Small Business Sales Representative Jobs
Small Business Sales Representative jobs are open across retail, financial services, telecommunications, and technology, from entry-level to senior account executive, with specializations in territory management, SMB account growth, and outside sales. See the openings below and apply to the ones that match your experience.
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This Territory Manager will cover the territory comprised of San Diego up through Orange County as well as part of LA County.
Job Description Summary
On our team, we look for that rare professional who is both analytical and a relationship-builder. Those who can combine those talents with their entrepreneurial drive and own and manage their territory can thrive and grow with us. If this sounds like the opportunity you've been looking for, we want to hear from you!As a Small Market Territory Manager, you'll lead profitable small commercial growth in the designated territory by developing and managing assigned agencies. We'll count on you to drive strong results through profitable quote flow through single dedication to small market commercial lines. You'll partner with personal lines and middle market sales and underwriting teams to find opportunities and develop growth and profit strategies.
Job Description
Key Responsibilities:
- Monitors market conditions, competitive landscape and confirms information gathered within market space. Uses territory results, market intelligence, competitor products and rates to identify small commercial growth opportunities for the agencies. Reviews and assesses agency strengths, capabilities and growth opportunities.
- Analyzes quality and quantity of risks underwritten and prepares reports. May review agency books of business as well as profit/growth results and trends to recommend and implement action plans.
- Communicates with agencies to establish the company as the provider of choice for the territory for all enterprise products, with an emphasis on commercial lines. Communicates product, technology changes and company objectives. Communicates market intelligence to agencies and leadership. Communicates and collaborates actively with team and leaders to share industry trends and field underwriting experience.
- Manages small market commercial production, profit and service objectives within assigned territory. Drives robust agency business planning to deliver detailed performance plans with actions, accountabilities and scheduled performance checkpoints. Ensures strong territorial objectives to maximize profit and pipeline management. Proactively finds opportunities for all lines of business and refers to appropriate business leaders.
- Works with agents and internal partners to develop business solutions including strategic and tactical planning. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques. Provides industry trend observations to leadership.
- Recommends appointment of new agencies, as well as agency terminations based on results. Ensures compliance with administrative practices and adherence to policies and procedures. Influences agency business plans and practices necessary to achieve results. Makes recommendations to leadership regarding agency alignment and deployment.
- Cultivates relationships that enhance value to the agency and Nationwide. Maintains a responsive and visible presence to network.
- Consults with agents on customer service expectations and helps resolve customer issues. Ensures that support is provided internally and may help coordinate resolution of service needs.
- Ensures tools, training and support are in place to positively impact success for the agencies and territory. Identifies and communicates training needs and opportunities. Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter authority.
- Works with agents to review existing and potential accounts.
- Partners with the small commercial underwriting manager and/or lead. Uses pricing knowledge and effective decision making with provided credit authority to adjust pricing.
- Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plan to resolve those situations.
- Performs analysis of the most complex accounts that require combining experience, intuition and business savvy to fully understand the landscape to make strategic territory and account decisions.
May perform other responsibilities as assigned.
Reporting Relationships: Reports to Director, Small Market Business Development - Commercial Lines.
Typical Skills and Experiences:
Education: Undergraduate studies in general business, insurance, sales, marketing or related fields. Undergraduate degree preferred.
License/Certification/Designation: Relevant professional designation such as CPCU or CIC is preferred.
Experience: Seven years of progressively more responsible underwriting and sales experience in commercial business preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred.
Knowledge, Abilities and Skills: Thorough working knowledge of commercial underwriting, pricing and coverage for small market business. Knowledge of company sales and underwriting standards and practices company commercial products and programs. Knowledge of state statutes and regulations. Proven knowledge of agency operations, sales program implementation and training concepts involving products, rules and rating plans. Strong understanding of business concepts including financial pro forma, operating plans, goal setting, sales and marketing techniques. Good understanding of Nationwide processes, products, fiduciary responsibility and compliance requirements. 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, within credit authority and aligned with 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 compliance. Strong drive for results. General skills including, functional technical skills, written and verbal communication skills, business sense, managerial courage, political savvy, conflict management, directing others, hiring, staffing and motivating others, customer focus, organizational agility, planning, organizing, priority setting and presentation skills.
