Vice President of Business Development

The Champlain Insurance Group (“CIG” or “the Company”) is a fast-growing, specialty, surplus and excess lines insurance enterprise, which through our affiliates, Champlain Specialty Insurance Company, WestCongress Insurance Services LLC, and WestCongress Risk Services LLC, offers primary and excess general liability insurance solutions and claims administration throughout the United States. We are seeking a Vice President, Business Development (“VPBD”) for the Texas Market to support a designated group of broker relationships.

The VP Business Development will report to the President or a designated member of the Executive Committee as determined by CIG’s CEO from time to time. The position is primarily responsible for driving revenue growth through the achievement of sales goals and is responsible for overseeing up to 50 brokerages, specifically in TX.

The VP of Business Development serves as the overall relationship manager and point of contact for brokers.This includes developing and fostering relationships, monitoring premium production, establishing compensation and incentives, implementing retention strategies, and overseeing service delivery and resolution of issues. This person is responsible for the overall broker network in a given territory, including proactive prospecting (representation and development), active marketing of products and services, and consistent broker performance management.

This role/person can be located in either our Austin, San Antonio, or Dallas, TX offices and will require travel to visit key customers (day trips) and to our headquarters in Manchester, NH.

Responsibilities:

  • Achievement of premium production goals, including both new business production and renewal retention.
  • Creating and maintaining an approach that aligns with underwriting to provide a seamless experience to broker partners.
  • Leading annual business planning with each broker; periodic reviews of performance against plan; closely working with partners on performance-to-plan including corrective actions and commission adjustment when appropriate. Internally, leading the related agency review process.
  • Serving as the positive and proactive voice of the company to brokers, communicating general messages, appetite, company news and developments, etc. in a timely fashion.
  • Delivering training and education on products, appetite, services, systems and technology.
  • Influencing and building relationships by planning and executing business sessions and association meetings, also periodic promotional business and entertainment events.
  • Serving as the eyes and ears of the company for market intelligence, competitor information, and industry issues in the assigned territory. Proactively developing and sharing meaningful insights on company position vis-à-vis competitors, including areas of competitive advantage and disadvantage, and serving as thought leader for addressing them.
  • Leading broker prospecting, appointments, rehabilitation and terminations; finding ways to ensure efficiency of sales operations.
  • Identifying and executing book acquisition/rolls.
  • Producing and managing broker metrics.
  • Effectively administrating and utilization of a CRM database.

Qualifications:

  • Bachelor’s degree (B.A.) from a four-year college or university
  • At least 7+ years’ experience at a carrier, MGA and/or other insurance producer with increasing responsibility for customer relations, E&S underwriting and contract binding, and managing teams. Willingness to devote substantial time and energy to ensuring corporate submission flow, production, and profitability goals are accomplished.
  • Strong interpersonal communication skills and organizational skills
  • Knowledge of standardized insurance workflows, roles and responsibilities, and compliance requirements
  • Knowledge of insurance coverages and general E&S market conditions
  • Knowledge of primary and/or excess general liability risk evaluation
  • Ability to organize work and perform within time constraints
  • Strong written and verbal communication skills
  • Negotiation skills
  • Deep understanding of regional customer markets and competitive landscapes to target and drive production/distribution operations
  • Excellent business and people decision-making skills
  • Maintain positive energy and handle stress in the face of challenges & deadlines

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