Small Business Territory Manager
CNA Insurance · Littleton, CO
- On site
- Full-time
- $141,000 / year
- Littleton, CO
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Small Business Territory Manager
CNA Insurance · Littleton, CO
Jordan Ellis
Hiring Manager · h•••••@cna.wd1.myworkdayjobs.com
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Subject: Interested in the Small Business Territory Manager role at CNA Insurance
Hi Jordan — I came across the Small Business Territory Manager opening and wanted to reach out directly. I've spent the last few years doing exactly this kind of work, and CNA Insurance stood out because…
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Not recommended alone — most applicants never hear back.
Job highlights
- Drive Small Business growth and premium.
- Manage territory, agencies, and producer relationships.
- Enhance agent/CSR understanding of CNA products.
- Strengthen underwriting and agency collaboration.
- Leverage market insights for strategic execution.
About the role
Small Business Territory Manager
At CNA, we strive to create a culture where people know they matter and are part of something important, ensuring the abilities of all employees are used to their fullest potential. We offer leadership to help you advance your career.
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.
Primary Responsibilities
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.
Compensation & Benefits
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.
Technology & Accommodations
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.
Key skills/competency
- Small Business Sales
- Territory Management
- Agency Management
- Commercial Insurance
- Sales Execution
- Producer Engagement
- Underwriting Collaboration
- Market Awareness
- Business Development
- Sales Strategy
Skills & topics
- Small Business Territory Manager
- Commercial Insurance
- Sales Management
- Agency Relations
- Business Development
- Insurance Sales
- Territory Growth
- Underwriting Liaison
- Producer Management
- Insurance Distribution
How to get hired
- Tailor your resume: Highlight commercial insurance sales, agency management, and Small Business experience.
- Showcase results: Quantify achievements in driving submission flow, conversion, and premium growth.
- Emphasize collaboration: Detail experience working with underwriting and internal partners.
- Prepare for interviews: Be ready to discuss territory management strategies and local market knowledge.
- Research CNA: Understand their culture, values, and commitment to employee development.
Technical preparation
Master CNA's Small Business products and appetite.,Understand insurance submission quality standards.,Learn key underwriting workflows and processes.,Familiarize with CRM and pipeline management tools.
Behavioral questions
Describe a challenging agency relationship.,How do you drive producer adoption?,How do you collaborate with underwriting?,How do you manage territory priorities?
Prefer to apply the usual way?
Not recommended alone — most applicants never hear back. Email the hiring manager first.
Frequently asked questions
- What are the key responsibilities for a Small Business Territory Manager at CNA?
- As a Small Business Territory Manager at CNA, your primary responsibilities include driving sales execution to increase submission flow and premium growth, managing your assigned territory and agencies, enabling agents and CSRs with product knowledge and workflow guidance, fostering strong connectivity between underwriting and agencies, and maintaining market awareness. The role requires a focus on day-to-day sales execution (35%), territory and agency management (20%), agent/CSR enablement (25%), underwriting connectivity (15%), and market awareness (5%).
- What experience is required to be considered for the Small Business Territory Manager role at CNA?
- CNA requires candidates for the Small Business Territory Manager position to have at least 5 years of experience in commercial insurance distribution, agency management, or sales roles. Experience specifically within Small Business is strongly preferred. Demonstrated success in driving producer and CSR adoption, territory growth, and improved conversion outcomes is essential, along with a proven ability to collaborate effectively with underwriting and internal partners.
- How does CNA utilize AI in its recruiting process for the Small Business Territory Manager position?
- CNA utilizes AI-enabled technology during the recruiting process for roles like the Small Business Territory Manager. While the specifics of the AI application aren't detailed, candidates can visit CNA's careers page for more information on how technology is integrated into their hiring procedures. This may involve AI assisting in resume screening, candidate matching, or other stages of the recruitment funnel.
- What is the base pay range for a Small Business Territory Manager at CNA in specific US locations?
- In certain jurisdictions including District of Columbia, California, Colorado, Connecticut, Illinois, Maryland, Massachusetts, New York, and Washington, the national base pay range for this Small Business Territory Manager job level is $72,000 to $141,000 annually. Salary is determined by factors like relevant experience, skills, certifications, and location. CNA also offers a comprehensive benefits package.
- How can I apply for the Small Business Territory Manager job at CNA and what should I highlight?
- To apply for the Small Business Territory Manager position at CNA, you should tailor your resume to emphasize your 5+ years of commercial insurance distribution, agency management, or sales experience, with a preference for Small Business expertise. Highlight your track record in driving submission flow, conversion rates, and premium growth. Demonstrating your ability to collaborate with underwriting and internal teams is also crucial. CNA uses AI in recruiting, so ensure your resume is optimized and clearly communicates your qualifications.
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