Reporting to the VP, Head of Sales & Distribution, the National Partner Manager is accountable for establishing and maintaining an assigned group of corporate-level relationships with strategically important distribution partners. As a member of the National Client Practices team, this dynamic role is part of a focused influential group that manages The Hartford’s largest distribution partner relationships totaling in excess of $4 Billion in annual premium. This is a highly visible position with executive and senior leadership exposure both internally and externally, which influences The Hartford’s broker strategies.

By being uniquely positioned to understand the national client’s broader strategies, the National Partner Manager will be able to uncover opportunities, needs and challenges not visible through a single channel perspective.  Coordinating with the business owners and field leaders, the National Partner Manager will drive the relationship productivity, serving as a key contact/escalation point for segment, field, and partner leaders. 

The National Partner Manager is a business development leader supporting mutual growth with critical and influential distribution partners in the industry.  Individual will play a prominent role in aligning the field sales organization across Global Specialty, Middle & Large Business, Small Business, and Personal Insurance business segments and the broker channel to effectively execute in market, to include emerging or new opportunities associated with data, digital, and customer engagement models.  Individual will manage national initiatives in connection with the businesses and develop a thorough enterprise-wide understanding of assigned brokers providing key insights to HIG and broker leadership alike.

This position will ideally be based in Hartford, Chicago, or New York City; remote internal candidates will be considered. 

Responsibilities:

·         Establish deep, credible executive relationships with assigned distribution partners, including corporate office executives as well as key regional distribution leaders; serve as a key contact for high profile retail broker leadership. 

·         Coordinate/drive enterprise sales planning and initiatives – identifying and driving mutually beneficial work to advance relationships.  Enabling enterprise capabilities and value to our partners (i.e., HSI, claims, risk services, global insights team)

·         Understand and identify the dynamics of a rapidly changing marketplace and evolving broker/producer environment.  Develop competitor and marketplace intelligence regarding overall industry, segment, distribution and individual national client trends, including but not limited to M&A activity, talent, emerging technology/platforms, and HIG rank and headroom. Identify critical growth strategies in response that strengthen our competitive position.

·         Fully understand distribution partners’ corporate level strategic plans.  Educate Global Specialty, Middle & Large Business, Small Business, and Personal Insurance sales and distribution organizations across all segments on plans of assigned partners; ensure understanding of how HIG products and services align with partners’ needs and corporate objectives.  Serve as an ongoing consultative resource for Business Segments/Units and Field leadership.

·         Create joint business opportunities beyond what can be accomplished through local engagement.

·         Financial analysis of assigned partners’ results, identifying key trends and areas of opportunity requiring action.  Communication and ongoing performance management with broker.

·         Plan and execute national client compensation strategies.

·         Develop and lead HIG Senior Leadership engagement with assigned broker(s) including the planning and coordination of CIAB and other industry leading events.

 Qualifications:

·         A minimum of 7+ years of experience working in Sales Operations, Sales Management, Field Underwriting, or Distribution Management within property & casualty insurance.  Detailed understanding of large broker relationships required; established, portable relationships with large brokers is ideal.

·         Excellent business development skills - proven track record of identifying and driving new and creative growth opportunities and customer solutions.  High sales achiever with a demonstrated ability to produce results.

·         Proven ability to develop and maintain relationships internally and externally; comfortable presence dealing at all levels of an organization with the ability to leverage those relationships to achieve results.

·         Polished executive presence.

·         Strong strategic thinking skills and complex problem-solving abilities; ability to leverage market and competitor intelligence as well as Home Office support functions.

·         Strong influencing skills – ability effectively influence others in a complex matrixed organization.

·         Entrepreneurial approach – ability to be resourceful and tenacious.

·         Demonstrated business and financial acumen, as well as strong communication and organizational skills.  Proven ability to manage across businesses and functions.

·         Exceptional negotiation skills.

·         Ability to work independently and produce work product/outcomes while maintaining a strategic focus.

·         Well-connected individual with active networking skills.

·         This position requires the ability to travel extensively (~50% - 60% of the time).

·         Bachelor's degree preferred. MBA or another advanced degree and/or insurance industry professional designations (e.g. CPCU, CIC, ARM, CRM, etc), attractive.

Compensation

The listed annualized base pay range is primarily based on analysis of similar positions in the external market. Actual base pay could vary and may be above or below the listed range based on factors including but not limited to performance, proficiency and demonstration of competencies required for the role. The base pay is just one component of The Hartford’s total compensation package for employees. Other rewards may include short-term or annual bonuses, long-term incentives, and on-the-spot recognition. The annualized base pay range for this role is: