Business Development Manager

Heartland Mutual Insurance; Kitchener; On-site; CAD 96,000 - 144,000; Full time

Benefits offered by this job

Accommodation available

Job summary

Heartland Mutual Insurance seeks a dynamic Business Development Manager to lead a team driving profitable growth through broker channels. You will oversee BDAs and BESs, shape broker strategies, and coordinate with underwriting, operations, and marketing to expand Personal, Commercial, and Farm segments.

The role emphasizes leadership, performance oversight, and cross-functional collaboration to strengthen broker partnerships and achieve top- and bottom-line results.

Qualifications

• Post-secondary education in Business, Commerce, Marketing, or a related field.
• 8+ years of insurance industry experience, including broker distribution, business development, sales leadership, or relationship management.
• 3+ years of people leadership experience.
• Demonstrated success leading growth initiatives and managing broker relationships.
• Strong understanding of Personal Lines and Commercial Insurance distribution channels.
• Proven ability to analyze performance metrics and translate insights into action plans.

Responsibilities

• Lead, coach, mentor, and develop the BDA and BES team members.
• Establish clear performance expectations, goals, and development plans aligned with organizational objectives.
• Foster a high-performance culture focused on accountability, collaboration, and continuous improvement.
• Conduct regular performance reviews and coaching sessions.
• Support succession planning and talent development within the business development function.
• Oversee the execution of brokerage business plans and territory growth strategies.
• Monitor portfolio performance and ensure alignment with profitability and growth objectives.
• Drive new business opportunities and organic growth initiatives across broker partners.
• Identify market opportunities within Personal Lines, Commercial, Mid-Market, Farm, BizPak, and BizFarm segments.
• Ensure effective pipeline management, sales discipline, and execution of business development activities.
• Coordinate initiatives with Underwriting, Broker Solutions, Operations, Marketing, Claims, Product, and other internal stakeholders.
• Drive resolution of complex broker issues and service challenges.
• Facilitate effective communication between broker partners and internal teams.
• Champion continuous improvement opportunities that enhance the broker experience and support business objectives.
• Provide leadership support in managing strategic broker relationships and key accounts.
• Participate in executive-level meetings with broker principals, owners, and senior leadership teams.
• Support complex negotiations, growth discussions, and partnership opportunities.
• Act as an escalation point for significant broker concerns and relationship matters.
• Champion a broker-centric approach that strengthens long-term partnerships and loyalty.
• Establish and monitor KPIs for business development and broker engagement activities.
• Analyze production results, pipeline metrics, growth trends, and broker performance.
• Ensure accurate and consistent reporting across the territory.
• Leverage data and insights to identify risks, opportunities, and corrective actions.
• Hold team members accountable for achieving sales, growth, and relationship management objectives.
• Support broker adoption of digital tools, platforms, and self-service capabilities.
• Ensure onboarding, education, and training programs are delivered through the BES role.
• Partner with brokers to identify workflow improvements, capability gaps, and operational efficiencies.
• Support product launches, marketing initiatives, and broker communication strategies.
• Promote broker readiness and engagement with new products, processes, and technology solutions.

Skills

Leadership

Broker management

Sales leadership

People leadership

Education

CIP

FCIP

CRM

Job description

The Business Development Manager (BDM) is responsible for leading a team that drives profitable growth through the broker distribution channels. Through the leadership and support of Business Development Advisors (BDAs) and Broker Enablement Specialists (BESs), the BDM oversees brokerage business plans, portfolio performance, broker relationships, broker training and onboarding, and the adoption of broker-facing tools and digital platforms across the Personal, Commercial, and Farm segments. The role provides leadership, performance oversight, and cross-functional coordination to improve top- and bottom-line results, strengthen broker partnerships, and ensure consistent execution of business development strategies.

What you'll do...

Leadership & Team Development

• Lead, coach, mentor, and develop the BDA and BES team members.


• Establish clear performance expectations, goals, and development plans aligned with organizational objectives.


• Foster a high-performance culture focused on accountability, collaboration, and continuous improvement.


• Conduct regular performance reviews and coaching sessions.


• Support succession planning and talent development within the business development function.


• Oversee the execution of brokerage business plans and territory growth strategies.


• Monitor portfolio performance and ensure alignment with profitability and growth objectives.


• Drive new business opportunities and organic growth initiatives across broker partners.


• Identify market opportunities within Personal Lines, Commercial, Mid-Market, Farm, BizPak, and BizFarm segments.


• Ensure effective pipeline management, sales discipline, and execution of business development activities.

Cross-Functional Collaboration

• Coordinate initiatives with Underwriting, Broker Solutions, Operations, Marketing, Claims, Product, and other internal stakeholders.


• Drive resolution of complex broker issues and service challenges.


• Facilitate effective communication between broker partners and internal teams.


• Champion continuous improvement opportunities that enhance the broker experience and support business objectives.

Broker Relationship Management

• Provide leadership support in managing strategic broker relationships and key accounts.


• Participate in executive-level meetings with broker principals, owners, and senior leadership teams.


• Support complex negotiations, growth discussions, and partnership opportunities.


• Act as an escalation point for significant broker concerns and relationship matters.


• Champion a broker-centric approach that strengthens long-term partnerships and loyalty.

Performance Management & Reporting

• Establish and monitor key performance indicators (KPIs) for business development and broker engagement activities.


• Analyze production results, pipeline metrics, growth trends, and broker performance.


• Ensure accurate and consistent reporting across the territory.


• Leverage data and insights to identify risks, opportunities, and corrective actions.


• Hold team members accountable for achieving sales, growth, and relationship management objectives.

Broker Enablement & Capability Development

• Support broker adoption of digital tools, platforms, and self-service capabilities.


• Ensure effective onboarding, education, and training programs are delivered through the BES role.


• Partner with brokers to identify workflow improvements, capability gaps, and operational efficiencies.


• Support product launches, marketing initiatives, and broker communication strategies.


• Promote broker readiness and engagement with new products, processes, and technology solutions.

What you'll bring...

Required

• Post-secondary education in Business, Commerce, Marketing, or a related field.


• 8+ years of insurance industry experience, including broker distribution, business development, sales leadership, or relationship management.


• 3+ years of people leadership experience.


• Demonstrated success leading growth initiatives and managing broker relationships.


• Strong understanding of Personal Lines and Commercial Insurance distribution channels.


• Proven ability to analyze performance metrics and translate insights into action plans.

Preferred

• CIP, CRM, FCIP or other relevant industry designation.


• Experience working with broker technology platforms and digital adoption initiatives.


• Knowledge of Farm, Mid-Market, and Small Business insurance segments.

The salary range for this role is $96,000 - $144,000. The salary for the successful candidate will be determined by various factors including but not limited to an individual's relevant experience, knowledge, skills, along with internal equity, and market considerations.

Accommodation is available on request for candidates taking part in all aspects of the selection process.

We do not use artificial intelligence or automated decision-making tools in any part of our hiring process. All applications are reviewed by our Talent Acquisition team to ensure fairness and transparency.

At Heartland Mutual Insurance, you’re empowered to thrive. Whether it’s your career, your well-being, or your future, we've got you covered.