The Vice President of Business Development is accountable for providing overall direction and leadership for the Company’s Agency and Production source operation. Partners with the Executive team to ensure effective marketing, planning and execution resulting in retention, growth and profitability of business. Leads and influences agencies through creation and execution of sales strategies that drive new sales, profit and retention. Identifies new distribution opportunities and makes agency appointments in line with the strategic direction of the Company. Grows BNP’s presence and relevancy in key agencies that will drive profitable production for the Company.
Essential Duties & Responsibilities
Serves as the primary relationship, sales and business development leader for the Company. Establishes and executes strategies and programs necessary to enhance relationships with agencies which results in the production of profitable business for the Company.
Lead agency planning, budgeting and goal setting for the Company. Work directly with agents to develop annual business plans that maximize our opportunity to achieve desired profitable growth. Lead agency/state reviews that include internal process compliance, results vs goals, profitability, etc. Develop pro-active corrective actions as needed. Oversee all aspects of agency relationship with company. Take an active and participative role in the execution of agency visits.
In support of the Company business plans, expand the distribution network by selecting agencies that meet the business fit and production criteria established by company. Develop an effective distribution vision and plan for the Company to maximize various production sources and their opportunities in support of company profit and production goals. Delivering comprehensive state and regional information including, but not limited to market activity, competitive environment and intelligence, regulatory and compliance matters, economic drivers, and distribution.
Ensures that tools, training and support are in place to positively impact success for the agencies and the Company. Identifies and provides training needs and opportunities where applicable.
With support from the Executive team members, be the lead Officer in developing and executing a sales culture throughout all departments of BNP.
May participate in enterprise projects or initiative, as well as participate in other related duties as assigned by the President.
The incumbent may manage/supervise others based on the needs of the Company. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Our ideal candidate will have the following:
Education & Experience
Bachelor's degree required, Master’s degree preferred. Ten years of progressive insurance industry experience in field-facing positions. Extensive sales experience in the Pacific Northwest, specifically in the states comprising the Berkley North Pacific organization. Two to five years in a leadership role.
Knowledge, Skills & Abilities
Demonstrated strong and successful relationship management skills
Strong sales and underwriting acumen
Works effectively with all levels and can easily build new relationships
Must be action oriented and have strong drive for results
Excellent verbal and written communication skills
Comprehensive knowledge and understanding of small and middle market insurance products and coverages
Demonstrated critical thinking, problem analysis, and problem resolution skills at both a strategic and functional level
Experience negotiating agency contracts, profit sharing agreements, other compensation arrangements
Experience growing a business or portfolio of clients
Demonstrated ability to lead people and influence others to achieve results
Ability to think ahead and plan over a 2-3 year time span
Effective organizational, multi-tasking, and prioritizing skills
Experience attracting, coaching and developing talent
Able to consistently demonstrate commitment to company values and guiding principles
Proficient with Microsoft Word, Excel, Outlook and PowerPoint
Ability to work outside normal work schedule to fulfill responsibilities
Willing to travel throughout the Company’s territory to achieve the goals of the Company
Valid driver’s license for travel. Completion of or working toward AU, ARM, AIM, CPCU or similar designation.
While performing the duties of this job, the employee is regularly required to be seated for sustained periods of time; use fingers to pick up, pinch, twist, or keyboard; express themselves by speaking includes conveying detailed or important spoken information accurately; distinguish sounds at normal levels (with or without correction); be able to receive detailed information orally; and move wrists, hands and/or fingers repetitively. The employee is occasionally required to move about on foot to accomplish tasks; extend their hands/arms in any direction; raise or lower objects or move objects from place to place; hold onto objects with their fingers/palms; and operate a motor vehicle. The employee must occasionally lift or exert force up to 10 pounds. Specific vision abilities required by this job include close vision and ability to adjust focus.
Incumbent normally engages in typical office or administrative work. The noise level in the work environment is usually moderate (business office with computers and printers).