Vice President, Business Development - Carrier Practice

Overview

This position is dedicated to Gallagher Bassett’s Carrier Practice business segment and sales team. Carrier Practice represents one of Gallagher Bassett’s most rapidly expanding units, focused on creating sustainable and profitable claims administration partnerships with insurance carriers, managing general agents (MGAs), and captive managers.

The Vice President – Business Development will effectively and independently pursue new business, inclusive of developing strategy, relationship management and overall program architecture. Engage with prospects (i.e., insurance carriers, MGAs, captive managers), developing a broad network for long‑term pipeline growth and sales success. Positively represent the Gallagher Bassett brand in the marketplace to maximize revenue generation and profitability. Maintain knowledge of internal products and services.

Effectively work with members of cross‑functional teams including Client Services, Operations, and Marketing. This role would also require up to 40% of travel.

• Develop and foster strong relationships with prospective clients resulting in more opportunities for GB and improved proposal, presentations, and win rates for our organization
• Ensure connectivity and credibility with key prospects within your target account strategy; this includes conducting regular capability presentations and serving as a liaison for such prospects with other GB colleagues (e.g., in Sales, Client Services and Operations)
• Raise awareness and reputation of Gallagher Bassett in the marketplace through leveraged marketing efforts including:
  • Speaking engagements (speaking engagements must be on topics directly related to our business which advance the perception of GB’s expertise, innovation and capabilities in segments we serve or desire to serve)
  • Meaningful role/attendance at industry events
  • Hosting round‑table sessions and events among industry stakeholders such as carrier Chief Claims Officers and Chief Underwriting Officers
• Develop and execute multi‑year target account and ecosystem strategies across carriers, MGAs, and captive managers
• Build and manage a forward‑looking pipeline aligned to Gallagher Bassett’s Carrier Practice growth and profitability goals
• Drive sales growth and meet or exceed sales targets
• Lead sales pursuit of calling on C‑level executives across target accounts strategy and effectively partnering with sales producers on engagement plans
• Build and maintain strong industry relationships with key clients, prospects, brokers, insurance carriers and business partners
• Monitor market trends and competitor activities to identify opportunities for growth
• Provide regular reports on sales performance and market trends to senior management

• Bachelor’s degree in business, Risk Management, Insurance, or a related field
• Minimum of 7 years of experience in sales roles in the insurance industry
• Proven track record of achieving and exceeding sales targets
• Track record of building and maintaining client relationships at the senior level
• Exceptional leadership and team management skills
• Experience navigating extended, consensus‑driven buying processes at the executive level
• Strong insurance industry experience and acumen with experience in carrier functional areas including claims, underwriting, IT and business development
• Ability to develop and execute business plans
• Excellent communication and negotiation abilities
• Decision making and problem‑solving
• Proficient in Excel and PowerPoint, structure and utilize data to tell compelling stories, incorporating potential nuances such as outliers and benchmark data to reach better conclusions

• With an in-depth knowledge of clients, this individual consistently thinks outside the box to address specific client concerns
• They deliver all messages, whether written or verbal, in a concise and logical manner, focusing on insights and actionable decisions
• Confident in communication and presentation, they effectively convey their points and anticipate questions from supervisors and clients
• Adept at engaging with more sophisticated clients and brokers

We offer a competitive and comprehensive…