Business Development Manager – Retail Excess Casualty Insurance- Morristown, NJ or Remote

Crum & Forster (C&F) provides market-leading property & casualty, accident & health, specialty, and standard commercial lines insurance solutions. A true underwriting company, we have a 200-year history of helping customers manage risk with laser-focused expertise, integrity, and discipline. Our annual gross written premium is $6.2 billion, and we enjoy a financial strength rating of "A+" (Superior) by AM Best.

About the role

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 position works closely with underwriting leadership to align growth initiatives with business objectives but does not have responsibility for managing or servicing individual accounts.

Responsibilities

• 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.
• 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.
• 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.
• 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.

Requirements

• 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.

Benefits

• 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, including physical, mental, and financial wellbeing programs
• Tuition reimbursement, industry-related certifications, and professional training
• Matching donation program, volunteer opportunities, and employee-driven corporate giving program

Pay

The annualized base pay for this position ranges from a minimum of $71,300 to a maximum of $134,000. The actual compensation is determined by various factors, including market pay for the role, responsibilities, required skills, and employee performance. You may also have the opportunity to participate in discretionary equity (stock) based compensation and/or performance-based variable pay programs.