Insurance Business Manager

About the Role

The Business Development Manager (BDM) position is a career development role aimed at preparing internal candidates for Regional Manager positions across ACE. This role focuses on achieving organizational growth, profitability, member service, and compliance objectives through Direct Sales Unit (DSU) or Field Sales Unit (FSU). The BDM leads, motivates, and manages insurance sales teams in a complex environment, supporting the Regional Manager and acting on their behalf in their absence. This is a temporary, developmental position intended for succession planning into senior management roles, such as Regional Manager. Periodic relocation may be required based on business needs.

Responsibilities

• Develop and implement plans to achieve sales production objectives (Auto, Home, Watercraft, PUP, and/or Membership), including guiding sales teams, optimizing lead opportunities, and tracking sales metrics.
• Achieve member service level targets as measured by the Member Satisfaction Index, JD Power Survey, and direct member feedback through trend analysis and strategy development.
• Drive growth and financial results by effectively utilizing marketing and resources, adapting sales strategies based on lead types, internal influences, and external market events.
• Ensure reporting structures are in place for timely follow-up and utilization of all leads.
• Manage and optimize results through action-based analysis of metrics, sales performance, and individual agent performance.
• For DSU: Utilize call center technologies such as Genesys telephone system, CC Pulse reporting, Center Manager scheduler, Soft Phone desktop interface, WFM scheduler, and integrated outbound dialer.
• For FSU: Analyze quote volumes, phone duties, outside events, and activities.
• Collaborate with Human Resources to create programs addressing sales development needs, present training, and conduct post-training evaluations aligned with organizational goals.
• Coach and mentor Insurance Business Managers to achieve regional and organizational goals.
• Achieve cross-selling objectives by developing strategies to optimize referrals with other Club organizations (e.g., Policy Management Group, Branch Operations, Member Service Center).
• Ensure members who do not qualify for Exchange products are referred to the In-house Agency and support Life Insurance goals through appropriate lead referrals.
• Provide guidance and support to Insurance Business Managers in managing, coaching, training, and developing staff, including identifying career path opportunities.
• Maintain required staffing levels through effective recruiting, hiring, onboarding, and training on new procedures, products, policies, and operational changes.
• Develop constructive working relationships and contribute to special projects with internal departments to advance organizational goals.
• For DSU: Lead the implementation of complex technologies in the sales contact center and collaborate with internal teams to analyze phone volumes, service levels, and abandonment rates.
• For FSU: Process amendment orders, inspections, and other policy work either in-office or offsite.
• For DSU and FSU: Adjust staffing and scheduling to achieve performance levels and coordinate with Marketing and internal operations for lead program optimization.
• Fulfill the duties of the Regional Manager or Insurance Business Manager in their absence.
• Perform other duties as necessary.

Requirements

• Bachelor’s degree or equivalent combination of education and experience.
• 4-6 years of insurance sales experience.
• 1-3 years of experience as an Insurance Business Manager (preferred).
• Advanced verbal and written communication skills.
• Advanced knowledge of company-approved selling approaches.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint).
• Advanced leadership and managerial skills.
• Prior experience in training, recruiting, coaching, and counseling.
• Demonstrated ability to achieve goals and prioritize tasks.
• Advanced organizational skills.
• Knowledge of Genesys soft phone, outbound dialer technology, Workforce Management Scheduling application, and CCPulse or similar software (DSU, preferred).
• Advanced knowledge of PRIME, HUON, MACS, MRM Portal, Jewel, or similar programs (preferred).
• Demonstration of the 12 identified competency attributes.
• Valid Driver’s License with acceptable DMV record and minimum liability insurance.
• Property and Casualty Insurance License, valid in the selling state.
• Associate in General Insurance (Insurance Institute of America, preferred).
• Local travel by car to sales offices throughout the assigned territory (40% proficiency).

Benefits

• Health coverage for medical, dental, and vision.
• 401(K) savings plans with company match and pension.
• Tuition assistance.
• Floating holidays and PTO for community volunteer programs.
• Paid parental leave.
• Wellness programs.
• Employee discounts (membership, insurance, travel, entertainment, services, and more).