Business Development Manager

HUB International•Bozeman, MT

3d•Onsite

About The Position

Proper Insurance is the national leader in short-term rental (STR) insurance, with over 200,000 policies written across all 50 states. As a Coverholder at Lloyd's of London and the endorsed insurance provider for Vrbo, we offer vacation rental owners a single, comprehensive policy covering both commercial and personal use, a solution that traditional carriers simply cannot match. Founded in 2014 and headquartered in Bozeman, MT, we have grown from a two-person operation to a team of 100+ and continue to expand at an accelerated pace. Recently acquired by Specialty Program Group (SPG), Proper is now part of a broader portfolio with expanded distribution opportunities and resources to scale our broker/agency channel nationwide. The short-term rental market is one of the fastest-growing segments in hospitality and real estate, and Proper Insurance sits at the center of it. This is a newly created role and a foundational one. As Proper's first dedicated Business Development Manager for Broker Partnerships, you will own the activation, development, and ongoing management of our independent insurance agent channel. While our direct-to-consumer and property manager channels are well-established, our broker network represents a significant untapped growth opportunity. You will inherit an established foundation: 1,200+ appointed agencies already in our system and 200+ pending appointment applications ready to be handed off to you for cultivation. Your primary mission is to transform this base from dormant to actively producing, while simultaneously cultivating new broker relationships and leveraging strategic partnerships developed through our recent acquisition. You will be based out of our Bozeman MT headquarters and work directly with the Chief Sales Officer to build, train, and support a national network of independent agents who view Proper as their go-to STR carrier. The relationships you develop and the systems you build will establish a repeatable broker engagement model that scales alongside the company. This is not a role for someone looking for a defined playbook. It is an opportunity for a motivated, relationship-driven professional to build something from the ground up in a specialty market that most agents have never encountered.

Requirements

3+ years of experience in business development, broker relations, or agency management within the insurance industry
Proven ability to manage a book of broker/agency relationships with measurable production outcomes
Strong understanding of insurance distribution models (retail agents, MGAs, wholesalers).
Excellent communicator with the ability to train agents on complex products and position specialized coverage
Self-directed and process-oriented—comfortable building systems and structure in an emerging channel
Proficiency with CRM platforms (Salesforce, HubSpot, or similar) and strong organizational discipline for managing high-volume outreach and follow-up
Property & Casualty Insurance License preferred. If not currently licensed, Proper will support obtaining your P&C license as part of onboarding.

Nice To Haves

Experience working with MGAs, program administrators, or specialty lines carriers
Familiarity with the short-term rental market, hospitality insurance, or property/casualty products for real estate investors
Existing relationships with independent agencies or regional broker networks
Track record of building a broker channel from early stage to scaled production
Prior experience working in insurance or similar field (understanding E&O requirements, licensing verification, compliance standards)
Demonstrated success reactivating dormant client/partner relationships or improving production from underperforming partners
Background in training or enablement roles (creating training resources, delivering webinars, developing playbooks)
Comfort operating in a specialty/niche market vs. traditional P&C distribution

Responsibilities

Process and vet pending broker appointment applications currently in queue
Conduct thorough vetting of new agency applications using established criteria (E&O coverage, licensing, book composition, producer experience)
Execute appointment agreements and ensure all compliance requirements are met
Onboard newly appointed agencies with product training, quoting systems, and underwriting guidelines
Reactivate and nurture relationships with 1,200+ existing appointed agencies, many of which have gone dormant or produce inconsistently
Conduct regular business reviews with active and semi-active agencies to identify barriers to production and provide support
Develop targeted outreach campaigns to reengage agencies that have written business previously but have since gone inactive
Build co-marketing materials, email campaigns, and education resources to keep Proper top-of-mind with appointed agents
Identify and prospect high-potential independent agencies and regional brokerages with exposure to STR property owners
Leverage strategic relationships (including those developed through our recent acquisition) to access new broker networks and distribution channels
Develop and execute outreach strategies for agencies in high-STR-concentration markets (mountain resort towns, beach communities, metropolitan short-term rental hubs)
Coordinate with the CSO on activating partnership opportunities across the broader SPG network
Deliver ongoing product training to new and existing appointed agencies (webinars, one-on-one calls, written resources)
Ensure agents understand Proper's unique value proposition in the STR space and can effectively position our coverage vs. traditional carriers
Provide agencies with underwriting guidance, common objections/rebuttals, competitive positioning, and claims examples
Develop standardized training materials and resources that scale as the broker network grows
Monitor agency-level KPIs including gross written premium (GWP), close ratios, policy count, and renewal retention
Identify top-performing agencies and replicate their success across the network
Flag underperforming agencies for additional support or potential termination
Report monthly on partnership pipeline metrics, new appointments, reactivations, and channel revenue growth
Maintain accurate records in CRM of all agency interactions, training sessions, and performance data
Manage inbound broker-referred leads and ensure proper routing to internal sales team or back to originating agent
Track lead-to-close conversion by agency to identify high-value partnerships
Coordinate with sales operations to ensure broker-sourced business is properly attributed and compensated