Senior Business Development Underwriter, Commercial Lines - NorCal

ICW Group; Pleasanton (CA); On-site; USD 104,000 - 176,000; Full time

Job summary

ICW Group in Pleasanton, CA is seeking a Senior Business Development Underwriter to develop, manage, and grow a profitable book of business within assigned lines, acting as a senior underwriting and distribution partner to agents and internal stakeholders.

You will apply advanced judgment to price and structure complex accounts, drive cross-sell opportunities across Commercial Lines, mentor junior staff, and lead agency relationships while traveling 50–75% as needed.

Qualifications

• Bachelor’s degree in Business, Finance, Risk Management, or related field, or equivalent experience.
• Minimum 5 years underwriting experience required; 7+ years preferred.
• Strong ability to manage high-value agency relationships and drive profitable growth.
• Willingness to travel 50–75% to meet clients and pursue opportunities.

Responsibilities

• Underwrite, price, and manage moderately to highly complex risks within assigned lines.
• Drive new business production and growth through agency engagement and cross-sell.
• Lead complex pricing discussions and provide underwriting guidance to agents.
• Mentor and coach junior staff; contribute to training and process improvements.
• Maintain knowledge of regulatory changes and market dynamics.

Skills

Agency relationships

Underwriting complex risks

Business development

Negotiation

Relationship management

Analytical skills

Communication skills

Presentation skills

Education

Bachelor’s degree in Business, Finance, Risk Management, or related field

Job description

Are you looking to make an impactful difference in your work, yourself, and your community? Why settle for just a job when you can land a career? At ICW Group, we are hiring team members who are ready to use their skills, curiosity, and drive to be part of our journey as we strive to transform the insurance carrier space. We’re proud to be in business for over 50 years, and its change agents like yourself that will help us continue to deliver our mission to create the best insurance experience possible.

Headquartered in San Diego with regional offices located throughout the United States, ICW Group has been named for ten consecutive years as a Top 50 performing P&C organization offering the stability of a large, profitable and growing company combined with a focus on all things people. It’s our team members who make us an employer of choice and the vibrant company we are today. We strive to make both our internal and external communities better everyday! Learn more about why you want to be here!

PURPOSE OF THE JOB

The purpose of this role is to develop, manage, and grow a profitable book of business within assigned line(s) of business, while serving as a senior-level underwriting and distribution partner to agents and internal stakeholders.

Senior Business Development Underwriters are responsible for underwriting more complex risks within assigned line(s) of business (e.g., Workers’ Compensation or Commercial Package and its component coverages) and are expected to operate with a higher level of autonomy, authority, and judgment. In addition, this role plays a key leadership role in driving broader Commercial Lines growth by identifying cross-sell opportunities, promoting all Company products, and supporting agency and distribution strategy.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Underwriting & Portfolio Management

• Underwrite, select, and price moderately complex to complex risks within assigned line(s) of business in accordance with Company guidelines
• Maintain accountability for the profitability, growth, and retention of assigned portfolio
• Evaluate detailed risk characteristics including operations, financials, management, and loss history
• Exercise advanced underwriting judgment and authority to structure, price, and manage complex accounts
• Utilize underwriting authority to apply appropriate pricing, credits/debits, deductibles, and alternative rating structures
• Quote and explain complex pricing structures (e.g., retros, deductibles, large account programs) where applicable
• Monitor portfolio performance and take proactive corrective action to achieve underwriting targets
• Remain current on regulatory, rating, and coverage changes (e.g., WCIRB/NCCI, ISO/AAIS)

Business Development, Production & Distribution

• Drive new business production and achieve growth objectives through proactive agency engagement, prospecting, and cross-sell execution
• Develop, manage, and optimize a high-performing producer force aligned with Company strategy
• Hold producers accountable for production, quality, and profitability expectations
• Drive profitable sales across all Commercial Lines products, including increasing penetration of existing products and supporting new product introductions
• Actively identify and lead cross-sell opportunities, partnering across underwriting teams to deliver total account solutions
• Prospect, prequalify, and appoint new producers with strong alignment to target business segments
• Set and manage production goals and performance expectations with key agency partners
• Maintain deep knowledge of assigned territory, including competitor positioning and market dynamics
• Influence and provide input on distribution strategy, product positioning, and market opportunities

