CNA Financial Corporation

Small Business Territory Manager

CNA Financial Corporation$72K — $141K *
Finance & Insurance
5 - 7 years of experience
Job Overview by Ladders

Qualifications

  • 5+ years in commercial insurance or sales roles; Small Business experience preferred
  • Proven success in driving agency growth and improving conversion rates
  • Expertise in collaborating with underwriting to enhance submission flow
  • Strong proficiency in territory and agency management strategies
  • Deep knowledge of Small Business underwriting standards and practices

Responsibilities

  • Drive submission deal flow into Small Business and manage execution plans
  • Develop agency growth strategies aligning with portfolio goals
  • Engage regularly with producers and CSRs through training and support
  • Create demand for Small Business products by clarifying appetite and processes
  • Manage territory effectively and report on production results
  • Serve as a recognized liaison between agents and underwriting for streamlined business operations
  • Monitor local market conditions and provide insights for strategic decisions

Benefits

  • Hybrid work model for flexibility
  • Opportunities for continuous professional development and training
  • Supportive team environment with strong leadership
  • Access to a portfolio of Small Business products to drive engagement
  • Clear opportunities for progression in agency management and sales roles
Full Job Description
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


Skills, 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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About CNA Financial Corporation

CNA Financial Corporation provides commercial property and casualty insurance products primarily in the United States. It offers professional liability coverages and risk management services to various professional firms, including architects, real estate agents, and accounting and law firms; directors and officers, employment practices, fiduciary, and fidelity coverages to small and mid-size firms, public and privately held firms, and not-for-profit organizations; and commercial property, general liability, cyber liability, umbrella, and excess liability, as well as various other property and casualty coverages for healthcare institutions, professional services firms, and other specialized industries. The company also provides warranty and service contracts for consumer goods, and extended service contracts for consumer automobiles and recreational vehicles; and accident and health, and group life insurance products. In addition, it offers management and professional liability insurance and risk management services, as well as other specialized property and casualty coverages to various healthcare organizations, including hospitals, physician groups, and nursing homes. The company markets its products through independent agents, brokers, and general underwriters to various customers, including small, medium, and large businesses; insurance companies; associations; and other industry groups. CNA Financial Corporation was founded in 1853 and is headquartered in Chicago, Illinois.
Learn more about CNA Financial Corporation
Size
5,600 employees
Market Cap
$11.2 billion
Industry
Net Income
$690 million
Founded
1973
5 Year Trend
+4.7%
Revenue
$10.8 billion
NASDAQ

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