Senior Business Development Manager - Workers Compensation Insurance

*Please note: previous insurance experience is required*

WHAT WE'RE LOOKING FOR

Berkshire Hathaway Homestate Companies, Workers Compensation Division, is looking for a Senior Business Development Manager!  This professional will be primarily responsible for business development efforts and brand strategy within the states of Michigan, Ohio, Indiana, Western Pennsylvania, and Kentucky.  This involves evaluation of production patterns in new and renewal business to uncover opportunities for refinements to support profitable growth.  You will work collaboratively with other Business Development Managers, Underwriting management, and additional corporate resources to develop opportunities by industry, class code or segment, and to more effectively monitor/evaluate agency performance. You'll stay ahead of competitive intelligence and help prevent production barriers, as well as develop opportunities to improve ease of doing business with BHHC and provide input to improve overall customer experience. 

Frequent travel within a specified territory required.  

Must be legally authorized to work in the United States, without requiring, now or in the future, sponsorship for employment visa status.

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RESPONSIBILITIES

• Creates and executes territory plans that demonstrate a clear understanding of territory with effective travel plans. Aligns with the regional resources to understand territorial differences in opportunity and profit potential. 
• Works to position BHHC as the market of choice with our agents and identified target markets. Proactively searches out new agency appointments, prospect meetings, opportunities for book transfers, identifies additional agency production sources, effectively gains agency commitment and looks to drive new agency partner’s production.
• Monitors agency growth and profitability. Proactively identifies performance gaps, trends and issues. Develops agency profit improvement and growth plans that drive profitable business. 
• Manages agency partnerships aimed at achieving minimum premium standards and growth goals. Processes agency appointments and terminations timely. Initiates renewal strategy discussions. Actively engages in encouraging appointed agents to ensure mutually profitable, significant and efficient relationships. 
• Conducts in-person agency visits and participates in prospect meetings, claims reviews, meet and greets, and stewardship meetings. When appropriate, initiates strategic co-travel with Underwriting, Client Services and Loss Control teams. 
• Influences productive partnerships by educating agents on BHHC’s value proposition, target market opportunities, target acquisitions opportunities, territory goals and service model by premium size. 
• Acts as a resource to peers and brokers. Senior-level may mentor other Business Development Managers aimed at helping them professionally grow. Works to quickly adapt and assist with implementation of new tools and processes.   
• Participates in weekly underwriting meetings and contributes to discussions around large accounts with up to date agency needs to win the account. Takes a proactive approach to push Underwriting to hit targets by getting quotes to the agency partners. Helps to support efforts in developing new or additional opportunities by industry, class code, and/or segment. 
• Gathers, analyzes and evaluates competitor information and territory opportunities through agency visits and/or attendance at agency-sponsored activities. Develops action plans that make use of competitor intelligence. Provides input and data on Agency Marketing Reviews and actively shares information with peers and Underwriting partners. 
• Works with Marketing, Underwriting, and IT to ensure ease of doing business in our templates, systems, and product offerings to ultimately drive success of the team and company. Looks for opportunities to enhance our capabilities, optimally position our strengths. 
• Develops and maintains accurate Producer Profiles, Business Plans, Agency Files and Bravo contacts.  Documents New Business Not Taken, Active submission Listing, Call and Monthly Reports.
• Maintains accurate President’s Circle information for assigned agencies and uses the program to leverage both new business and renewals effectively. 
• Serves on internal committees, external insurance committees, participates in yearly charity events with appropriate approval, and attends insurance conferences. Works to continue to expand knowledge and expertise in workers compensation and insurance to assist others as a resource. 
• Assists with special assignments and projects as needed. 

QUALIFICATIONS
EDUCATION:  Bachelor's degree from an accredited four-year college or university required. 
 
EXPERIENCE:  Minimum of five (5) years of related experience in the workers compensation insurance industry (Mid-Level), and minimum of seven (7)  years for Senior-Level, is required, preferably in a Marketing or Underwriting role. 
 
TECHNICAL SKILLS: 

• Able to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Able to write reports, business correspondence, and procedure manuals. Able to effectively present information to management and public groups. Able to develop, implement and communicate company programs, new business requirements, and agency action plans.
• To perform this job successfully, the individual should be proficient on the Microsoft Office Suite and able to quickly master proprietary and vended software applications.

DESIRED COMPETENCIES:

• Service Oriented
• Effective communicator with strong interpersonal and conflict resolution skills
• Able to promote and maintain strong, collaborative relationships
• Exhibits sound and accurate judgment. Can support and explain reasoning for decisions effectively
• Able to plan and prioritize work activities, using time efficiently

WHAT WE OFFER

• Company car and/or mileage reimbursement
• Paid Time Off
• Paid Holidays
• Retirements Savings Match
• Group Health Insurance (Medical, Dental, and Vision)
• Hospital Indemnity Insurance
• Life and AD&D Insurance
• Long Term Disability Insurance
• Accident and Critical Illness Insurance
• Flexible Savings Accounts
• Paid Community Volunteer Day
• Employee Assistance Program
• Tuition Reimbursement Program
• Employee Referral Program
• Diversity, Equity and Inclusion Program

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WHO WE ARE

With more than 50 years in business, Berkshire Hathaway Homestate Companies (BHHC) has grown from a regional organization to a national insurance group, offering insurance products from coast to coast. Relationships are the cornerstone of our culture, and we believe in doing the right thing. That means we invest in our business in every way possible to deliver on our mission and demonstrate that people are what powers our success. Our commitment to financial strength and integrity means our customers can rest assured that we will be there when it counts.

At BHHC, Workers Compensation Division, we embrace diversity and foster an environment where our people can be their authentic selves. Our differences make us stronger and better together, which fosters a harmonious workplace—something we truly value. We’ve created an approachable and collaborative atmosphere. Here you’ll find a welcoming workplace where everyone can feel valued, supported, and inspired to do great work. Together, we raise the bar by being curious, remaining customer-focused, and operating with integrity.