AVP Retail & Wholesale Distribution

AVP Retail & Wholesale Distribution

Location:

Hartford, CT, US

Job Type: Full-Time

Work Mode:
Hybrid

Job Level: Management & Leadership

Job

Company: HSB

Employment Type:

Regular

Area of Expertise:
Business Strategy & Consulting

Description:

Reports to:

VP, Business Development

** About the Role*
* We are seeking an AVP, Retail and Wholesale Distribution to lead our national retail and wholesale distribution team and drive top-line growth across our Equipment Breakdown, Cyber, and Renewable Energy product lines, with additional products expected to join the portfolio over time. This is a high-visibility leadership role managing a team that owns the day-to-day direct agent and broker relationships nationwide - the AVP is accountable for that team's strategy, performance, and results.

The ideal candidate is a field sales activation and enablement expert - someone who thrives on coaching, training, and developing business development talent, and who knows how to translate that coaching into measurable results: submission activity, new business premium growth, total gross written premium (GWP), and retention.

** What You'll Do*
* + Lead, coach, and develop a team of 7-8 business development professionals responsible for managing agent and broker relationships across the country.

+ Build and execute a national distribution strategy across Equipment Breakdown, Cyber, and Renewable Energy, with the flexibility to onboard new products as the portfolio expands.

+ Design and lead sales activation and enablement programs - training curricula, coaching cadences, and performance frameworks - that build a high-performing, consultative sales team.

+ Instill sales discipline and process across the team, including consistent CRM utilization, pipeline management, and agency management practices, to drive accountability and predictable production.

+ Set annual production goals, submission activity targets, and new business premium growth targets for the team, while owning total gross written premium (GWP) and profitability across the book.

+ Own reporting and results communication to senior management, including performance trends, pipeline health, and market intelligence.

+ Cultivate and manage relationships with key trading partners, including retail agents, wholesale brokers, and MGAs, to expand distribution reach and deepen existing partnerships.

+ Serve as an external face of the organization to agents and brokers, clearly communicating our value proposition and ensuring intermediaries have the support they need to do business with us.

+ Represent the company at major industry conferences, trade events, and broker/agent forums.

+ Partner cross-functionally with underwriting, product, marketing, and actuarial teams to align distribution strategy with appetite, pricing, and product development.

+ Monitor competitive positioning, market trends, and distribution channel performance to inform strategy and identify new growth opportunities.

+ Recruit, hire, and build bench strength on the distribution team, supporting succession planning and long-term team development.

** Requirements*
* + A bachelor's degree in sales/marketing, underwriting is preferred.

+ 12+ years in the insurance industry in distribution management

+ Experience working with senior management in developing tactical sales plans

+ Track record in achieving key performance indicators and metrics

+ Supervisory or management experience leading teams and seasoned professionals

+ Experience in project and time management

+ Experience in business finance (P&L)

** Preferred Qualifications*
* + Significant experience in P&C insurance distribution and sales leadership, ideally within specialty lines (Equipment Breakdown, Cyber, or Renewable Energy experience strongly preferred).

+ A demonstrated track record of building, coaching, and leading high-performing sales/business development teams.

+ Deep knowledge of retail and wholesale distribution channels and how to manage agent and broker relationships effectively.

+ A genuine passion for sales enablement - someone who has designed or run coaching and training programs that moved production numbers, not just delivered content.

+ A track record of instilling sales discipline and process rigor within a team, including consistent CRM adoption, pipeline management, and structured agency management practices.

+ Strong executive presence and relationship-building skills, with experience representing an organization externally at industry events.

+ Comfort operating with autonomy while managing accountability to senior leadership through clear, data-driven reporting.

+ Willingness to travel regularly to support the national team, trading partners, and industry events.

At The Hartford Steam Boiler, a subsidiary of Munich Re, we see Diversity and Inclusion as a solution to the challenges and opportunities all around us. Our goal is to foster an inclusive culture and build a workforce that reflects the customers we serve and the communities in which we live and work. We…