Small Business Territory Manager
CNA Insurance · Boston, MA
- On site
- Full-time
- $141,000 / year
- Boston, MA
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Small Business Territory Manager
CNA Insurance · Boston, MA
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 submission and premium growth.
- Manage territory and agency relationships effectively.
- Enable agents and CSRs with product knowledge.
- Enhance connectivity between agents and underwriting.
- Analyze market dynamics and performance trends.
About the role
About CNA Insurance
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
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.
Additional Information
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 Territory Manager
- Sales Execution
- Territory Management
- Agency Management
- Commercial Insurance
- Underwriting Appetite
- Producer Engagement
- New Business Conversion
- Submission Flow
- Relationship Building
Skills & topics
- Small Business Territory Manager
- Sales
- Territory Management
- Agency Management
- Commercial Insurance
- Insurance Sales
- Business Development
- Account Management
- Underwriting
- Distribution
How to get hired
- Tailor your resume: Highlight 5+ years in commercial insurance, agency management, or sales, emphasizing Small Business experience. Quantify achievements in driving growth and conversion.
- Showcase collaboration skills: Emphasize your proven ability to work effectively with underwriting and internal partners to remove barriers and accelerate flow.
- Demonstrate territory management: Detail your experience in building and executing agency-level engagement strategies and your accountability for production results.
- Prepare for behavioral questions: Be ready to discuss how you influence producer behavior, build trust, and manage competing priorities effectively.
- Research CNA's culture: Understand their commitment to employee growth and well-being, and how they utilize AI in recruiting.
Technical preparation
Master small business insurance products and appetite.,Practice pipeline management and sales forecasting.,Study agency operations and producer workflows.,Prepare to discuss market analysis techniques.
Behavioral questions
Describe driving territory growth and conversion.,How do you build agency and underwriting relationships?,Explain influencing producer and CSR behavior.,How do you manage travel and competing priorities?
Prefer to apply the usual way?
Not recommended alone — most applicants never hear back. Email the hiring manager first.
Frequently asked questions
- What is the salary range for a Small Business Territory Manager at CNA Insurance?
- For specific 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 role is $72,000 to $141,000 annually. Salary is determined by factors such as relevant work experience, skills, certifications, and location.
- What are the key responsibilities of a Small Business Territory Manager at CNA Insurance?
- The primary responsibilities include driving Small Business submission flow and premium growth through daily sales execution, managing territory and agency relationships, enabling agents and CSRs, fostering connectivity with underwriting, and maintaining market awareness.
- What qualifications are required for the Small Business Territory Manager position at CNA Insurance?
- Candidates need 5+ years in commercial insurance distribution, agency management, or sales roles, with a strong preference for Small Business experience. Demonstrated success in driving producer adoption, territory growth, and effective collaboration with underwriting is essential.
- Does CNA Insurance use AI in its recruiting process for the Small Business Territory Manager role?
- Yes, CNA Insurance utilizes AI-enabled technology during the recruiting process. You can find more information about this on their careers page.
- How can I ensure my application stands out for the Small Business Territory Manager role?
- Tailor your resume to highlight your experience in commercial insurance, Small Business, and territory/agency management. Quantify your achievements in sales execution, growth, and conversion. Demonstrate your ability to collaborate effectively with underwriting and influence producer behavior.
- What benefits does CNA Insurance offer to employees?
- CNA offers a comprehensive and competitive benefits package designed to support employees' physical, financial, emotional, and social well-being. Detailed information can be found at cnabenefits.com.
- What is the expected work arrangement for a Small Business Territory Manager at CNA Insurance?
- While not explicitly stated, the description emphasizes 'regular in-person and virtual engagement' and 'local presence,' suggesting a role that likely involves significant travel within the assigned territory, likely on-site or hybrid with extensive fieldwork.
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