How to hire a senior territory business manager

How to hire a senior territory business manager, step by step

Here's a step-by-step senior territory business manager hiring guide:

• Step 1: Identify your hiring needs
• Step 2: Create an ideal candidate profile
• Step 3: Make a budget
• Step 4: Write a senior territory business manager job description
• Step 5: Post your job
• Step 6: Interview candidates
• Step 7: Send a job offer and onboard your new senior territory business manager
• Step 8: Go through the hiring process checklist

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1. Identify your hiring needs

   Before you start hiring a senior territory business manager, identify what type of worker you actually need. Certain positions might call for a full-time employee, while others can be done by a part-time worker or contractor.

   Determine employee vs contractor status

   Is the person you're thinking of hiring a US citizen or green card holder?

   Yes

   No

   You should also consider the ideal background you'd like them a senior territory business manager to have before you start to hire. For example, what industry or field would you like them to have experience in, what level of seniority or education does the job require, and how much it'll cost to hire a senior territory business manager that fits the bill.

   This list shows salaries for various types of senior territory business managers.

   Type of Senior Territory Business Manager	Description	Hourly rate
   Senior Territory Business Manager	Sales managers direct organizations' sales teams. They set sales goals, analyze data, and develop training programs for organizations’ sales representatives.	$22-48
   Director Of Sales	A sales director is responsible for managing the sales operation of the team, ensuring that members comply with the sales strategies and procedures in meeting sales goals. Sales directors' duties include maintaining consistency of sales targets, providing reports and important updates for sales improvement, managing customers' inquiries and resolving complaints, launching new services to expand product offers, researching the current market trends, and improving sales plans... Show more	$35-80
   Account Manager	Account managers are employees who act as the bridge between the company they represent and the client of the company. They are assigned to handle specific clients so that the company will be able to tailor-fit any product or service according to the clients' requirements... Show more	$20-52

   Show more

2. Create an ideal candidate profile

   Common skills:

   • Neurologists
   • Business Development
   • Oncology
   • BMS
   • Disease State
   • Sales Performance
   • Market Share Growth
   • Sales Objectives
   • Private Practice
   • Product Knowledge
   • Promotional Programs
   • Product Sales
   • Sales Growth
   • Cardiology

   Check all skills

   Responsibilities:

   • Utilize on-line agency managing software which aides in conformation of patient progress note submission to Medicare regulation standards.
   • Accomplish this by actively prospecting new business, maintaining accountability on all sales efforts, and actualizing attentiveness to detail.
   • Certify compliant with product knowledge, BMS behaviors, assign learning modules, and hands-on defensive driving.
   • Service hospitals by educating and selling the benefits of BMS products in the institutional setting.
   • Review physician notes and operative reports to determine appropriate coding for patients on Medicare and other private insurance companies.
   • Set up and train production staff to utilize QuickBooks for assembly company inventory system for accurate information provide to commercial customers.

3. Make a budget

   Including a salary range in your senior territory business manager job description is a great way to entice the best and brightest candidates. A senior territory business manager salary can vary based on several factors:

   • Location. For example, senior territory business managers' average salary in oklahoma is 33% less than in new jersey.
   • Seniority. Entry-level senior territory business managers earn 53% less than senior-level senior territory business managers.
   • Certifications. A senior territory business manager with a few certifications under their belt will likely demand a higher salary.
   • Company. Working for a prestigious company or an exciting start-up can make a huge difference in a senior territory business manager's salary.

   Average senior territory business manager salary

   $69,751yearly

   $33.53 hourly rate

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   Entry-level senior territory business manager salary

   $47,000 yearly salary

   Updated January 23, 2026

4. Writing a senior territory business manager job description

   A job description for a senior territory business manager role includes a summary of the job's main responsibilities, required skills, and preferred background experience. Including a salary range can also go a long way in attracting more candidates to apply, and showing the first name of the hiring manager can also make applicants more comfortable. As an example, here's a senior territory business manager job description:

   Senior territory business manager job description example

   If you're passionate about helping people protect what matters most to them, as well as innovating and simplifying processes and operations to provide the best customer value, then Nationwide's Property and Casualty team could be the place for you!
   Compensation grade: H.SD150
   
   Please note this role may be filled at a different level depending on candidate skills and experience.
   
   Preferred location is Connecticut, but open to considering hybrid/work from home/remote in CT or MA.
   
   #LI-CL1
   
   #LI-Remote
   
   Job Description Summary
   
   Do you thrive in an environment where you can put your critical thinking and communication skills to work every day? Do you appreciate being able to contribute individually as well as collaboratively? Our Surety Underwriting team values initiative, the ambition to grow and learn, a broad skill set that includes everything from marketing to finance to risk analysis and a solutions-oriented mindset. We're technology savvy and highly motivated to grow our business with excellent career advancement opportunities. If you can see yourself as a member of our team, in a company that wants to grow in this space, then we want to know more about you!
   
