AVP, Commercial Sales and Marketing

Responsibilities

• Develop and manage sales and marketing activities that promote the brand and effectively communicate HCI’s product appetite and business objectives.
• Prospect, identify, and recruit established Commercial P&C agencies with strong production potential and alignment with HCI’s appetite.
• Build relationships with agency principals and Commercial Lines leaders, evaluate prospective agencies, and develop a pipeline of qualified new appointments.
• Conduct agency visits and presentations, manage prospects through appointment and onboarding, and track prospecting activity, appointments, and production in Salesforce to expand HCI’s presence in targeted markets.
• Partner with HCI leadership to identify profitable target markets, define sales and engagement metrics, and develop and execute marketing plans that support growth and profitability objectives.
• Lead agency management efforts, including performance tracking, rehabilitation plans, termination of underperforming agents, and identification and engagement of new agents in alignment with strategic objectives.
• Establish sales objectives and minimum performance criteria for commercial sales staff; coordinate sales and service efforts to achieve maximum results.
• Provide coaching and mentorship to direct reports.
• Manage HCI Elite Agent partnership activities, including regular engagement, quarterly performance reviews, and planning an annual Elite agent event.
• Track market and competitor trends; communicate relevant market intel to HCI Leadership, including changes in product offerings, rates, competitor entrants or exits, etc.
• Develop deep working knowledge of HCI’s commercial underwriting appetite, guidelines, and policy coverage language.
• Collaborate with Agency Licensing and Compliance team to optimize agency appointment and maintenance processes.
• Communicate regularly with HCI Leadership, Underwriting, Claims, and Licensing personnel, as needed.
• Other duties as may be assigned.

Independence

This position provides a high level of independence. The individual should be confident in decision‑making abilities and understand when issues should be escalated to Leadership or Human Resources.

Supervision

Supervises 2‑4 direct reports, including Business Development Representatives. Carries out supervisory responsibilities in accordance with organization policies and applicable laws, including interviewing, hiring, training, planning, assigning work, appraising performance, rewarding, disciplining, addressing complaints, and resolving problems.

Qualifications

• Bachelor’s degree from a four‑year college or university; or equivalent experience or training.
• Prior Commercial Lines sales and marketing experience with a successful track record (required).
• Continuing education with certificates in CPCU, ARM, or other similar industry designations (preferred).
• Working knowledge of Salesforce (preferred).
• Strong working knowledge of Commercial P&C products, including coverage for all commercial lines of business.
• Basic knowledge of standard agent contracts, commission levels, and profit‑share schemes offered in the industry.
• Knowledge of agency management metrics and ability to analyze data, draw conclusions, and develop actionable items.
• Ability to build internal/external relationships and develop long‑term strategic partnerships.
• Ability to work in a team environment and be flexible to daily changing needs and job duties.
• Ability to analyze and solve problems by collaborating with others to coordinate and complete projects.
• Excellent oral, written, and interpersonal communication skills.
• Proficient Microsoft Office skills and competent understanding of company‑specific systems and tools.
• Occasional overnight travel required.