Producer & Relationship Management

• Serve as a lead Company representative with key and strategic agency partners
• Build and maintain strong, collaborative relationships through regular agency engagement, presentations, and strategic planning
• Lead complex account and pricing discussions with agents and insureds
• Provide underwriting and distribution guidance to agents, including structuring solutions for more complex risks
• Deliver high levels of responsiveness, service, and professionalism in all interactions
• Present agency performance insights, growth opportunities, and strategic recommendations to internal leadership and agency partners

Leadership & Mentorship

• Mentor and support the development of Business Development Underwriters and junior staff
• Provide guidance on underwriting approach, agency management, and deal structure
• Participate in training, onboarding, and knowledge sharing across the team
• Contribute to special projects, product initiatives, and process improvements as assigned

SUPERVISORY RESPONSIBILITIES

This role does not have direct reports but is expected to mentor, influence, and provide guidance to junior team members.

EDUCATION AND EXPERIENCE

Bachelor’s degree in Business, Finance, Risk Management, or related field, or equivalent experience.
Minimum 5 years underwriting experience required; 7+ years preferred, with demonstrated experience handling more complex risks and agency relationships.

CERTIFICATES, LICENSES, REGISTRATIONS

Current driver’s license required.

KNOWLEDGE AND SKILLS

• Demonstrated success in building and managing high-value agency relationships and driving profitable growth
• Proven ability to underwrite complex risks and apply advanced underwriting judgment
• Strong business development, negotiation, and relationship management skills
• Ability to balance advanced underwriting discipline within assigned line(s) of business with production and cross-sell expectations across Commercial Lines
• Ability to evaluate submissions, financials, and loss data to support complex decision-making
• Advanced knowledge of Commercial Lines products, including Workers’ Compensation and/or Commercial Package and its component coverages
• Ability to mentor, coach, and influence others
• Strong analytical, communication, and presentation skills

PHYSICAL REQUIREMENTS

• Office environment – no specific or unusual physical or environmental demands and employees are regularly required to sit, walk, stand, talk, and hear.
• Role requires 50%-75% travel to meet with clients, attend industry events, and develop new business opportunities.
• Travel is usually limited to automobile but occasional air travel is required.
• Requires regular visits to outside locations such as producer’s offices.

WORK ENVIRONMENT

• This position operates in an office environment and requires the frequent use of a computer, telephone, copier, and other standard office equipment. Requires the ability to work 20-30% of time from home.

This description is a general statement of essential job functions and responsibilities. The position may include other duties as assigned.

The current range for this position is

$104,125.20 - $175,599.98

This range is exclusive of fringe benefits and potential bonuses. If hired at ICW Group, your final base salary compensation will be determined by factors unique to each candidate, including experience, education and the location of the role and considers employees performing substantially similar work.

WHY JOIN ICW GROUP?

• Challenging work and the ability to make a difference
• You will have a voice and feel a sense of belonging
• We offer a competitive benefits package, with generous medical, dental, and vision plans as well as 401K retirement plans and company match
• Bonus potential for all positions
• Paid Time Off
• Paid holidays throughout the calendar year
• Want to continue learning? We’ll support you 100%

ICW Group is committed to creating a diverse environment and is proud to be an Equal Opportunity Employer. ICW Group will not discriminate against an applicant or employee on the basis of race, color, religion, national origin, ancestry, sex/gender, age, physical or mental disability, military or veteran status, genetic information, sexual orientation, gender identity, gender expression, marital status, or any other characteristic protected by applicable federal, state or local law.

Job Category

Underwriting