Business Development Manager - Workers Compensation Insurance

About the Role

This professional will be responsible for business development efforts and brand strategy within the states of New York, New Jersey, Eastern Pennsylvania, and the New England region. The role involves evaluating production patterns in new and renewal business to uncover opportunities for refinements that support profitable growth. You will collaborate with other Business Development Managers, Underwriting management, and corporate resources to develop opportunities by industry, class code, or segment, and to monitor and evaluate agency performance. Frequent travel within the specified territory is required.

Responsibilities

• Creates and executes territory plans that demonstrate a clear understanding of the territory with effective travel plans.
• Aligns with regional resources to understand territorial differences in opportunity and profit potential.
• Positions BHHC as the market of choice with agents and identified target markets.
• Proactively searches out new agency appointments, prospect meetings, opportunities for book transfers, and additional agency production sources.
• Monitors agency growth and profitability, identifying performance gaps, trends, and issues.
• Develops agency profit improvement and growth plans that drive profitable business.
• Manages agency partnerships to achieve minimum premium standards and growth goals.
• Processes agency appointments and terminations in a timely manner.
• Initiates renewal strategy discussions and encourages mutually profitable relationships with agents.
• Conducts in-person agency visits and participates in prospect meetings, claims reviews, meet and greets, and stewardship meetings.
• Initiates strategic co-travel with Underwriting, Client Services, and Loss Control teams when appropriate.
• Educates agents on BHHC’s value proposition, target market opportunities, and service model by premium size.
• Acts as a resource to peers and brokers; senior-level may mentor other Business Development Managers.
• Adapts and assists with the implementation of new tools and processes.
• Participates in weekly underwriting meetings and contributes to discussions around large accounts.
• Takes a proactive approach to push Underwriting to hit targets by getting quotes to agency partners.
• Supports efforts in developing new opportunities by industry, class code, and/or segment.
• Gathers, analyzes, and evaluates competitor information and territory opportunities through agency visits and agency-sponsored activities.
• Develops action plans that make use of competitor intelligence.
• Provides input and data on Agency Marketing Reviews and shares information with peers and Underwriting partners.
• Works with Marketing, Underwriting, and IT to ensure ease of doing business in templates, systems, and product offerings.
• Develops and maintains accurate Producer Profiles, Business Plans, Agency Files, and Bravo contacts.
• Documents New Business Not Taken, Active Submission Listing, Call, and Monthly Reports.
• Maintains accurate President’s Circle information for assigned agencies and leverages the program for new business and renewals.
• Serves on internal and external insurance committees, participates in yearly charity events, and attends insurance conferences.
• Expands knowledge and expertise in workers compensation and insurance to assist others as a resource.
• Assists with special assignments and projects as needed.

Requirements

• Bachelor's degree from an accredited four-year college or university required.
• Minimum of five (5) years of related experience in the workers compensation insurance industry, preferably in a Marketing or Underwriting role.

Skills

• Service-oriented with a strong focus on customer experience.
• Effective communicator with strong interpersonal and conflict resolution skills.
• Able to promote and maintain strong, collaborative relationships.
• Exhibits sound and accurate judgment; supports and explains reasoning for decisions effectively.
• Able to plan and prioritize work activities, using time efficiently.

Benefits

• Company car and/or mileage reimbursement.
• Paid Time Off.
• Paid Holidays.
• Retirement Savings Match.
• Group Health Insurance (Medical, Dental, and Vision).
• Hospital Indemnity Insurance.
• Life and AD&D Insurance.
• Long Term Disability Insurance.
• Accident and Critical Illness Insurance.
• Flexible Savings Accounts.
• Paid Community Volunteer Day.
• Employee Assistance Program.
• Tuition Reimbursement Program.
• Employee Referral Program.
• Diversity, Equity, and Inclusion Program.