PRS Business Development Manager

Description

PRS Business Development Manager (BDM)

Irvine or Los Angeles California

Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions. Our clients include many of the most affluent families in the world executives business owners and top collectors of art jewelry wine and automobiles.

Chubb Personal Risk Services is seeking a Business Development Manager (BDM) for our Southern California territory. The BDM position is responsible for overall agency relationship management including new client acquisition and renewal client management for assigned tier 1 and 2 agents and brokers including key Cornerstone agency partners. The BDMs territory consists of nearly $90 million total written premium and will need to conduct agency field visits to their assigned agents and brokers from two Chubb branches - Newport Beach (Irvine) and Los Angeles with the largest concentration being in the Orange and Los Angeles County area. The position will be based within the defined geography with a preference for the candidate to live near a Chubb Regional or Branch Office (Irvine or Los Angeles California).

The BDM will report directly to the Southern California AVP Personal Lines Manager.

Key Responsibilities:

• Develop agency assessments and business plans with assigned independent agencies designed to grow new business from new clients as well as retention and cross selling of existing clients.
• Identify new clients with annual premium of $5000 to $250000 through effective pipeline development account pre-qualification and territory analysis/management ultimately leading to closing deals.
• Responsible for new and existing client quote follow up and quote optimization with agents.
• Renewal retention management by demonstrating the ability to position rate and exposure changes with value-based selling techniques.
• Premier account segment new and renewal table set best practice.
• Cross-sell and upselling of existing clients via account rounding initiatives.
• Provide support to assigned agencies including:
  • Agency training to understand Chubbs products services and competitive advantages.
  • Product and service enhancements and rate changes.
• Address and respond to agency inquiries specific to billing policy services systems BORs commissions claims agency coding/licensing and the like.
• Coordinate home office initiatives and marketing campaigns that are new and renewal customer oriented including attendance at associated events.
• Adhere to a disciplined sales process to ensure consistent execution of best practices including Salesforce documentation.
• Book management including analysis of results to identify agency specific and territory trends.
• Develop and maintain trusted agency relationships primarily through in person travel.
• Participate in internal meetings and report on results as appropriate.
• Work with agents and underwriting on new clients retention and cross selling.
• Collaborate and interact with Sales Underwriting Risk Consulting Product Claims and Branch Administration.

Results Orientation :

• Proven track record of sustained high sales performance and achievement with anability to drive results and innovate in a fast- paced environment by:
• Recognizing and capitalizing on opportunities
• Distinguishing what results are important with a focus on achieving high-payoff activities and goals
• Challenging self and others to do better without minimizing accomplishments
• Identifying critical success factors to accomplish desired results and develop plans to achieve them
• Ensuring goals and objectives are measurable and focus on goals not activities
• Continually looking for ways to change and improve processes to create improved business results.
  

Adaptability :

• Agile learner who can quickly absorb information and apply it to current business situations by:
• Responding well to change
• Handling multiple demands/priorities
• Adapting to best fit with situation at hand
• Handling conflict effectively
• Developing new skills quickly
• Accepting new responsibilities willingly
  

Customer Engagement :

• Delivers end to end customer engagement that leads to measurable revenue growth by:
• Building rapport quickly and finding common ground
• Establishing trust and credibility through timely delivery of commitments
• Leveraging goodwill to gain larger share of wallet
• Allocating resources to maximize business potential
• Analyzing data with the goal of discerning useful information that informs conclusions and supports fact based decision-making
  

Problem Solving :

• Identifies/reacts to problems and opportunities produces alternatives and implements viable solutions by:
• Responding to and resolving inquiries in a timely manner
• Engaging appropriate resources to resolve problems and following through to conclusion
• Simplifying complexity by breaking down issues into manageable parts
• Looking beyond the obvious to get at root cause
• Developing insight into problems issues and situations
  

Sales Acumen :

• Leverage market business and technical knowledge and insights by:
• Possessing a big picture perspective and detailed operational understanding of own area of responsibility
• Employing a disciplined sales process to ensure consistent execution of best practices (agency assessments drive pipeline management business plans set goals and drive execution of tactics effective agency travel advances new business activities/results etc.)
• Effective utilization of Salesforce to view dashboard information review open opportunities and add updates run agency financial reports and summarize agency travel
• Intrinsic curiosity paired with effective questioning and active listening skills
• Strong negotiation leveraging and value-based selling skills

Influence Management :

• Influence and inspire others by:
• Communicating effectively and passionately about Chubb/Personal Risk Services
• Successfully persuading convincing and influencing others on why Chubb
• Anticipating and preparing for how others will react and overcome obstacles/resistance
• Leveraging agency relationships to close deals

Education and Experience :

• Bachelors degree or equivalent work experience
• Minimum of 3 years of personal lines sales marketing underwriting claims risk consulting or agency experience
• Experience selling to high net worth clients preferred

The pay range for the role is $95000 to $137000. The specific offer will depend on an applicants skills and other factors. This role may also be eligible to participate in a discretionary annual incentive program. Chubb offers a comprehensive benefits package more details on which can be found on our careers website . The disclosed pay range estimate may be adjusted for the applicable geographic differential for the location in which the position is filled.

Required Experience:

Manager