Small Business Territory Manager

CNA Insurance

Sales Manager for Small Business insurance at CNA, driving agent relationships and submission flow. Collaborating with underwriting and managing territory for growth and performance.

Posted 6/13/2026full-timeTimonium • District of Columbia, Maryland, Pennsylvania • 🇺🇸 United StatesMid-LevelSenior💰 $72,000 - $141,000 per yearWebsite

About the role

Key responsibilities & impact

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
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
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
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
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.

Requirements

What you’ll need

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
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.

Benefits

Comp & perks

comprehensive and competitive benefits package to help our employees – and their family members – achieve their physical, financial, emotional and social wellbeing goals.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

commercial insurance distributionagency managementsales executionpipeline stewardshipsubmission quality standardsunderwriting appetiteterritory growthconversion outcomesbusiness planningtraining

Soft Skills

collaborationcommunicationinfluenceself-directedexecution-orientedbusiness judgmentcredibilityengagementprioritizationdiscipline