Manager, Business Development

Company Details:

Rated Best Places to Work 2020 by Business Insurance, Continental Western Group is a regional property casualty insurance company offering commercial products and services through independent agents in the Midwest. CWG provides unique value through the service provided by our experienced group of employees and independent agents. Since 1886 - Strong, Local and Trusted.

As a Berkley company, we enjoy operational flexibility that allows us to deliver quality coverage solutions.  W. R. Berkley Corporation, and all member insurance companies, are rated A+ (Superior) by A.M. Best Company, and carry Standard & Poor’s Financial Rating of A+ (Strong). #LI-AV1  #LI-Remote

This position can be located in our headquarters in Urbandale, IA.  We'd also be open to a fully remote colleague but must live in MN, WI or IL state.

The Company is an equal employment opportunity employer. 

The Business Development Manager is accountable for providing direction and leadership for the regional agency/field operation. Partners with regional management team to ensure effective marketing, planning and execution resulting in retention, growth and profitability of business. Leads and influences agencies through creation and execution of sales strategies that drive new sales, profit and retention. Identifies new distribution opportunities and recommends agency appointments, while increasing relevancy in existing agencies.

What you can expect:

• Culture of innovation, teamwork, supportive colleagues and leaders willing to invest in talent
• Internal mobility opportunities 
• Visibility to senior leaders and partnership with cross functional teams
• Opportunity to impact change
• Benefits – competitive compensation, paid time off, comprehensive wellness benefits and programs, employer funded health savings account, profit sharing, 401k, paid parental leave, employee stock purchase plan, tuition assistance and professional continuing education

We'll count on you to:

• Serve as primary relationship, sales and business development leader for the region. Travel to enhance relationships with agencies and accounts resulting in business retention and new business opportunities. 
• Collaborate with Sales staff in establishing new customer relationships and to identify, research, and develop sales opportunities.  Drive the sales processes including prospect prioritization, initial contact and pursuit strategy, identification of opportunity, due diligence and overall management of new customer acquisition. 
• Work with regional Underwriting Managers and Regional VP to manage regional book of business and identifies market opportunities by analyzing competitor intelligence, market and industry research, loss ratios, mix of business, policy count, premium growth, hit ratios and business retention.
• Develop, maintain and enhance customer relationship related to profit improvement and RMS compliance. Use resources available to build pipeline of new customer leads in conjunction with Key agency partners.
• Ensure that tools, training and support are in place to positively impact success for the agencies and region.  Identify and communicate training needs and opportunities.  Participate in program and product orientation meetings in conjunction with internal business partners including but is not limited to Underwriting, Risk Services, Actuary, Sales, and Claims.
• Participate in the company’s sales, distribution, and operational planning process where current-year objectives are reviewed and future-years' objectives are developed.  Align regional business objectives to support organizational goals of optimized profitability, managed growth and competitive advantage. 
• Collaborate with regional Underwriting Manager and Regional VP to establish and manage budgets and resources including explaining variances and related reporting.

What you need to have:

• Bachelor's degree; five years industry experience in field-facing and/or leadership roles and/or training; or equivalent combination of education and experience
• Comprehensive knowledge and understanding of small and middle market insurance products and coverages
• Marketing experience
• Experience growing a business or portfolio of clients
• Experience negotiating price, terms, and requirements
• A valid driver’s license with safe driving record are required
• Account relationship management skills
• Works effectively with all levels and can easily build new relationships
• Demonstrated critical thinking, problem analysis, and problem resolution skills at both a strategic and functional level
• Excellent verbal and written communication skills
• Moderate travel will be required (up to 50%)
• Proficient with Microsoft Word, Excel and Outlook

What makes you stand out:

• Demonstrated ability to lead people and influence others to achieve results
• Ability to think ahead and plan over a 2-3 year time span
• Effective organizational, multi-tasking, and prioritizing skills
• Experience attracting, coaching and developing talent 
• Ability to work outside normal work schedule to fulfill responsibilities
• Completion of or working toward CIC, AIM, CPCU or similar designation