Small Business Territory Manager

About this role

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

I n 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  leaveadministration@cna.com

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