Senior Business Development Manager- Business Insurance

Job Description

Who Are We?

Solid reputation, passionate people and endless opportunities. That’s Travelers. Our superior financial strength and consistent record of strong operating returns mean security for our customers – and opportunities for our employees. You will find Travelers to be full of energy and a workplace in which you truly can make a difference.

Target Openings

1

What Is the Opportunity?

Under general supervision, the Senior Business Development Manager (Sr. BDM) is responsible for developing, servicing and growing a sales territory through inside and outside sales approach that consists of an assignment of a region or targeted brokers. Assists in coaching and mentoring less experienced staff members. Achieving success will include: optimizing the growth potential; exceeding or meeting year over year growth and profit objectives; utilizing Travelers sales tools within a consultative sales framework, developing competitor intelligence; and collaborating with underwriting team members, and home office and business centres on product, pricing and broker management decisions.

Primary Job Duties & Responsibilities

• Identify and develop a flow of new customers that fit Travelers’ profile and exceed production goals; develop annual broker flow and production goals.
• Provides customer service to brokers / policyholders / internal customers at a level that is consistent with Travelers Canada quality and productivity goals.
• Sales Pipeline Development – assist with prequalifying submissions, identifying growth opportunities, portfolio transfers and incentive opportunities.
• Understand specific industry characteristics by business segment, including key needs and buy patterns, and use effectively in positioning Travelers’ products, platform and services.
• Accountable for building and maintaining effective relationships with customers/CSR’s/brokers through high visibility, clear knowledge of companies strategies and joint sales planning.
• Demonstrate expert ability to build partnerships with other business segments to identify and initiate multiple product solutions at the account level.
• Work collaboratively with other business segments to remove roadblocks and administrative obstacles to ensure brokers see Travelers as “easy to do business with”.
• Apply broker diagnostics; diagnoses brokers' interests, ability to grow, and motivates brokers to succeed.
• Direct and coordinate implementation of regional and national advertising and branding strategies.
• Completes strategic marketing plans for territory to identify opportunities and potential challenges from which strategies and tactics are developed.
• Develops and executes bottom-up Strategic Broker Management Plans with consistent accuracy in meeting company objectives.
• Development and execution of sales and marketing initiatives to achieve growth and profitability objectives.
• Articulates a sales process that matches Travelers Canada features, benefits, and solutions to broker needs and influences brokers to quote and sell Travelers to customers.
• Ensures that broker offices are fully trained on products and technology solutions.
• Establishes rapport and provides a superior sales experience with prospective brokers.
• Develop product, underwriting and sales knowledge to counsel and sell available multi-line insurance products.
• Stays current on all Travelers Canada systems and product/pricing changes.
• Superior customer service skills to include problem resolution.
• Acts as a resource for competitive intelligence and distribution channel information.

Minimum Qualifications

• Minimum 5 years insurance sales experience required.
• Ability to travel up to approximately 75% of the time.

Education, Work Experience, & Knowledge

• University / college degree preferred.
• Comprehensive analytical skills including the ability to draw conclusions from analysis and make initial recommendations.
• Advanced ability to analyze multiple sources of information and develop alternative solutions.
• Advanced ability to quantify impact of various activities.
• Advanced broker relationship management experience preferred.

Licensing or Certificates

• CIP (or in progress) and other insurance related designations are considered an asset.
• A valid drivers license is required with a satisfactory motor vehicle record.

Job Specific Technical Skills & Competencies

• Advanced relationship management skills: superior interpersonal skills and ability to work effectively with internal and external customers.
• Advanced verbal and written communication skills.
• Advanced platform skills.
• Advanced ability to build relationship with and effectively influence customers and/or brokers.
• Advanced ability to quickly learn and implement new knowledge and skills.
• Expert ability to use resources and data to make fact-based decisions in a timely and efficient manner.
• Expert knowledge of marker / territory, including competitor strengths and weaknesses.

What Is in It for You?

• Health Insurance: Employees and their eligible family members – including spouses, partners, and children – are eligible for coverage from the first day of employment.
• Retirement: Travelers provides a core contribution of 3% of your total eligible earnings to your Deferred Profit Sharing Plan (“DPSP”). Travelers also matches your savings plan contribution dollar-for-dollar up to 5% of base pay.
• Paid Time Off: Start your career at Travelers with a minimum of 20 days Paid Time Off (“PTO”) annually, plus the opportunity to purchase additional days to allow for up to a total of 36 PTO days per year. You will also receive twelve paid company Holidays.
• Wellness Program: The Travelers wellness program is comprised of tools, discounts and resources that empower you to achieve your wellness goals and caregiving needs. In addition, our mental health program provides access to free professional counseling services, health coaching and other resources to support your daily life needs.
• Volunteer Encouragement: We have a deep commitment to the communities we serve and encourage our employees to get involved. Travelers has a Matching Gift and Volunteer Rewards program that enables you to give back to the charity of your choice.

Equal Employment Opportunity Statement

Travelers is an equal opportunity employer. We are committed to providing accommodation to persons with disabilities. If you require accommodation during the recruitment or interview process we will work with you to accommodate your needs.

If you are a candidate and have specific questions regarding the physical requirements of this role, please send us an email so we may assist you.