Job DescriptionHead of Small Commercial (P&L Owner - Build & Scale)MissionOwn full financial and strategic performance of the Small Commercial business, balancing growth, underwriting profitability, and capital efficiency while building a scalable, market-leading franchise over time.
This leader will initially operate as a matrixed business owner, shaping strategy and execution across underwriting, pricing, claims, and distribution-then
design, justify, and stand up a dedicated operating model and team to accelerate performance.
Role Evolution (Critical to Success)Phase 1: Diagnose, Align, and Shape (0-6 months)Objective: Establish control through influence; define the opportunity and roadmap
- Own small commercial P&L visibility (baseline performance, segmentation, profitability drivers)
- Diagnose portfolio health:
- Segment profitability (class, size band, tenure, state, channel)
- Rate adequacy
- Expense evaluation
- Claims drivers (severity, litigation, leakage)
- Evaluate current capabilities:
- Underwriting (authority, consistency, referral patterns, talent quality)
- Pricing (rating plans, segmentation depth, data gaps)
- Distribution (producer mix, productivity, concentration, appetite clarity)
- Operations (cycle time, STP, scalability constraints)
- Identify structural gaps vs. best-in-class small commercial models (speed, simplicity, segmentation, digital enablement)
- Build and socialize Small Commercial Strategy & Operating Model Blueprint:
- Target segments and appetite
- Go-to-market and channel strategy
- Required pricing sophistication
- Underwriting model (rules vs. judgment)
- Technology and workflow needs
- Begin influencing:
- Appetite clarity and tightening/expansion
- Early pricing or segmentation fixes
- Distribution focus adjustments
Key Output: business case for investment and operating model evolution
Phase 2: Build & Prove (6-18 months)Objective: Stand up capabilities and demonstrate measurable improvement
- Execute approved investment roadmap:
- Talent (initial hires: product/portfolio, analytics, underwriting leadership as needed)
- Pricing/segmentation improvements
- Workflow/STP enhancements
- Begin formalizing P&L ownership mechanisms:
- Portfolio steering cadence
- Rate adequacy governance
- Exception and authority frameworks
- Deliver early wins:
- Improved loss ratio through segmentation/pricing
- Increased quote-to-bind and retention where targeted
- Reduced cycle times and referral friction
- Establish:
- Underwriting guidelines and authority aligned to small commercial speed
- Producer segmentation and targeted growth strategy
- Claims feedback loop for loss drivers and leakage
- Start building a dedicated small commercial identity internally and externally
Key Output: Demonstrated P&L momentum + validation of the model
Phase 3: Scale & Own (18+ months)Objective: Transition to full organizational ownership with reporting structure
- Build and lead a dedicated Small Commercial organization, including:
- Product / Portfolio Management (fully or partially aligned to the vertical)
- Underwriting teams (fully or partially aligned to the vertical)
- Analytics / pricing partnership structure
- Dedicated ops alignment (where scale warrants)
- Assume formal authority over underwriting execution for the segment
- Mature capabilities:
- Advanced segmentation / pricing sophistication
- Automated underwriting / STP expansion
- Digital distribution and platform strategy
- Optimize capital deployment:
- Reinsurance usage
- Mix management
- Expansion into adjacent segments or geographies
- Deliver sustained outperformance vs. plan and market
Key Output: Fully scaled, profitable, and differentiated small commercial franchise
Primary ResponsibilitiesPortfolio & Financial Performance- Own Small Commercial P&L:
- GWP, Earned Premium, Loss Ratio, Expense Ratio, Combined Ratio
- Growth, retention, mix/segmentation
- Set and continuously refine appetite:
- By class, size (micro vs. small), industry, geography, channel
- Drive rate adequacy and pricing sophistication with actuarial:
- Ensure alignment to loss trend and target returns
- Actively manage:
- Concentration risk
- Cat exposure
- Litigation-prone segments
- Define and outperform annual business plan
Operations & Experience- Partner with Ops/IT to build a fit-for-purpose small commercial engine:
- Straight-through processing (STP)
- Simplified workflows
- Pre-bind rules and controls
- Improve:
- Cycle times and responsiveness
- Data capture quality
- Monitor:
- NPS / CSAT
- Referral SLAs
- Ease-of-doing-business
Claims & Risk Feedback Loop- Partner closely with Claims to:
- Understand severity drivers and emerging trends
- Reduce leakage and improve outcomes
- Embed claims insights into:
- Pricing
- Appetite
- Underwriting rules
People & Organizational Build- Phase 1:
- Assess talent across underwriting, product, and analytics
- Phase 2:
- Define hiring plan and capability requirements
- Justify ROI of organizational build-out
- Phase 3:
- Lead Small Commercial team:
- Product / Portfolio Leads
- Underwriting leaders/teams
- Analytics (direct or aligned)
- Build a culture of:
- Ownership
- Data-driven decision-making
- Speed + discipline
Decision Rights (Evolving)Early (Matrix Authority)- Influence appetite, pricing, and underwriting decisions
- Recommend investment priorities
- Drive alignment across functions
Mid (Shared Authority)- Co-own appetite, pricing direction, and underwriting frameworks
- Formal role in governance committees
Late (Full P&L Authority)- Final decision on:
- Appetite and segmentation
- Product roadmap
- Underwriting framework
- Direct control over dedicated small commercial resources
Salary range: $269,178 - $389,000
Benefits and CompensationWe offer a competitive compensation package, performance-based incentives, and a comprehensive benefits program-including health, dental, vision, 401(k) with company match, paid time off, and professional development opportunities.
