Virtual Business Development Manager

Company Details:

Rated Best Places to Work 2024 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).

This role will be based in our Urbandale, IA office.  We offer a hybrid work schedule with 4 days in the office; and 1 day remote where it makes sense to do so.

The company is an equal opportunity employer. #LI-AV1 #LI-HYBRID

As a Virtual Business Development Manager, your core function will be to manage a large group of agents (approximately 230) and drive profitable growth.  You will influence and persuade agents to place profitable accounts with CWG. You'll be accountable for and measured against agency and account pipeline and direct written premium goals. We'll trust you to provide varying levels of training for product and systems while targeting agents with measured growth opportunities. This role will be ‘inside’ the office and travel expectations will be minimal as webinars, virtual agency meetings, email campaigns and phone calls are the preferred method of communication with agency partners.  You have responsibility for growth in the following states:  IA, IL, IN, MI, MN, WI, ND, SD, KS, NE and CO. 

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:

• Pro-actively sells CWG/Berkley products in a way that differentiates CWG from competitors. Builds strong partnerships by assisting independent agencies in developing profitable growth-oriented business plans and sales strategies that align with company objectives. Identifies agency needs, recommends and sells appropriate CWG/Berkley products and services to agent. Monitors results and implements action plans as needed.
• Acquires in-depth knowledge of company programs, products, processes and automation tools to facilitate new agency prospecting and aid in the training and direct correlation of production of business with new and existing agencies.
• Gathers data and analyzes competitive market intelligence from both a carrier and agency perspective. Leverages competitive intelligence in the market and adjusts agency representation as needed based upon results and opportunities. Identifies market trends to identify business threats and market opportunities within assigned territory. Actively shares information among the teams for combined wins across all states.
• Partners with Underwriting to facilitate the quoting of new business, renewal retention and overall agency relationship management. Establishes collaborative relationships with Underwriting, Risk Services, Premium Auditing and other Berkley companies, etc. to create strong agency partnerships and build a profitable book of business.
• Actively partners with Underwriting on profit initiatives. Recommends, implements and monitors action plans to improve identified agency weaknesses. Determines appropriate course of action based on outcome of action plans, e.g., agency termination, limited binding authority, etc.
• Performs other related duties as assigned by management.

What you need to have:  

• Bachelor's degree, seven to ten years industry experience in agent-facing and/or leadership roles and/or training; or equivalent combination of education and experience. 
• Marketing experience
• Comprehensive knowledge of small and middle market insurance products and coverages
• Demonstrated advanced account relationship management skills
• Strong sales and underwriting acumen
• Experience negotiating price, terms, and requirements
• Experience growing a business or portfolio of clients
• Must be action oriented and have strong drive for results
• Demonstrated ability to lead people and influence others to achieve results
• Proficient with Microsoft Word, Excel and Outlook
• Ability to work outside normal work schedule to fulfill responsibilities

What makes you stand out:

• Completion of or working toward CIC, AIM, CPCU or similar designation.
• Strategic planning ability to think ahead and plan over a 2-3 year time span
• Experience attracting, coaching and developing talent
• Works effectively with all levels and can easily build new relationships
• Demonstrated critical thinking, problem analysis, and problem resolution skills 
• Excellent verbal and written communication skills
• Effective organizational, multi-tasking, and prioritizing skills