   Primary relationship manager within the largest territories of surety business based on size, complexity and sophistication of agencies. Markets, manages and underwrites a new and renewal surety book, through direct contact with select agencies or brokers. Drives profit and premium to meet financial goals and objectives through development, negotiation and execution of business plans. Leads and influences agencies through creation of sales strategies and implementation of sales processes and practices that drive new sales, increase shelf space, profit and customer retention. Collaborates with all lines of business to support and increase the overall NW presence. Independently underwrites accounts based on authority level granted to the role and underwriting appetite.
   
   Job Description
   
   Key Responsibilities:
   
   * Monitors market conditions and confirms information gathered within market space. Researches risk, environment and factors necessary to win the account.
   
   * Performs analysis of the most complex accounts that require combining experience, intuition and business savvy to fully understand the landscape in order to make strategic territory and account decisions. Analyzes quality and quantity of risks underwritten ensuring that all variables are considered including financial statements, credit reports, bank and other underwriting documents. Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plans to address/rectify those situations.
   
   * Achieves production, profitability and service objectives. Within delegated authority levels and company guidelines, accepts, rejects or modifies new surety business of a more complex nature to ensure profitability. Prices business according to company underwriting and pricing guidelines. Decisions at this level may require review of additional variables due to the account size, complexity and interactions necessary to influence the largest most sophisticated producers. Leverage agency relationships, underwriting tools and evaluation of exceptions and all other appropriate resources. Independently reviews for acceptability and handles those within level of authority using company underwriting guidelines and standards.
   
   * Manages workflow and intricacies of underwriting more complex assigned work, utilizing company tools and systems to meet service level agreements. Ensures file handling quality and workflow efficiency with a thorough understanding of overall surety strategic direction and operating plans. Manages large, complex work and coordinates work with and through others to meet service level agreements.
   
   * Drives robust agency business planning to deliver detailed performance plans with actions, account abilities and scheduled performance checkpoints. Ensures strong territorial objectives to maximize profit and pipeline management. Proactively identifies opportunities for all lines to cross sell and refers to appropriate business leaders. Planning considerations include sophistication of partners, organizational complexities and larger opportunities that must be mined, promoted and negotiated. Plans and coordinates the efforts of the surety team regarding new business and renewals. Identifies prospects and recommends new agency appointments.
   
   * Markets company's products and services to help drive agency and company results, including all enterprise products that may enhance offerings. Assists agency with strategies for pipeline management and to develop new business in targeted industries and preferred markets. Responds effectively to assess accounts and develop business propositions that win the business.
   
   * Proactively consults with agents, accounts and internal partners to provide underwriting recommendations and develop business solutions. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques of large or unique business. Provides industry trend observations to leadership. Consults with agencies to improve retention and profitability. Proactively identifies and consults on strategies to develop new business and maximize growth and profit.
   
   * Effectively communicates with agencies to establish the company as the provider of choice for the territory for all enterprise products with an emphasis on surety. Communicates product, technology changes and company objectives. Communicates market intelligence to agencies and leadership. Ensures that communication is shared across all key agency partners at all levels in complex environments. Communicates and collaborates actively with team members and leadership to share industry trends, and field underwriting experience.
   
   * Completes agency visits, as appropriate, to develop new accounts, service existing accounts, review agency performance and enhance agency relationship. Develops and maintains strong business relationships with agencies, producers and key groups.
   
   * Leads delivery of appropriate customer service levels. Follows up and ensures proper handling of escalated customer service requests.
   
   * Ensures that tools, training and support are in place to positively impact success for assigned agencies. Identifies and communicates training needs and opportunities. May assist in the development or training delivery as a subject matter expert. Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter expert. Provides professional development knowledge and insight to team members. May help mentor new territory managers and provide coaching.
   
   * Proven ability to manage heavy workload effectively and backup other team members as needed. Monitors business plan results to determine performance and development of any action plans to ensure alignment with underwriting philosophies, standards and performance expectations. Reviews business in process, lost business and drives implementation of business plan. Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage.
   
   May perform other responsibilities as assigned.
   
   Reporting Relationships: Reports to manager or director.
   
   Typical Skills and Experiences:
   
   Education: Undergraduate degree in business or a related field preferred.
   
   License/Certification/Designation: Pursuit of technical insurance coursework such as AFSB is highly desirable.
   
   Experience: Ten years of progressively responsible surety underwriting experience preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred.
   