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 Human Resources Business Partner.
Values: Regularly and consistently demonstrates Nationwide Values.
Job Conditions:
Overtime Eligibility: Not Eligible (Exempt)
Working Conditions: Heavy travel with extended stays may be required. Most sales managers work from a remote location. 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/vision, life insurance, short and long term disability coverage, paid time off with newly hired associates receiving a minimum of 18 days paid time off each full calendar year pro-rated quarterly based on hire date, nine paid holidays, 8 hours of Lifetime paid time off, 8 hours of Unity Day paid time off, 401(k) with company match, company-paid pension plan, business casual attire, and more.
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.
NOTE TO EMPLOYMENT AGENCIES:
We value the partnerships we have built with our preferred vendors. Nationwide does not accept unsolicited resumes from employment agencies. All resumes submitted by employment agencies directly to any Nationwide employee or hiring manager in any form without a signed Nationwide Client Services Agreement on file and search engagement for that position will be deemed unsolicited in nature. No fee will be paid in the event the candidate is subsequently hired as a result of the referral or through other means.
Nationwide pays on a geographic-specific salary structure and placement within the actual starting salary range for this position will be determined by a number of factors including the skills, education, training, credentials and experience of the candidate; the scope, complexity and location of the role as well as the cost of labor in the market; and other conditions of employment. If a Sales job, Sales Incentives, based on performance goals are possible in addition to this range. Note on Compensation for Part-Time Roles: Please be aware that the salary ranges listed below reflect full-time compensation. Actual compensation may be prorated based on the number of hours worked relative to a full-time schedule. The national salary range for Territory Manager, Small Market Business Development - Commercial Lines : $112,000.00-$209,000.00 The expected starting salary range for Territory Manager, Small Market Business Development - Commercial Lines : $112,000.00 - $168,000.00- Job Category Sales
- Position Type Full Time
- Posted 2026-11-13T08:13:43.789532+00:00
- Location(s)
- California - San Diego
- California - Los Angeles
- Line of Business
- Entity
- Recruiter
- Hiring Manager
- Experience Level
- Req ID 101243
This Territory Manager will cover the territory comprised of San Diego up through Orange County as well as part of LA County.
Job Description Summary
On our team, we look for that rare professional who is both analytical and a relationship-builder. Those who can combine those talents with their entrepreneurial drive and own and manage their territory can thrive and grow with us. If this sounds like the opportunity you've been looking for, we want to hear from you!As a Small Market Territory Manager, you'll lead profitable small commercial growth in the designated territory by developing and managing assigned agencies. We'll count on you to drive strong results through profitable quote flow through single dedication to small market commercial lines. You'll partner with personal lines and middle market sales and underwriting teams to find opportunities and develop growth and profit strategies.
Job Description
Key Responsibilities:
- Monitors market conditions, competitive landscape and confirms information gathered within market space. Uses territory results, market intelligence, competitor products and rates to identify small commercial growth opportunities for the agencies. Reviews and assesses agency strengths, capabilities and growth opportunities.
- Analyzes quality and quantity of risks underwritten and prepares reports. May review agency books of business as well as profit/growth results and trends to recommend and implement action plans.
- Communicates with agencies to establish the company as the provider of choice for the territory for all enterprise products, with an emphasis on commercial lines. Communicates product, technology changes and company objectives. Communicates market intelligence to agencies and leadership. Communicates and collaborates actively with team and leaders to share industry trends and field underwriting experience.
- Manages small market commercial production, profit and service objectives within assigned territory. Drives robust agency business planning to deliver detailed performance plans with actions, accountabilities and scheduled performance checkpoints. Ensures strong territorial objectives to maximize profit and pipeline management. Proactively finds opportunities for all lines of business and refers to appropriate business leaders.
- Works with agents and internal partners to develop business solutions including strategic and tactical planning. Shares understanding of organizational capabilities and opportunities to drive maximum value of relationships. Consults regarding the appetite, acceptability, terms, conditions, pricing and sales techniques. Provides industry trend observations to leadership.
- Recommends appointment of new agencies, as well as agency terminations based on results. Ensures compliance with administrative practices and adherence to policies and procedures. Influences agency business plans and practices necessary to achieve results. Makes recommendations to leadership regarding agency alignment and deployment.
