This site uses cookies. To find out more, see our Cookies Policy

Senior Business Development Manager, Westchester in Los Angeles, CA at Chubb Group of Insurance Companies

Date Posted: 7/4/2018

Job Snapshot

Job Description

The position will be based within the defined geography, preferably in close proximity to a Westchester Regional Underwriting Office. The position willl report to the Regional Business Development Manager. 

Job Summary:


•        Responsible for the execution of Westchester business development strategies and tactics within the defined territory.      


•        Accountable for achievement of production and product-mix plans in the defined territory.


•        Coaches and mentors other BDMs on best practices.


•        Consistently delivers superior results on a monthly, quarterly, and annual basis


•        Contributes expertise in distribution, business development and broker management.


•        Exhibit's a thorough understanding of the local marketplace, Westchester’s capabilities within that market place, and corporate vision.


•        May take on responsibilities as a Regional Broker Owner.

MAJOR DUTIES & RESPONSIBILITIES:                                                                                                                                                                     


•        Assists RBDM with the development of tactical priorities  and coaching BDMs.


•        Executes, with minimal RBDM oversight, sales strategies and the tactical priorities to achieve annual objectives for the capture of market share, new appointments, submission growth, new premium growth, efficient hit ratios and product mix in defined territory.


•        May supervise, coach and/or mentor BDMs on best practices and assist with development of sales plans and discipline around expected behaviors. 


•        Influences and executes, with minimal RBDM oversight, Westchester broker management and compensation strategies, developing and managing local relationships.


•        Develops, with minimal RBDM assistance, an annual production plan consistent with regional and national  Westchester plans.


•        Maintains relationships and works closely with Westchester underwriting staff to promote Westchester products and capabilities. 


•        Ensures that underwriters travel to see brokers in the territory and coaches them on conducting effective meetings. 


•        Maintains solid product and appetite knowledge across all Westchester business units and develops broader understanding of all Chubb products and capabilities.


•        Thoroughly competent on all Westchester production and reporting systems.


•        Identifies competitive threats and Westchester vulnerabilities and works with RBDM to solve for them.   


•        Shares feedback to all business units on market conditions, competitors and competitive positioning in the territory. 


•        Identifies and onboards new brokers through effective pipelining, pre-qualification, and territory analysis/management with minimal support from RBDM.

MINIMUM REQUIREMENTS:


•        4 year college degree preferred


•        3 - 6 years of successful business development experience


•        Demonstrated ability to achieve monthly, quarterly, and annual production goals.


•        Knowledge of, and relationships with, key Westchester distribution partners and underwriters in the territory.  


•        Preferred candidate has prior management experience, and/or can demonstrate collaborative experience as part of a high performing, successful sales team.


•        Ability to coach, mentor and influence BDM and underwriting colleagues.


•        Negotiation, relationship building and presentation skills


•        Thorough understanding of E&S products and the wholesale distribution channel.


•        Proficiency with Microsoft products (Excel, Word, Outlook, PowerPoint)


•        Entrepreneurial and creative approach to challenges and opportunities