory and agency management capability, including prioritization, pipeline stewardship, and focus alignment to portfolio goals
• Deep understanding of Small Business agency operations and the ability to influence producer and CSR behavior through clarity and enablement
• Solid working knowledge of Small Business underwriting appetite, products, and submission quality standards
• Ability to build strong underwriting-agency connectivity and facilitate effective account-level collaboration
• Sound business judgment informed by local market dynamics, competitive activity, and performance trends
• Strong communication and presence, with the ability to engage credibly as the "known face" in-market
• Self-directed and execution-oriented, with the discipline to manage travel, activity cadence, and competing priorities effectively

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In certain jurisdictions, CNA is legally required to include a reasonable estimate of the compensation for this role. In District of Columbia, California, Colorado, Connecticut, Illinois, Maryland, Massachusetts, New York and Washington, the national base pay range for this job level is $72,000 to $141,000 annually. Salary determinations are based on various factors, including but not limited to, relevant work experience, skills, certifications and location. CNA offers a comprehensive and competitive benefits package to help our employees - and their family members - achieve their physical, financial, emotional and social wellbeing goals. For a detailed look at CNA's benefits, please visit cnabenefits.com.

CNA utilizes AI-enabled technology during the recruiting process. For more information, please visit our careers page.

CNA is committed to providing reasonable accommodations to qualified individuals with disabilities in the recruitment process. To request an accommodation, please contact View email address on click.appcast.io