RVP, Business Development

Job Description:

Overview

At Legal & General America, we aim to make a positive difference in the lives of our customers, partners, colleagues, and the communities in which they live. As a recognized market leader of term life insurance, we’re working to transform our business through innovation and technology to provide products and solutions that help American families secure their financial futures.

We are a future-focused company, passionate about what we do and how we do it. This means working with pace and energy to reach our goals and challenging ourselves to achieve more. We strive to create a unique environment where balance between work and life is possible. Our employees' passion, dedication and hard work, as well as our career development opportunities, benefits, and employee activities contribute to our positive workplace culture.

The RVP, Business Development (RVP) is responsible for achieving the production, growth, and profitability goals, and increasing market share in their assigned region. Working in partnership with the Business Development Manager (BDM) the RVP is the dedicated resource, relationship manager and external wholesaler for the assigned brokerage general agencies (BGA) in their region, and is responsible for developing and leading the growth strategy within each assigned BGA and the region as a whole. Reporting to the Vice President, Brokerage Distribution & Strategy, this position’s primary focus is on sales growth, business development and account management with a focus on building strong customer relationships, developing and managing business/marketing plans, and providing guidance and coaching to the Business Development Manager.

Responsibilities

1. Account Management
   • Primary account manager and external wholesaler for assigned agencies
   • Develop and follow an agency segmentation strategy to maximize effectiveness
   • Maintain a schedule of strategic planning and review meetings with larger agencies
   • Regularly engage with agency Principals, sales, underwriting and operations staff through periodic visits, virtual meetings and conference calls and individual outreach
   • Gain a deeper understanding of each agency, profile, segment, capture in CRM
   • Identify and implement growth opportunities
   • Conduct staff and broker training sessions and represent LGA at agency events
   • Implement and manage growth opportunities
2. Business Development
   • Utilize the Sales Discovery Process to identify and implement growth opportunities within assigned agencies, and to identify, evaluate and implement new distribution relationships
   • Work with BDM to identify and implement opportunities within assigned smaller agencies
   • Conduct targeted broker-focused campaigns to increase the number of active brokers by identifying and appointing new brokers and increasing production from existing brokers
3. Coaching
   • Provide regular feedback and coaching to BDM
   • Assist BDM with development of their strategy and tactics for smaller agencies.
   • Provide guidance and advice to BDM in support of their career development efforts
   • Provide feedback on BDM performance and developmental needs to VP, Brokerage Distribution & Strategy.
4. As a Distribution Leader within the organization, work in close collaboration with the IMO Leader, other members of the Distribution team, other LGA departments, agencies and other key stakeholders to achieve growth targets (Submits, APE), improve profitability (Placement Ratio), deliver on company initiatives (Digital Application Platform) and achieve target VNB.
5. Participate in the design and execution of company marketing initiatives, product and service launches and ongoing promotion of key features, with an emphasis on leveraging advancing technologies and process digitization.

Qualifications

Education

Bachelor's Degree (Marketing, Sales or Business Administration Preferred)

Life and Health Insurance Licensed (must obtain within 12 weeks of hire)

Has or is actively pursuing industry designations (CLU, ChFC, etc.)

Experience/Knowledge

7-10 years industry experience, with at least 3 years in a customer contact sales role

Broad experience working with BGA distribution desired

Understanding and experience marketing to various distribution segments (Life Agents, P&C Brokers, Health Agencies, Banks, Broker Dealers, etc.)

In-depth knowledge of a broad range of protection products (Term, UL)

Experience creating and delivering presentations

Skills

Excellent relationship building skills

Strong organizational skills

Strong interpersonal, communication, negotiation and presentation skills

Ability to multi-task and effectively assess critical and priority issues

Ability to manage difficult issues in a professional and effective manner

Ability to work effectively with a high degree of independence in a team environment

Strong work ethic, self-motivated, and the ability to accept full ownership of responsibilities

Extensive travel required

Reports To

VP, Brokerage Distribution & Strategy

Reporting Staff

None

What’s in it for you?

The expected hiring compensation range for this position is $152,100 - $220,575 annually. This position is working on a remote basis.

The total compensation package for this position may include other elements, such as a sign-on bonus, long term incentives, and annual bonuses. This role is eligible to participate in the Legal & General America Annual Incentive Plan. The current target payment for the position is 20% of base salary, modified for corporate and individual performance. Bonuses are pro-rated based on start date. This role has 20 vacation days and 10 sick days that are accrued on a bi-weekly basis. Employees also have 9 paid holidays throughout the calendar year.

We have a competitive compensation and benefits package focused on your overall wellbeing. Employee benefits include health, life, and dental insurance; 401K with company match up to 6% as well as a pension package; generous time off; and wellbeing initiatives throughout the year (we like doing fun stuff). We’re big on professional development and we’ll support and mentor you in your career progression and expect you to help us pay it forward by helping us develop tomorrow's leaders and growth-focused professionals. We value our teams and our communities and believe in giving back. Enjoy time off to volunteer for those causes that matter most to you!

If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. The Company reserves the right to change benefits plans at any time.

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive other benefits and privileges of employment.