Senior Business Development Manager

Berkshire Hathaway Homestate Companies; Grand Rapids, Northern (MI, KY); Hybrid; USD 78,000 - 104,000; Full time

Benefits offered by this job

Company car

Paid Time Off

Paid Holidays

Retirements Savings Match

Group Health Insurance

Life and AD&D Insurance

Long Term Disability Insurance

Flexible Savings Accounts

Paid Community Volunteer Day

Employee Assistance Program

Tuition Reimbursement Program

Employee Referral Program

Job summary

Berkshire Hathaway Homestate Companies, Workers’ Compensation Division, is seeking a Business Development Manager to expand our presence across Michigan, Ohio, Indiana, Western Pennsylvania and Kentucky. You will develop territory plans, build agency partnerships, and monitor performance to drive profitable growth.

The role requires at least five years in workers' comp, a bachelor’s degree, and strong communication and MS Office skills. Location is Grand Rapids, Michigan with statewide travel.

Qualifications

• Bachelor's degree from an accredited four-year college is required.
• Minimum five years of workers' compensation insurance experience, preferably in a Marketing or Underwriting role.
• Strong reading, analysis, and communication skills; proficiency in Microsoft Office.

Responsibilities

• Create and execute territory plans with travel strategies. Align with regional resources to understand differences in opportunity and profitability.
• Position BHHC as the market of choice with agents and identified target markets; pursue new agency appointments and opportunities for book transfers.
• Monitor agency growth and profitability; identify performance gaps and develop growth plans for profitability.
• Manage agency partnerships to meet minimum premium standards and growth goals; handle appointments and terminations timely; drive renewal strategy discussions.
• Conduct in-person agency visits and prospect meetings, and collaborate with underwriting and loss control teams.

Skills

Territory planning

Agency relationships

Sales/marketing strategy

Reading & analysis

Presentation skills

MS Office proficiency

Education

Bachelor's degree

Tools

Microsoft Office

Job description

WHAT WE'RE LOOKING FOR

Berkshire Hathaway Homestate Companies, Workers Compensation Division, is looking for a 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, as well as provide input regarding customer experience.

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

RESPONSIBILITIES

• Createsandexecutesterritoryplans thatdemonstrateaclearunderstandingof territorywitheffectivetravelplans. Alignswith the regional resources tounderstandterritorialdifferences inopportunityandprofitpotential.


• Works topositionBHHCas themarketof choicewithouragentsandidentifiedtargetmarkets. Proactively searchesout newagencyappointments,prospectmeetings,opportunitiesforbooktransfers,identifiesadditionalagencyproductionsources, effectivelygainsagencycommitmentandlookstodrivenewagencypartner’sproduction.


• 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.


• Develops productive partnerships by educating agents on BHHC’s value proposition, target market opportunities, target acquisitions opportunities, territory goals and service model by premium size.


• Participates in weekly underwriting meetings and contributes to discussions around large accounts with up to date agency needs to win the account. 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.


• MaintainsaccuratePresident’s Circleinformationforassignedagenciesanduses theprogram toleveragebothnewbusiness and renewalseffectively.

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 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.

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

$77,629 - $104,057 a year

This pay scale is an estimate of the salary range the employer reasonably expects to pay for the position based on potential employee qualifications, operational needs and other considerations consistent with applicable law. The actual salary may be above or below the range. The pay scale applies only to this position and only if it is filled in Grand Rapids, Michigan. The pay scale may be different for other positions or in other locations.

ABOUT US

With more than 50 years in business, 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 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.