Business Development Manager - Military Veterans

Westchester, a Chubb Company, is one of the largest and most diverse excess and surplus lines commercial property and casualty insurance underwriters in the United States. Focused on the wholesale distribution channel, Westchester provides innovative specialty products for property, specialty casualty, environmental, financial lines, inland marine, product recall, small business (Digital binding and Middle Market), and programs.

The position will be based in Alpharetta. The position will report to the Eastern Zonal Distribution Leader.

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.
• Exhibits a thorough understanding of the local marketplace, Westchester's capabilities within that marketplace, and corporate vision.
• May take on additional responsibilities as a Regional Broker Owner.

• 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 peers 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.

• 4-year college degree preferred.
• 3+ years successful business development experience preferred.
• 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 can demonstrate collaborative experience as part of a high performing, successful sales team.
• 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.
• Travel: 60-75%