Agency Development Manager

Kinsale Insurance • Richmond, VA

1d

About The Position

Kinsale Insurance is an excess and surplus (E&S) lines carrier headquartered in Richmond, Virginia. Through Aspera, its in-house wholesale brokerage, the company works directly with retail agents on personal and commercial lines and places business with Kinsale. The Agency Development Manager is a hands-on, phone-first sales leader responsible for appointing new retail agencies, growing established agency production, and helping build Aspera’s sales team. The role will shape the sales process and help define the agency experience.

The manager recruits and appoints agencies in target markets and lines of business, guides prospects through contracting, and supports new agents through onboarding and activation. The role also creates sales processes and reporting, tracks first-year agency production, strengthens established relationships, addresses underperformance, and collaborates with Marketing, Underwriting, and Business Development operations. Travel to agencies and industry events is part of the role.

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 the 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 Aspera’s target markets and lines of business, setting clear appointment targets.
• Move prospects from initial conversation to signed contract through outbound calls, email follow-up, and conference and expo follow-up, and drive pending contracts to completion.
• Onboard new agents with welcome calls, first-submission support, and 30/60/90-day activation plans.
• Create and design the sales process, 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 Aspera’s additional products and lines, such as Commercial, to agencies already appointed.
• Contact underperforming agents, diagnose causes, set written performance plans with specific targets and dates, and escalate or reassess agencies that do not respond.
• Build relationships by traveling to agencies, maintaining phone contact with performing and underperforming agencies, and attending 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