Reports to: VP, Business Development
About the Role
We are seeking an AVP, Retail and Wholesale Distribution to lead our national retail and wholesale distribution team and drive top-line growth across our Equipment Breakdown, Cyber, and Renewable Energy product lines, with additional products expected to join the portfolio over time. This is a high-visibility leadership role managing a team that owns the day-to-day direct agent and broker relationships nationwide - the AVP is accountable for that team's strategy, performance, and results.
The ideal candidate is a field sales activation and enablement expert - someone who thrives on coaching, training, and developing business development talent, and who knows how to translate that coaching into measurable results: submission activity, new business premium growth, total gross written premium (GWP), and retention.
What You'll Do
• Lead, coach, and develop a team of 7-8 business development professionals responsible for managing agent and broker relationships across the country.
• Build and execute a national distribution strategy across Equipment Breakdown, Cyber, and Renewable Energy, with the flexibility to onboard new products as the portfolio expands.
• Design and lead sales activation and enablement programs - training curricula, coaching cadences, and performance frameworks - that build a high-performing, consultative sales team.
• Instill sales discipline and process across the team, including consistent CRM utilization, pipeline management, and agency management practices, to drive accountability and predictable production.
• Set annual production goals, submission activity targets, and new business premium growth targets for the team, while owning total gross written premium (GWP) and profitability across the book.
• Own reporting and results communication to senior management, including performance trends, pipeline health, and market intelligence.
• Cultivate and manage relationships with key trading partners, including retail agents, wholesale brokers, and MGAs, to expand distribution reach and deepen existing partnerships.
• Serve as an external face of the organization to agents and brokers, clearly communicating our value proposition and ensuring intermediaries have the support they need to do business with us.
• Represent the company at major industry conferences, trade events, and broker/agent forums.
• Partner cross-functionally with underwriting, product, marketing, and actuarial teams to align distribution strategy with appetite, pricing, and product development.
• Monitor competitive positioning, market trends, and distribution channel performance to inform strategy and identify new growth opportunities.
• Recruit, hire, and build bench strength on the distribution team, supporting succession planning and long-term team development.
Requirements
• A bachelor's degree in sales/marketing, underwriting is preferred.
• 12+ years in the insurance industry in distribution management
• Experience working with senior management in developing tactical sales plans
• Track record in achieving key performance indicators and metrics
• Supervisory or management experience leading teams and seasoned professionals
• Experience in project and time management
• Experience in business finance (P&L)
Preferred Qualifications
• Significant experience in P&C insurance distribution and sales leadership, ideally within specialty lines (Equipment Breakdown, Cyber, or Renewable Energy experience strongly preferred).
• A demonstrated track record of building, coaching, and leading high-performing sales/business development teams.
• Deep knowledge of retail and wholesale distribution channels and how to manage agent and broker relationships effectively.
• A genuine passion for sales enablement - someone who has designed or run coaching and training programs that moved production numbers, not just delivered content.
• A track record of instilling sales discipline and process rigor within a team, including consistent CRM adoption, pipeline management, and structured agency management practices.
• Strong executive presence and relationship-building skills, with experience representing an organization externally at industry events.
• Comfort operating with autonomy while managing accountability to senior leadership through clear, data-driven reporting.
• Willingness to travel regularly to support the national team, trading partners, and industry events.
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.
