Director, Market Business Development – National Networks; Commercial Lines

Position Overview

Director, Small Market Business Development – Commercial Lines (Remote). This role focuses on networks, aggregators, and market access providers within the national firms space, with a concentrated focus on distribution models. The position requires significant travel, leadership over territory managers and agents, and strong commercial sales, relationship‑building, and cross‑functional partnership skills.

• Plans, develops and integrates territory sales plans to achieve top and bottom line objectives.
• Translates strategic business plans into organizational direction.
• Creates financial and operational goals, budgets and timelines to meet company standards.
• Analyzes performance of portfolio and individual account performance, and develops appropriate action to drive profitable growth.
• Directs pricing standards and practice on individual accounts and on a portfolio basis for the department.
• Provides recommendations to leadership regarding underwriting strategy and opportunities.
• Actively manages and participates in agency management and reviews.
• Motivates and leads territory managers and agents to achieve premium growth, profit, new business and retention goals.
• Leads and influences sales activities by aligning territory objectives with the vision, reviewing sales practices, providing feedback, reinforcing sales strategies and plans, and fostering positive energy through awards and recognition.
• Consults with all levels of internal and external partners regarding policies and practices.
• Provides recommendations on operational practices and procedures.
• Contributes input into agency strategic and business plans and regional strategic business planning.
• Communicates strategic direction and operational plans to internal associates and external partners.
• Communicates policies, procedures and financial budgets that result in attainment of business objectives.
• Ensures awareness of strategic corporate initiatives to maintain effectiveness in the field.
• Establishes and maintains strong business relationships with key groups and individuals within the commercial lines market.
• Develops effective internal and external collaborative partnerships across all customers and related functions.
• Directs research within the territory to ensure a high level of competitive intelligence.
• Identifies needs or potential issues and consults on research needs from staff and leadership.
• Validates and refines research and builds strategic perspective on industry trends, competitor actions and market conditions.
• Communicates company practice and policy decisions with territory managers.
• Provides updates and communicates expectations for activity, production and market opportunity within territory.
• Communicates observations and opportunities to sales leadership regarding products and/or pricing improvements.
• Communicates with internal partners regarding products, claims issues, underwriting risk selection, rates and customer retention.
• May communicate with the customer advocacy team regarding department of insurance complaints to provide input.
• Sets operational expectations, goals and strategies.
• Provides oversight, ensuring necessary internal support is provided to resolve issues and appropriate service levels.
• Ensures that unique agency business capabilities are assessed and emphasized as a competitive advantage across all producers within the business unit.
• Delivers training and development based on individual and territory needs.
• Coaches, develops and provides feedback to associates.
• Educates internal and external partners on sales, underwriting and claims process, practice and tools.
• Sets expectations for and focuses development on growth of sales and executive presence.
• May perform other responsibilities as assigned.

Reports to Associate Vice President, Small Market Underwriting – Commercial Lines. Responsibilities include managing seven to eight direct reports, including territory managers and support staff.

• Undergraduate degree in insurance, business, finance, marketing or related field preferred.
• Certification preferred (CPCU, CLU, CHFP or equivalent).
• Ten years of…