   Knowledge, Abilities and Skills: Thorough knowledge of surety value proposition and ability to communicate to bond producers and principals. Working knowledge of state laws and regulations required. Expert level of knowledge of surety underwriting and is familiar with surety forms and the requirements of the territory. Thorough working knowledge of company marketing/underwriting standards and philosophies. Excellent knowledge of surety products and programs in order to teach aspects of material to others. Strong knowledge of effective sales, marketing and agency relationship management techniques. Excellent interpersonal and sales skills. Ability to build and maintain cooperative and mutually rewarding internal and external partnerships. Must have the ability to perform duties with independent judgment with underwriting authority and company underwriting standards. Demonstrated decision-making ability required in day-to-day operations where there may be unclear or competing priorities, including evaluating and recommending solutions to customer service, work processing, underwriting selection and rating and best practices compliance. Must have the ability to determine situations where additional support is needed to create alignment for decisions. Must have a strong drive for results.
   
   Other criteria, including leadership skills, competencies and experiences may take precedence.
   
   Staffing exceptions to the above must be approved by the hiring manager's leader and HR Business Partner.
   
   Values: Regularly and consistently demonstrates Nationwide Values.
   
   Job Conditions:
   
   Overtime Eligibility: Not Eligible (Exempt)
   
   Working Conditions: Extended and/or non-standard work hours may be required as well as extensive travel in the field. May require the ability to relocate. A valid driver's license and safe driving record are required.
   
   ADA: The above statements cover what are generally believed to be principal and essential functions of this job. Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.
   
   Benefits
   
   We have an array of benefits to fit your needs, including: medical/dental, paid time off plus nine paid holidays, 401(k) with company match, company-paid pension plan, business casual attire, and more. To learn more about the benefits we offer, click here.
   
   Nationwide is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive culture where everyone feels challenged, appreciated, respected and engaged. Nationwide prohibits discrimination and harassment and affords equal employment opportunities to employees and applicants without regard to any characteristic (or classification) protected by applicable law.

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5. Post your job

   There are various strategies that you can use to find the right senior territory business manager for your business:

   • Consider promoting from within or recruiting from your existing workforce.
   • Ask for referrals from friends, family members, and current employees.
   • Attend job fairs at local colleges to find candidates who meet your education requirements.
   • Use social media platforms like LinkedIn, Facebook, and Twitter to reach potential job candidates.

   Post your job online:

   • Post your senior territory business manager job on Zippia to find and recruit senior territory business manager candidates who meet your exact specifications.
   • Use field-specific websites.
   • Post a job on free websites.

6. Interview candidates

   During your first interview to recruit senior territory business managers, engage with candidates to learn about their interest in the role and experience in the field. During the following interview, you'll be able to go into more detail about the company, the position, and the responsibilities.

   Remember to include a few questions that allow candidates to expand on their strengths in their own words. Asking about their unique skills might reveal things you'd miss otherwise. At this point, good candidates can move on to the technical interview.

   The right interview questions can help you assess a candidate's hard skills, behavioral intelligence, and soft skills.

7. Send a job offer and onboard your new senior territory business manager

   Once you've selected the best senior territory business manager candidate for the job, it's time to write an offer letter. In addition to salary, this letter should include details about the benefits and perks you offer the candidate. Ensuring that your offer is competitive is essential, as qualified candidates may be considering other job opportunities. The candidate may wish to negotiate the terms of the offer, and you should be open to discussion. After you reach an agreement, the final step is formalizing the agreement with a contract.

   It's also important to follow up with applicants who do not get the job with an email letting them know that the position is filled.

   Once that's done, you can draft an onboarding schedule for the new senior territory business manager. Human Resources should complete Employee Action Forms and ensure that onboarding paperwork is completed, including I-9s, benefits enrollment, federal and state tax forms, etc. They should also ensure that new employee files are created for internal recordkeeping.

8. Go through the hiring process checklist

   • Determine employee type (full-time, part-time, contractor, etc.)
   • Submit a job requisition form to the HR department
   • Define job responsibilities and requirements
   • Establish budget and timeline
   • Determine hiring decision makers for the role
   • Write job description
   • Post job on job boards, company website, etc.
   • Promote the job internally
   • Process applications through applicant tracking system
   • Review resumes and cover letters
   • Shortlist candidates for screening
   • Hold phone/virtual interview screening with first round of candidates
   • Conduct in-person interviews with top candidates from first round
   • Score candidates based on weighted criteria (e.g., experience, education, background, cultural fit, skill set, etc.)
   • Conduct background checks on top candidates
   • Check references of top candidates
   • Consult with HR and hiring decision makers on job offer specifics
   • Extend offer to top candidate(s)
   • Receive formal job offer acceptance and signed employment contract
   • Inform other candidates that the position has been filled
   • Set and communicate onboarding schedule to new hire(s)
   • Complete new hire paperwork (i9, benefits enrollment, tax forms, etc.)

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