The Business Development Manager is responsible for driving profitable growth in the Retail Excess Casualty Insurance portfolio through the development and management of brokers, agency, and client relationships. This role focuses on identifying new business opportunities, expanding market presence, and collaborating with underwriting to deliver tailored excess casualty solutions. The ideal candidate should have a deep knowledge of casualty insurance products, strong industry relationships, and a proven track record of business development within the commercial insurance marketplace. The position works closely with underwriting leadership to align growth initiatives with business objectives but does not have responsibility for managing or servicing individual accounts.

 

What you will do:

 

Business Development & Sales

• Develop and execute strategic business development plans to achieve premium growth and profitability objectives for the Retail Excess Casualty portfolio.
• Identify and pursue new distribution opportunities through retail broker relationships.
• Expand market penetration within targeted industries, territories, and distribution channels.
• Drive awareness of underwriting capabilities, market appetite, and value proposition among key trading partners.
• Support long-term business growth through strategic relationship development and market engagement.

Broker & Client Relationship Management

• Participate in industry events, conferences, and networking activities to strengthen market visibility.
• Build and maintain strong relationships with brokerage leadership, producers, and key agency stakeholders.
• Serve as a primary market-facing representative for the Retail Excess Casualty business unit.
• Conduct regular agency visits, broker meetings, and market outreach activities to strengthen partnerships.
• Facilitate communication between underwriting teams and distribution partners to support business objectives.
• Deliver presentations, product updates, and training sessions to brokers and agencies.

Collaboration & Market Strategy

• Partner with underwriting teams to align business development efforts with risk appetite and profitability objectives.
• Provide market intelligence regarding competitor activity, pricing trends, coverage developments, and emerging risks.
• Assist in developing product enhancements and strategies to address evolving customer needs.

Sales Planning & Performance Management

• Develop and manage business development pipelines and prospecting activities.
• Track and analyze production trends, broker engagement metrics, and growth initiatives.
• Support territory planning and execution to maximize market opportunities.
• Contribute to annual business planning, forecasting, and strategic growth initiatives

What YOU will bring to C&F:

• Bachelor's degree in Business, Risk Management, Insurance, Finance, or a related field.
• 5+ years of experience in commercial insurance, with significant experience in Excess Casualty, Umbrella Liability, or Specialty Casualty lines.
• Demonstrated success in business development, sales, marketing, or brokerage relationship management.
• Strong understanding of casualty insurance coverage structures, underwriting principles, and market dynamics.
• Established broker and agency relationships within the commercial insurance sector.
• Excellent communication, negotiation, and presentation skills.

Preferred Qualifications

• Professional designations such as CPCU, ARM, AU, CIC, or CRIS.
• Experience working with national and regional brokerage firms.
• Knowledge of specialty and excess & surplus (E&S) markets.
• Experience using CRM and pipeline management tools.

Travel Requirements

• Travel is expected to support broker and agency relationship management, business development initiatives, and industry engagement activities.
• Approximately 50% travel may be required, depending on assigned territory and business needs.
• Attend broker meetings, agency visits, industry conferences, client-facing events, and internal strategy meetings.
• Maintain a regular presence in key markets to strengthen distribution partnerships and increase market visibility.
• Overnight travel is required.

What C&F will bring to you

• Competitive compensation package
• Generous 401K employer match
• Employee Stock Purchase plan with employer matching
• Generous Paid Time Off
• Excellent benefits that go beyond health, dental & vision. Our programs are focused on your whole family's wellness including your physical, mental and financial wellbeing
• A core C&F tenant is owning your career development, so we provide a wealth of ways for you to keep learning, including tuition reimbursement, industry related certifications and professional training to keep you progressing on your chosen path
• A dynamic, ambitious, fun and exciting work environment
• We believe you do well by doing good and want to encourage a spirit of social and community responsibility, matching donation program, volunteer opportunities, and an employee driven corporate giving program that lets you participate and support your community

At C&F you will BELONG