Regional Director of Client Development - Captive Insurance
11 - 15 years experience • Insurance
Capstone Associated Services, Ltd. is one of the United States’ largest turnkey providers of captive insurance/alternative risk planning services, having begun in 1998, and today serves a national client base of private, closely-held, substantial businesses in managing their risks. We are a sophisticated and professional organization, with educated, proficient, and business-savvy team members. Clients hire us because we are smart, responsive, and professional with excellent follow up and a proven track record of developing creative solutions that encompass risk, finance, insurance, tax and legal.
Our staff at Capstone includes CPAs, CPCUs, ARMs, risk managers, CICs and otherfinancial and insurance experts who have decades of experience in serving our target client base.
Capstone's national reputation has partially been earned by drawing upon its sister organization, The Feldman Law Firm LLP, which has a dozen lawyers specializing in federal income tax, tax controversy, corporate, insurance taxation, insurance regulatory, corporate, finance and related litigation matters. Usually, our clients hire both organizations which together provide a seamless basket of services to joint clients.
Capstone is Houston-based, but does business throughout the U.S., with insureds based in 30+ states. Staffed offices are located in Atlanta, GA; The Valley, Anguilla, BWI; Wilmington, DE; and Houston, TX.
We are recruiting experienced insurance, sales and financial professionals to join Capstone as regional directors in the Midwest, Northeast, and West Coast / Northwest regions of the United States in order to further expand our footprint.
Capstone Associated Services, Ltd. is seeking seasoned and aggressive "Director of Client Development – Captive Insurance (West Coast / Northwest)" to lead his/her respective regional territory. The newly hired Directors will supplement the successful onboarding of a Director of Client Development - Southeast which was done in 2015. Each new Director will be assigned a multi-state region and will be responsible for achieving specific regional business development goals, drawing on the expertise of the Houston corporate office and its related legal talent. The current business development team includes senior executives in the southeast and in Houston and a headquarters staff in Houston. We also have an established business communications/marketing team already in place. The role of the Regional Directors of Client Development – Captive Insurance is to take overall responsibility for obtaining (in connection with the marketing/communications group) and qualifying leads, developing them as prospects, and managing them through the onboarding process wherein they become Capstone clients.
Capstone’s business is helping companies reduce insurable risks through the formation of a comprehensive alternative risk/captive insurance program that supplements companies' traditional P&C insurance program, as well as identifying and funding enterprise risks such as exclusions, gaps, and limitations, including uninsured or uninsurable risks. Projects also include medical insurance capitation and workers compensation programs through Capstone's arrangements with insurers.
The successful candidates will have a track record of identifying problems and developing solutions. They will be self-starters who (i) are proficient in planning, managing and executing a business development plan and (ii) are comfortable working with successful business owners and their advisors. Experience in wealth management, life insurance or P&C sales are among the relevant backgrounds, as is the self insurance or worker’s compensation industries. A knowledge of high-deductible insurance programs is helpful. Because Capstone’s legal, risk management, finance and other resources are based in Houston, candidates will need to have already developed project management skills to properly use the remote support. These include strong technology, computer, office, and scheduling skills. Candidates would expect to work from their home/office. Each successful candidate must either have or immediately develop a strong understanding of property & casualty insurance principles, including underwriting and pricing.
The Business Development group has the responsibility of (1) qualifying and educating prospects, (2) scheduling and presenting webinar presentations for client prospects and their advisors, (3) assisting with closing the multi-year planning transactions, (4) onboarding clients, and (5) managing client relationships to ensure client retention.
Each Director of Client Development – Captive Insurance must be able to assimilate and articulate sophisticated corporate, insurance, tax, and financial concepts and planning in a coherent manner to client prospects.
Responsibilities will include:
Manage lead capture and tracking, with the objective of converting leads to clients;
Develop and implement a formal client retention and client satisfaction strategy;
Maintain a detailed pipeline of new business development;
Build relationships with new customers and increase Capstone’s market share in the region (including groups such as risk management associations, trade associations, CPAs, wealth advisors);
Support the execution of Capstone’s national sales and marketingcampaigns;
Travel regionally in your territory and to the corporate office in Houston as needed;
Along with the Houston office, secure speaking opportunities for Capstone's professional staff and for its lawyers;
Achieve or exceed the region’s quarterly and annual new business revenue goals; and
Performs related duties as assigned.
The metric of success is net growth in captive units under management.
a) Bachelor’s degree or Master’s degree in a relevant area.
b) Minimum of 10years of business development and client retention.
c) Minimum of 10years of financial services sales and marketingexperience.
d) Excellent computer and office equipment skills.
e) Good business writing/communications skills.
f) Track record of driving and managing financial services growth programs.
g) CPCU, CIC, ARM, CRM, RIA, or CPA designations are helpful.
h) The optimal candidate would have a strong understanding of P&C
insurance principles or would quickly develop this expertise.
i) Experience in an independent or remote work environment is helpful but
This is a fast-paced environment, with an increased commitment at year-end. However, you will set your own schedule. Results are the metrics of success. Workflow increases at various times during the year and is especially heavy at year-end, so the candidate must be willing to fully contribute during peak periods.
Non-smokers only. Candidates will be subject to a pre-employment physical, skills testing, criminal background check, employment background checks, and salary history verification.
This position offers a significant opportunity based on experience. The benefits package includes 125 plan, health, short-term disability, and long-term disability insurance.
U.S. Regions: West Coast / Northwest