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. #LI-KC2 #LI-Hybrid _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](http://cnabenefits.com)._ CNA utilizes AI-enabled technology during the recruiting process. For more information, please visit our [careers page](https://www.cna.com/careers). CNA is committed to providing reasonable accommodations to qualified individuals with disabilities in the recruitment process. To request an accommodation, please contact [[email protected]](mailto:[email protected])