- Cultivates relationships that enhance value to the agency and Nationwide. Maintains a responsive and visible presence to network.
- Consults with agents on customer service expectations and helps resolve customer issues. Ensures that support is provided internally and may help coordinate resolution of service needs.
- Ensures tools, training and support are in place to positively impact success for the agencies and territory. Identifies and communicates training needs and opportunities. Participates in program and product orientation meetings in conjunction with Sales/Marketing partners as the underwriting subject matter authority.
- Works with agents to review existing and potential accounts.
- Partners with the small commercial underwriting manager and/or lead. Uses pricing knowledge and effective decision making with provided credit authority to adjust pricing.
- Analyzes regional underwriting performance experience, identifies problems on a territory level and proposes action plan to resolve those situations.
- Performs analysis of the most complex accounts that require combining experience, intuition and business savvy to fully understand the landscape to make strategic territory and account decisions.
May perform other responsibilities as assigned.
Reporting Relationships: Reports to Director, Small Market Business Development - Commercial Lines.
Typical Skills and Experiences:
Education: Undergraduate studies in general business, insurance, sales, marketing or related fields. Undergraduate degree preferred.
License/Certification/Designation: Relevant professional designation such as CPCU or CIC is preferred.
Experience: Seven years of progressively more responsible underwriting and sales experience in commercial business preferred. Expertise in markets consistent with our underwriting appetite and product portfolio preferred.
Knowledge, Abilities and Skills: Thorough working knowledge of commercial underwriting, pricing and coverage for small market business. Knowledge of company sales and underwriting standards and practices company commercial products and programs. Knowledge of state statutes and regulations. Proven knowledge of agency operations, sales program implementation and training concepts involving products, rules and rating plans. Strong understanding of business concepts including financial pro forma, operating plans, goal setting, sales and marketing techniques. Good understanding of Nationwide processes, products, fiduciary responsibility and compliance requirements. 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, within credit authority and aligned with 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 compliance. Strong drive for results. General skills including, functional technical skills, written and verbal communication skills, business sense, managerial courage, political savvy, conflict management, directing others, hiring, staffing and motivating others, customer focus, organizational agility, planning, organizing, priority setting and presentation skills.
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 Human Resources Business Partner.
Values: Regularly and consistently demonstrates Nationwide Values.
Job Conditions:
Overtime Eligibility: Not Eligible (Exempt)
Working Conditions: Heavy travel with extended stays may be required. Most sales managers work from a remote location. 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/vision, life insurance, short and long term disability coverage, paid time off with newly hired associates receiving a minimum of 18 days paid time off each full calendar year pro-rated quarterly based on hire date, nine paid holidays, 8 hours of Lifetime paid time off, 8 hours of Unity Day paid time off, 401(k) with company match, company-paid pension plan, business casual attire, and more.
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.
NOTE TO EMPLOYMENT AGENCIES:
We value the partnerships we have built with our preferred vendors. Nationwide does not accept unsolicited resumes from employment agencies. All resumes submitted by employment agencies directly to any Nationwide employee or hiring manager in any form without a signed Nationwide Client Services Agreement on file and search engagement for that position will be deemed unsolicited in nature. No fee will be paid in the event the candidate is subsequently hired as a result of the referral or through other means.
Nationwide pays on a geographic-specific salary structure and placement within the actual starting salary range for this position will be determined by a number of factors including the skills, education, training, credentials and experience of the candidate; the scope, complexity and location of the role as well as the cost of labor in the market; and other conditions of employment. If a Sales job, Sales Incentives, based on performance goals are possible in addition to this range. Note on Compensation for Part-Time Roles: Please be aware that the salary ranges listed below reflect full-time compensation. Actual compensation may be prorated based on the number of hours worked relative to a full-time schedule. The national salary range for Territory Manager, Small Market Business Development - Commercial Lines : $112,000.00-$209,000.00 The expected starting salary range for Territory Manager, Small Market Business Development - Commercial Lines : $112,000.00 - $168,000.00- Job Category Sales
- Position Type Full Time
- Posted 2026-11-13T08:13:43.789532+00:00
- Location(s)
- California - San Diego
- California - Los Angeles
- Line of Business
- Entity
- Recruiter
- Hiring Manager
- Experience Level
- Req ID 101243
Small Business Sales Representative Jobs by Experience Level
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Find JobsSmall Business Sales Representative Job Market
Who's Hiring
- U.S. Bank35
- Global Payments12
- Regions Financial11
- JPMorganChase10
- PNC Financial Services10
Top Industries Hiring
- Banking & Financial Services18
- Education3
- Science & Research3
- Consulting & Professional Services3
- Insurance1
What Employers Look For
The qualifications that appear most often in small business sales representative jobs.
