Position SummaryThe Business Development Leader (BDL) serves as the face of the entire Coverys organization, representing all Coverys capabilities in their assigned territories and/or distributors. The BDL is responsible for upholding the Company's core values and promoting our current and future growth, profitability, and business diversification objectives. Responsibilities include: building and maintaining profitable producer relationships, supporting and effectively communicating with all key Coverys business units, and driving profitable new business growth and strategic renewal retention.
Essential Duties & Responsibilities- Territorial Ownership -
- Plan strategically for their territory and collaboratively deploys company resources to maximize production. The BDL is seen and acts as the chief decision-maker and "go-to" company leader for his/her assigned territories as respects regional distribution management and market opportunities.
- Seek higher level approvals when required, but always demonstrates strong business judgement & critical thinking in driving profitable growth, solving regional challenges and supporting key business units and functional areas.
- Assist in successfully managing those opportunities in collaboration with colleagues, especially when market opportunities span territories or are multi-regional.
- Producer Engagement
- Proactively build and maintain valuable and profitable producer relationships.
- Hold distributors accountable in meeting defined expectations and objectives.
- Utilize qualitative and quantitative capabilities to measure overall performance and assess distributor potential.
- Recognize producer successes and addresses agency shortfalls in a transparent manner. Conduct periodic, productive and agenda driven meetings with producers in the territories, both in person and through on-line virtual meetings.
- Education and Communication
- Demonstrate a confidence and willingness to consistently learn. Build and cultivates a deep knowledge of all Coverys product and service capabilities, including competitive differentiators
- Educate agents, prospects and insureds about Coverys' diverse customer services and capabilities in both its core and emerging markets. Discover and understand customer and distributor needs and confidently offers custom solutions in a situational response environment, relying heavily on effective use of internal business units and their subject matter experts (SMEs).
- Develop effective intra-departmental communication strategies to support key business units and to keep pace with Coverys' rapid product development and organizational expansion.
- Account & Pipeline Management
- Identify, develop, capture and maintain information on viable facility and provider groups matching underwriting appetites within their assigned territory. Use such knowledge to develop a deep and authoritative understanding of target and existing customers, their distributors and competitors.
- Utilize such intelligence and account specific selling strategies to build and manage a pipeline of target accounts responsibilities (new business and renewal).
- Sales Call Effectiveness
- Conduct highly effective sales calls, both live and virtual environments, with producers by establishing mutually agreed upon meeting objectives/agendas.
- Ensure effective use of each party's time, generate meaningful outcomes from meetings, and follow through on all post meeting commitments including proper documentation.
- Team Leadership
- Ensure SMEs and other internal staff are well-coordinated and accountable for delivery on target and existing customers, and distributors.
- Advocate and steward productive use of our staff with customers and distributors to ensure effective use of resources.
Education, Experience, Competencies & Values- A bachelor's degree or equivalent education is strongly preferred
- MPL experience is preferred, but not required. Preferred experience with Broker Relationship Management, Healthcare Industry, Large National Brokers, Alternative Risk Transfer, Telework/Home-Office Work Environment.
- Active P&C Producer's License is a plus, but not required.
- Skills needed: Consultative Selling, Complex Selling Strategy, Relationship Building, Communication & Interpersonal Skills (internal/external, written/verbal), Professionally Demanding, Attention to Detail/Documentation, Strategic/Analytical Interpretation, Technological Adaptation.
- Experience with Microsoft Office. Proficiency with MS Excel (including filters & pivot tables) and PowerPoint (create and/or modify slide-based presentations).
- Experience with Salesforce is preferred.
- Excellent tactical execution is required in support of their territorial strategy.
- Travel Up to 50%, primarily for key distributor/client meetings (including events) and some HO required travel.
Base salary range is $109,345 - $128,640. Individual compensation packages are based on a variety of factors that are unique to each candidate including location, skill set, experience, qualifications and education.
