Director, Business Development - TPA Services

Zenith Insurance Company; San Diego (CA); Hybrid; USD 130,000 - 225,000; Full time

Job summary

An established industry player in workers' compensation is seeking a dynamic Director of Business Development to lead the growth of their TPA services. This role involves developing strategies to attract new clients, managing relationships with industry executives, and enhancing brand positioning. The ideal candidate will leverage their deep understanding of the insurance market to create compelling marketing initiatives and drive profitable growth. Join a forward-thinking company that values innovation and collaboration, where you can make a significant impact on the future of TPA services. If you are ready to take on a challenging and rewarding role, this opportunity is perfect for you.

Benefits

Medical, Dental and Vision Insurance

Flexible Spending Accounts

Paid Parental Leave

Life, AD&D and Disability Insurance

401(k) Plan

Employee Share Purchase Plan (ESPP)

Education and Training Reimbursement

Paid Vacation and Sick Leave

Paid Company Holidays

Employee Assistance Program (EAP)

Qualifications

• 8+ years of experience in marketing insurance products preferred.
• Proven experience in developing successful marketing campaigns.

Responsibilities

• Develop and grow Zenith's TPA business through strategic marketing.
• Build and manage relationships with key industry personnel.
• Track marketing metrics to assess campaign effectiveness.

Skills

Entrepreneurial mindset

Insurance industry knowledge

Marketing campaign development

Communication skills

Analytical skills

Interpersonal skills

Organizational skills

Relationship building

Education

Bachelor’s Degree in marketing or related field

Job description

Director, Business Development - TPA Services

Job Category: Director

Requisition Number: DIREC003869

Posted: March 28, 2025

Employment Type: Full-Time

Work Arrangement: Hybrid

Locations

Woodland Hills Corp
Woodland Hills, CA 91367, USA

As a leader in the Workers’ Compensation field, Zenith delivers superior claim handling results compared to our competitors. Leveraging our core expertise, we established a TPA business and now we are ready to grow. Zenith is looking for an experienced, entrepreneurial-minded professional to help us grow from the solid base we have established with the goal of being able to eventually build a team of professionals to market and service our TPA business. The ideal candidate will have strong relationships within the TPA community and be able to leverage those relationships to expand our TPA services. You will have the benefit and support of our highly-seasoned leaders and staff across the organization to help you achieve these goals.

This position may be filled at the Director or AVP level based on the skills and experience of the selected candidate. This role is eligible to participate in Zenith’s hybrid work schedule which provides the flexibility to work from home on select days of the week according to the in-office schedule established by regional executive leadership. Selected candidate must be able to report into the nearest Zenith branch office on a weekly basis.

A Brief Overview

This position is responsible for developing and growing Zenith's TPA business. The Director will drive profitable growth, focusing on attracting new clients by highlighting the value of Zenith's operational and administrative expertise in workers' compensation claim management. The incumbent will be responsible for the successful development and conversion of opportunities through engagement with customers and brokers in conjunction with Zenith internal departments and staff. The leader will have a proven understanding of the target markets, be involved in long-term planning and collaborate across the organization to develop the pipeline of growth for Zenith's TPA business.

What you will do

Market Analysis and Strategy Development:

• Accountable for the development and execution of strategies to increase Zenith’s TPA services. Identify target markets/clients within the insurance field based on industry, size and benefit needs.
• Conduct competitor analysis to understand Zenith’s positioning and differentiate our TPA services and benefits.
• Develop comprehensive marketing plans to reach target clients, including branding, messaging and lead-generation strategies.
• Strong operational knowledge of a large workers’ compensation organization from billing operations, technology infrastructure, etc. to marketing strategies with an understanding of how the various departments function and integrate with each other to help execute our desire to grow.

Client and Relationship Management:

• Build relationships with executives, key decision-makers and important industry personnel within prospective client organizations. Develop profitable relationships through planning, visibility, quality interactions and education.
• Provide guidance and oversight for creating compelling marketing materials and presentations showcasing the benefits of utilizing Zenith’s TPA services.
• Create, develop and manage content marketing initiatives focused on industry trends, compliance updates, best practices, and Zenith’s success in providing TPA services.

Brand Management and Positioning:

• Provide strategic oversight for Zenith to maintain a consistent brand image across all marketing materials and communications.
• Develop thought leadership content to establish Zenith as a trusted expert in the TPA space.

Performance Monitoring and Reporting:

• Track key marketing metrics like lead generation, conversion rates, and ROI to assess campaign effectiveness.
• Regularly analyze data to identify areas for improvement and optimize marketing strategies based on the data and market trends. Provide regular reporting and/or updates to senior management.

Operational Leadership:

• Provide guidance and oversight to key operational leaders associated with the TPA business.
• Work productively and harmoniously with others on a consistent basis.
• Respond positively to direction and feedback on performance.
• Consistently maintain professional and appropriate demeanor.
• Perform other duties/projects as assigned.

Education & Experience Qualifications

• Bachelor’s Degree in marketing, risk management, or related field or equivalent work experience preferred.
• 8+ Years marketing insurance products to clients, customers, brokers, etc. preferred.
• Experience in marketing and/or working with TPA services preferred.

Skills and Abilities

• Highly entrepreneurial, ready to improve upon and expand Zenith’s existing TPA engagements into a stand-alone business segment.
• Deep understanding of the insurance industry, particularly workers’ compensation and TPA services.
• Proven experience in developing and executing successful marketing campaigns in the insurance field. Has demonstrated significant growth and contributions to the enterprise.
• Strong communication and presentation skills to effectively communicate complex concepts to potential clients.
• Ability to connect with prospects, earn trust, and build strong relationships that lead to new business partnerships.
• Ability to understand the market, including competitive analysis, to help differentiate Zenith from others and how we can be a better fit for potential clients and customers.
• Analytical skills to measure and interpret industry data and trends and to create and evaluate marketing campaign strategies and performance.
• Strong interpersonal skills with a proven track record of providing excellent customer service.
• Able to work collaboratively with others and independently as needed.
• Highly developed organizational abilities and time management skills.
• Demonstrated ability to promote organizational change.
• Has a current network of industry and client/prospect relationships.

The expected salary range for this position is $130,000 - $225,000. Actual pay will be adjusted based on experience, geographic location, and other job-related factors as permitted by law. Qualifications may warrant placement in a different job level.

Benefits

• Medical, Dental and Vision Insurance
• Flexible Spending Accounts
• Paid Parental Leave
• Life, AD&D and Disability Insurance
• 401(k), Employee Share Purchase Plan (ESPP)
• Education and Training Reimbursement
• Paid Leave: 3 weeks/year Vacation, 2 weeks/year Sick Leave
• 10 paid Company Holidays, 2 Personal Days, 2 Floating Holidays
• Employee Assistance Program (EAP)

Zenith Insurance Company is an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other legally protected characteristic. In compliance with California law, we are committed to fair hiring practices.