AVP, Business Development

The Doctors Company - Austin, TX (30+ days ago)


Business Development:
In insurance, they say “Nothing happens until someone sells something.” Business Development makes it happen. We are a driving force in achieving the company’s growth and retention goals. We are responsible for managing the industry’s top network of independent and captive agents. We work tirelessly to increase the value of being an agent for The Doctors Company, and we find innovative ways to reward those closely aligned with the organization. We manage endorsed programs with leading national and state medical and specialty societies serving 250,000 members. We are prominent at industry events and maximize our visibility with agents and members. And we seize opportunities to promote The Doctors Company in innovative ways.

Our team is located throughout the country. We seek candidates who make a difference—who are outgoing and who enjoy networking and travel, and who understand the importance of relationships and collaboration.

Mission:
Lead a regional direct business team to profitably grow direct business and generate non risk-bearing revenue. This will be achieved by creating a robust, professional sales culture, collaborating with other departments, building strong member engagement and integrating acquired direct business within the region.

Responsibilities:
Agency Sales Performance & Relationship Management

Leads agency-related business development initiatives.
Builds, manages and leads team focused on developing an agency network capable of supporting the company’s growth and retention strategy.
Identifies candidates for agency appointment.
Provides ad hoc/custom agency production reports and conducts analysis as needed.
Leverages agency incentive programs, Key Agency co-op program, agency education, and agency seminars to increase submission rate/quality and to foster relationships.
Manages and monitors TDC oversight of Agent and Broker Performance.
Formulates and submits for acceptance agency management policies, practices and procedures. (relo to business systems).
Demonstrates a knowledge of TDC value proposition, history, financials, core services and competitive differentiators and is able to utilize this knowledge to position TDC as a premier company for industry brokers.
Leads Sales Programs.
Monitors sales on a monthly basis. Monitors and assesses Channel sales and service performance against plan and works with channel and regional leaders to implement appropriate adjustments/actions.
Manages Channel sales and service plan risk evaluation in cooperation with regional BD and UW for TDC sales performance, including monitoring the environment, identifying risks to plans, evaluating risk for likelihood/impact, and developing risk management plan.

Financial Management

Manages the Business Development budget to optimize distribution strategy in the region.
Provides input on incentive programs to ensure value derived is equal to or greater than resources expended.
Implements TDC commission and sales incentive programs in the region.
Monitors sales and profitability on a monthly basis.
Works with SVP ROO and HQ to ensure strategy and revenue targets are met

Leadership and Organizational Management

Works with peers and senior management to identify opportunities to improve corporate effectiveness.
Develops individual staff performance plans in support of the department plan.
Monitors staff performance and provides staff coaching.
Assures optimal structure of the regional Business Development department and optimal collaboration with and among the regions and HQ.
Ensures team members stay abreast of healthcare and industry trends, including agency/broker merger and acquisitions.
Evaluates direct reports, and regional staff as requested.

Coordinates with HQ, National Business Development, and Regions

Collaborate with Marketing to create regional marketing plan.
Work with Marketing to create and execute marketing projects.
Collaborate with Marketing to create collateral materials for endorsing partners.
Collaborate with Marketing to send targeted mailings prior to events to increase traffic.
Manage social media presence for individual team members and region.

New Business Production
Hire and manage a team that creates and pursues targeted sales campaigns for standard accounts, ERM accounts, custom accounts and outside lines.
Assist team members to effectively manage their sales pipelines.
Align regional sales efforts with national direct sales strategy.
Create SalesPlan in coordination with Hunters.
Leads Sales Programs.
Monitors & assesses Channel sales performance against plan and works with channel and regional leaders to implement appropriate adjustments/action.
Manages Channel sales plan risk evaluation in cooperation with regional BD and UW for TDC sales performance, including monitoring the environment, identifying risks to plans, evaluating risk for likelihood/impact, and developing risk management plan.

Other duties as assigned

Participates in Business Development Executive Committee, National Underwriting and National Business Development meetings and other standing meetings as assigned.
Manages Local Advisory Boards in the region as described in the corporate mission and charter.
Participates in product initiatives.
Other duties to be assigned.

Qualifications:
Bachelor’s degree in arts or sciences, with a focus on business administration, finance, marketing or related field, or equivalent combination of education and experience is required.

Eight to ten (8-10) years of insurance sales and agency relations and management experience required.

Property & casualty producer license required.

CPCU, RPLU, or similar insurance designation preferred

Position requires approximately 25% overnight travel by air and car.

Benefits:
We offer competitive compensation, incentive bonus plans, outstanding career opportunities, an exceptional work environment, and an impressive benefits package, which starts with medical, family and bereavement leave; same-sex domestic partner benefits; short- and long-term disability programs; and an employee assistance program. There's more:

Health, dental, and vision insurance
Health and dependent care tax-free spending accounts with a company match
401(k) and Roth IRA with company match, as well as catch-up plans for both
10 paid vacation days, 6 paid sick days, and 6 paid personal days each calendar year (with vacation increases based on length of service)
10 paid holidays each calendar year
Life and travel insurance
Tax-free commuter benefits
In-person and online learning opportunities
Cross-function career opportunities
Business casual work environment
Time off to volunteer
Matching donations to qualifying nonprofit organizations
Company-sponsored participation at non-profit events

Overview:
At The Doctors Company, we are fiercely committed to our mission of advancing, protecting, and rewarding the practice of good medicine. Our employees are integral to our success as the nation’s largest physician-owned medical malpractice insurer—and reflect our core values of service and professionalism. Employees also make a difference in their communities through volunteer work and donations. In the last five years, employees have worked more than 5,000 hours for local community organizations and donated more than $500,000, in conjunction with a company matching funds program.

The Doctors Company is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.

Nearest Major Market: Austin