- One to three years of B2B or SMB sales experience with a consistent quota attainment history
- Proficiency with CRM platforms such as Salesforce or HubSpot to manage pipeline and activity
- Demonstrated ability to prospect, cold-call, and conduct product demonstrations for small business owners
- Strong verbal and written communication skills for client-facing presentations and proposal writing
- High school diploma required at minimum, with a bachelor's degree in business or a related field preferred
- Familiarity with consultative selling methodologies such as SPIN, Challenger, or solution-based sales frameworks
Tips for Your Small Business Sales Representative Job Search
Quantify territory and revenue results
Hiring managers for small business sales roles want numbers. Replace vague claims with specific results: percentage of quota attained, number of net-new accounts opened, or average deal size. Concrete figures make your resume stand out against candidates using generic descriptions.
Apply early to roles that fit
Migrate Mate lists small business sales representative openings from across the United States in one place, so you can find roles that match and apply directly to each listing.
Target postings by sales motion type
Filter openings by whether the role is inside sales, outside field sales, or a hybrid. Small business sales cycles and compensation structures differ sharply between these motions, so applying only where your experience matches raises your callback rate.
Prepare a territory management story
Interviewers for SMB sales roles almost always ask how you managed a geographic or account-based territory. Prepare a specific example covering how you prioritized prospects, structured your week, and recovered a stalled pipeline before the interview.
Negotiate on base, quota, and ramp
When you receive an offer, review the quota attainment threshold and ramp period alongside base salary. A high quota with a short ramp can effectively cut your first-year earning potential, so ask for specifics on both before accepting.
Follow up with a sales-style close
After an interview, send a follow-up note that references a specific business problem discussed and ties it to your past results. Closing on next steps in your follow-up signals the communication style interviewers want to see from a sales hire.
Small Business Sales Representative Jobs: Frequently Asked Questions
Which companies are hiring the most small business sales representatives?
U.S. Bank, Global Payments, and Regions Financial are hiring the most small business sales representatives right now, with openings concentrated in California, Florida, and New York, based on current listings on Migrate Mate as of November 2026. Industries with the highest volume of openings include telecommunications, financial services, and business-to-business software.
How many small business sales representative jobs are remote?
About 66% of small business sales representative openings are fully remote or hybrid as of November 2026, though the share varies by industry and sales motion. Inside sales and account management roles within software and fintech tend to offer the most remote or hybrid flexibility, while field-based territory roles in telecom and insurance typically require in-person client visits.
How do you become a small business sales representative?
Start by building foundational sales skills in a customer-facing role, such as retail, customer success, or business development. Learn a CRM platform and practice cold outreach. Then target entry-level SMB sales positions at companies with structured onboarding programs. Consistently hitting quota in a junior role is the clearest path to advancing into a full small business sales representative position.
Can you get hired as a small business sales representative with no experience?
Yes, many companies hire candidates with limited formal sales experience if they can demonstrate strong communication skills, comfort with cold outreach, and a competitive drive. Highlighting customer-facing work, volunteer fundraising, or any role where you persuaded others helps. Some employers offer sales development representative programs specifically designed to bring in and train career changers and recent graduates.
What does the small business sales representative interview process look like?
The process typically includes an initial phone screen with a recruiter, followed by a video or in-person interview with the hiring manager focused on your sales methodology and past results. Many companies add a role-play exercise where you conduct a mock prospecting call or product pitch. Final rounds often involve meeting a sales director or reviewing a territory business plan you prepared in advance.
Where can I find and apply to small business sales representative jobs?
You can find and apply to small business sales representative jobs on Migrate Mate, which lists current openings from across the United States. Search for roles that match your experience level, preferred sales motion, and location, then apply directly to each listing that fits.
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