Business Development Manager, Personal Risk Services
1 month ago
Job Requirements
Chubb is the world’s largest publicly traded property and casualty insurer. With operations in 54 countries, Chubb provides commercial and personal property and casualty insurance, personal accident and supplemental health insurance, reinsurance and life insurance to a diverse group of clients. The company is distinguished by its extensive product and service offerings, broad distribution capabilities, exceptional financial strength, underwriting excellence, superior claims handling expertise and local operations globally.
Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions. Our clients include many of the most affluent families in the world, executives, business owners and top collectors of art, jewellery, wine and automobiles.
**KEY OBJECTIVE**:
The Business Development Manager (BDM) position is an external facing sales role requiring independent travel to assigned brokers in the Greater Toronto Area. The BDM is responsible for maximizing financial results, leading new client acquisition and renewal client management for their assigned book of business while managing broker relationships as the primary Sales and Distribution contact. The BDM will manage brokers in partnership with the Regional Underwriting Managers (RUMs) who collectively are responsible for overall broker relationship with the same group of independent brokers and territory management.
**MAJOR RESPONSIBILITIES**:
Develop broker assessments and business plans with assigned independent brokers designed to grow book volumes and new business.
Responsible for identifying and acquiring new clients through effective pipeline development and account pre-qualification, ultimately leading to closing deals.
Responsible for new client quote follow up and quote optimization with brokers.
Collaborate with brokers and underwriting on new client quotes.
Travel within assigned territory a minimum of 3 days/week supported by office time as needed for scheduling broker appointments, broker travel preparation and follow-up, and pipeline documentation.
Actively participate in large account customer table set best practice for new and existing clients.
Provide support to assigned brokerages with a focus on sales and retention matters through broker training, communication of corporate directives and marketing campaigns.
Analyze new business trends including quote volume, quality and hit ratio.
Adhere to a disciplined sales process to ensure consistent execution of best practices, including broker assessment, business plans and pipeline documentation.
Participate in internal meetings and report on results as appropriate.
Collaborate with PRS Management, Underwriting, Risk Consulting, Product, Claims and Branch Administration.
Demonstrate the ability to position rate and exposure changes with value-based selling techniques.
Cross-sell and upselling of existing clients via account rounding and broker plan initiatives.
Address and respond to broker inquiries specific to service, underwriting, commissions, claims, broker coding and the like.
Build and maintain strong relationships with assigned brokers to meet or exceed financial objectives for assigned territory.
Work Experience
Bachelor’s degree or equivalent work experience
Minimum of 3 years of personal lines sales, marketing, underwriting, claims, risk consulting or broker experience.
Strong oral and written communication skills.
Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast
- paced environment.
Proven ability to identify/react to problems and opportunities, produce alternatives and implement viable solutions.
Assertive, sales oriented and results driven.
Good interpersonal skills to build and expand on internal and external relationships.
Experience selling to high-net-worth clients is preferred.
Knowledge of Chubb’s personal insurance strategies, appetite and products is an asset.
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