Agency Development Manager

Kinsale Insurance • Richmond, VA

2d • $100,000 - $150,000

About The Position

The Agency Development Manager at Aspera, Kinsale Insurance’s in-house wholesale brokerage, leads agency recruitment and development. This hands-on, phone-first sales leader appoints retail agencies, grows established agency production, and helps build Aspera’s sales team. The role shapes the sales process and the experience Aspera provides to its agents, working in partnership with Kinsale Underwriting, Marketing, and Business Development operations.

Requirements

• Bachelor’s degree.
• At least 5 years of experience in insurance sales, distribution, or agency/broker management.
• Working knowledge of retail agency operations and business flow from agent to wholesaler to carrier.
• Familiarity with surplus lines and commercial or personal lines products.
• Insurance producer license, or ability to obtain and maintain the required license.
• Strong communication, coaching, and relationship-building skills.
• Entrepreneurial mindset and comfort with phone-first selling.
• Proficiency with CRM tools and data-driven reporting.
• Aptitude for using AI tools and emerging technologies to enhance productivity.

Nice To Haves

• Willingness to travel to agencies and industry events.

Responsibilities

• Identify, recruit, and appoint new retail agencies in target markets and lines of business, with clear appointment targets.
• Move prospects from initial conversation through signed contract using outbound calls, email follow-up, and conference and expo follow-up; drive pending contracts to completion.
• Onboard new agents with a welcome call, first-submission support, and a 30/60/90-day activation plan.
• Create and design sales processes, call cadences, scorecards, and CRM reporting to drive team performance.
• Monitor each new agency’s production during its first year against quote-ratio and premium goals set at appointment.
• Hold quarterly check-in calls with established agencies to review production, quote activity, and growth opportunities.
• Cross-sell additional Aspera products and lines, such as Commercial, to already appointed agencies.
• Contact underperforming agents, diagnose causes, and establish written performance plans with specific targets and dates; escalate or reassess agencies that do not respond.
• Build agency relationships through travel, phone contact with performing and underperforming agencies, and attendance at industry conferences and expos.
• Work with Marketing on campaigns to re-engage agencies with decreased activity.
• Partner with Kinsale Underwriting, Marketing, and Business Development operations to provide agents with a consistent experience.

Benefits

• Competitive pay and bonus opportunities.
• Health, dental, and vision insurance.
• Annual HSA contributions of up to $3,600 for an individual or $7,000 for a family.
• 22 days of paid time off and 10 paid company holidays.
• Clear promotion paths, mentorship, and ongoing professional development.
• 401(k) matching contributions of up to 6% on base salary and bonus.
• Standard life insurance and disability coverage.
• Annual reimbursement of up to $3,000 for educational training and certifications.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager