Business Development Manager at Berkley

Company Details:

Berkley Mid-Atlantic Insurance Group is a member of W. R. Berkley Corporation, a Fortune 500 company that is listed on the New York Stock Exchange and is part of the S&P 500.

W. R. Berkley Corporation’s insurance company subsidiaries are rated A+ (Superior), Financial Size Category XV by A.M. Best Company and A+ (Strong) by Standard & Poor’s. Berkley’s competitive advantage lies in its long-term strategy of decentralized operations. This structure provides each Berkley business the agility of a small business and the strength and resources of a Fortune 500 organization, as well as the financial accountability and incentives to attract and retain the highest-caliber professionals.

Berkley Mid-Atlantic Insurance Group works with a small and select number of appointed agents to deliver customized coverage for our clients’ unique insurance needs. We focus on small and middle market commercial accounts within the Service, Manufacturing, Retail, Construction, Wholesale, Finance and Real Estate industries.

Company URL:  https://www.wrbmag.com/

The company is an equal opportunity employer.

The Business Development Manager will develop an effective distribution plan for the assigned territory to maximize various production sources and their opportunities in support of company profit and production goals. Partnering with the profit center Regional Vice President to execute on an effective sales strategy, marketing, planning and execution resulting in retention, growth and profitability of business.

Detailed Areas of Focus

• Deliver effective distribution planning through integrated teamwork across Distribution and Underwriting teams.
• Engage with the profit-center Regional Vice President in the ownership of results and drive profitable growth.
• Coordinate marketing and communications for the territory in support of the distribution strategy, including planning activities including Trade shows, Agency Council, Incentive Trips, etc.
• Coordinate joint marketing strategy with other Berkley OUs to drive profitable growth.

Primary Responsibilities

• Sales Pipeline Development – In collaboration with the Underwriting Director, assist with prequalifying submissions, identifying growth opportunities, portfolio transfers and incentive opportunities.
• Accountable for building and maintaining effective relationships with agencies/brokers within assigned territory.

• In collaboration with the RVP, completes strategic marketing plans for territory to identify opportunities and potential challenges from which strategies and tactics are developed, including:

• • Creating and development of Quarterly Agency Reviews
  • Managing on-going agency scorecards and producer reports
  • Facilitating agency council meetings in territory

       Agency Management

• • Profit sharing updates throughout the year, with focus on next level achievement
  • Progress reports to plan and other incentives, monitor joint business plan
  • Develop agency and underwriter relationships
  • Schedule virtual and in-person visits with the appropriate stakeholders
  • Leveraging who we are, what we do to gain elite partnership with agency and perpetuate agency to top 5 of their carrier line up

Marketing

• • Communication of competitive classes to target
  • Distribute on-going marketing messages and initiatives 
  • Facilitate and develop leads to agents/producers
  • Plan and attend Industry trade shows and company road shows

Agency Training and Education

• • Webinars on various topics, in conjunction with marketing/underwriting
  • Agency staff training, as needed

Internal Partnering with Underwriting or other WRB companies.

• • Provide competitor/market intel for product development
  • Collaborate with Sales Peers across the Berkley family of companies

• Bachelor’s Degree or equivalent industry experience and training.  Advanced professional insurance designations (CPCU, CIC, etc.) preferred.
• 5-7 or more years of commercial lines sales and/or underwriting experience with extensive knowledge of industry practices, trends, and a proven sales track record.
• Strong interpersonal relationship skills, effective communication skills necessary to build rapport, add value and effectively problem-solve with agency partners, principals, producers and staff.
• Strong technical acumen in commercial insurance sales and underwriting, and the ability to apply it to effectively interact with internal departments to meet customer needs and solve customer issues.
• Advanced proficiency in agency prospecting, planning, incentives, and agency performance accountability.
• Advanced written and verbal communication skills.
• Self-motivated and able to work independently with minimal supervision, delivering results for agencies and the company.
• Working knowledge and familiarity with assigned territory, agencies, and competitors.
• Ability to travel extensively including overnight travel within the assigned territory.

Licenses/Certifications/Designations: Valid driver’s license for travel (company car provided). Completion of, or working toward CIC, AIM, CPCU or similar designation preferred.