AVP, Business Development Leader-Captive
About The Position
The Opportunity: Lead, develop and implement sales and business development strategies that promote continued growth and profitability of Agora with key producers across respective business unit within the assigned region. Your New Role Drive engagement of assigned national and local producers to ensure profitable growth of Agora, a QBE sponsored medical stop loss group captive Design and implement medical stop loss sales strategies to drive new business, deliver rate, and meet retention targets Develop and collaborate with key stakeholders to deliver on the regional business goals with key agents/brokers assigned Build strategic relationships with key current and potential new agents/brokers by networking and providing engaged consultation to foster business growth and meet underwriting and profitability goals Achieve agent/broker engagement by educating assigned agents/brokers within the region on Agora, QBE Accident & Health, and QBE while implementing best practice broker-specific marketing strategies. In addition, ensure effective utilization of tools and resources to enhance partnerships Provide subject matter expertise during client business reviews by collaborating with internal operations teams and ensure services align with client needs and expectations while continuously benefitting the organization Execute effective account development and customer relationship management initiatives by guiding alignment among organizational, market, product and distribution channel strategies and implementing strategic account engagement and deal management plans to facilitate growth across the organization Forecast and manage sales activity and pipeline to meet revenue targets and company goals. Utilize enterprise tools to lead enterprise-wide activities, track and report progress/results Optimize book of business by utilizing individual credibility to effectively communicate benefits of partnering with the organization and enable strong client retention Achieve targets for profitable medical stop loss sales volume and strategic objectives with assigned agents/brokers within the assigned region Monitor market trends and competition, identify and analyze opportunities, capitalize on opportunities for continuous improvement and anticipating and mitigate risks to align with organizational growth objectives Optimize team operations for the region by partnering with key stakeholders, sharing expertise and providing solutions to department issues to ensure profitable growth and business development aligns with business objectives Manage budgeted resources by anticipating expenditures, accurately forecasting resource needs/costs and properly accounting for expenses to meet requirements and achieve fiscal responsibility Contribute to a positive environment by modeling cultural expectations and guiding leaders to reward performance and value "can do" people, accountability, diversity and inclusion, flexibility, continuous improvement, collaboration, creativity and fun
Requirements
- Bachelor's Degree or equivalent combination of education and work experience
- Relevant experience
- Principles and methods for showing, promoting, and selling products or services
- Events affecting the medical stop loss market, including understanding of competition and the marketplace
- Broad knowledge of risk management, underwriting, and group health insurance
- Broad knowledge of relevant trends and information related to business development and business retention
Nice To Haves
- Build and capitalize on beneficial internal and external relationships
- Develop and manage a sales process
- Identify and articulate improvement opportunities and translate them into tangible business deliverables
- Collaborate, share knowledge, and engage others
- Establish and maintain effective, trusting and respectful relationships
- Build and maintain networks and channels of communication inside and outside the organization
- Demonstrate vision, ambition, persistence and a passion for success
- Clearly and confidently convey information to various audiences through speech and writing
- Utilize effective communication skills to influence, persuade, and negotiate with decision makers
- Demonstrate a knowledge of medical stop loss and employer sponsored healthcare financing
Responsibilities
- Drive engagement of assigned national and local producers to ensure profitable growth of Agora, a QBE sponsored medical stop loss group captive
- Design and implement medical stop loss sales strategies to drive new business, deliver rate, and meet retention targets
- Develop and collaborate with key stakeholders to deliver on the regional business goals with key agents/brokers assigned
- Build strategic relationships with key current and potential new agents/brokers by networking and providing engaged consultation to foster business growth and meet underwriting and profitability goals
- Achieve agent/broker engagement by educating assigned agents/brokers within the region on Agora, QBE Accident & Health, and QBE while implementing best practice broker-specific marketing strategies. In addition, ensure effective utilization of tools and resources to enhance partnerships
- Provide subject matter expertise during client business reviews by collaborating with internal operations teams and ensure services align with client needs and expectations while continuously benefitting the organization
- Execute effective account development and customer relationship management initiatives by guiding alignment among organizational, market, product and distribution channel strategies and implementing strategic account engagement and deal management plans to facilitate growth across the organization
- Forecast and manage sales activity and pipeline to meet revenue targets and company goals. Utilize enterprise tools to lead enterprise-wide activities, track and report progress/results
- Optimize book of business by utilizing individual credibility to effectively communicate benefits of partnering with the organization and enable strong client retention
- Achieve targets for profitable medical stop loss sales volume and strategic objectives with assigned agents/brokers within the assigned region
- Monitor market trends and competition, identify and analyze opportunities, capitalize on opportunities for continuous improvement and anticipating and mitigate risks to align with organizational growth objectives
- Optimize team operations for the region by partnering with key stakeholders, sharing expertise and providing solutions to department issues to ensure profitable growth and business development aligns with business objectives
- Manage budgeted resources by anticipating expenditures, accurately forecasting resource needs/costs and properly accounting for expenses to meet requirements and achieve fiscal responsibility
- Contribute to a positive environment by modeling cultural expectations and guiding leaders to reward performance and value "can do" people, accountability, diversity and inclusion, flexibility, continuous improvement, collaboration, creativity and fun
Benefits
- Hybrid Working – a mix of working from home and in the office
- 22 weeks of paid leave for family growth, with 12 weeks available to all parents on a gender-equal basis
- Competitive 401(k) program with company match up to 8%
- Well-being program including holistic wellbeing coaching, gym membership, confidential counselling, financial and legal advice
- Tuition Reimbursement for professional certifications, and continuing education
- Employee Network and Community – QBE actively supports six Employee Networks, and many ways to give back to your community
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Number of Employees
5,001-10,000 employees
