Business Development Manager

Chubb•Boston, MA

About The Position

Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions. Our clients include many of the most affluent families in the world, executives, business owners and top collectors of art, jewelry, wine and automobiles. Chubb Personal Risk Services is seeking a Business Development Manager (BDM) for our Northern and Central California territory. The BDM position is responsible for overall agency relationship management including new client acquisition and renewal client management for assigned agents and brokers and agency partners. The BDM will need to conduct agency field visits to their assigned agents and brokers from two Chubb branches – San Francisco, and Walnut Creek, with the largest concentration being in the Sacramento and Central Valley area. The position will be based within the defined geography, with a preference for the candidate to live in Sacramento or in the Central Valley of California. The BDM will report directly to the Northern California VP, Personal Lines Manager.

Requirements

Results Orientation: Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast- paced environment by:
Recognizing and capitalizing on opportunities
Distinguishing what results are important with a focus on achieving high-payoff activities and goals
Challenging self and others to do better without minimizing accomplishments
Identifying critical success factors to accomplish desired results and develop plans to achieve them
Ensuring goals and objectives are measurable and focus on goals not activities
Continually looking for ways to change and improve processes to create improved business results
Adaptability: Agile learner who can quickly absorb information and apply it to current business situations by:
Responding well to change
Handling multiple demands/priorities
Adapting to best fit with situation at hand
Handling conflict effectively
Developing new skills quickly
Accepting new responsibilities willingly
Customer Engagement: Delivers end to end customer engagement that leads to measurable revenue growth by:
Building rapport quickly and finding common ground
Establishing trust and credibility through timely delivery of commitments
Leveraging goodwill to gain larger share of wallet
Allocating resources to maximize business potential
Analyzing data with the goal of discerning useful information that informs conclusions and supports fact-based decision-making
Problem Solving: Identifies/reacts to problems and opportunities, produces alternatives and implements viable solutions by:
Responding to, and resolving, inquiries in a timely manner
Engaging appropriate resources to resolve problems and following through to conclusion
Simplifying complexity by breaking down issues into manageable parts
Looking beyond the obvious to get at root cause
Developing insight into problems, issues and situations
Sales Acumen: Leverage market, business and technical knowledge and insights by:
Possessing a big picture perspective and detailed operational understanding of own area of responsibility
Employing a disciplined sales process to ensure consistent execution of best practices (agency assessments drive pipeline management, business plans set goals and drive execution of tactics, effective agency travel advances new business activities/results, etc.)
Effective utilization of Salesforce to view dashboard information, review open opportunities and add updates, run agency financial reports and summarize agency travel
Intrinsic curiosity paired with effective questioning and active listening skills
Strong negotiation, leveraging and value-based selling skills
Influence Management: Influence and inspire others by:
Communicating effectively and passionately about Chubb/Personal Risk Services
Successfully persuading, convincing, and influencing others on “why Chubb”
Anticipating and preparing for how others will react and overcome obstacles/resistance
Leveraging agency relationships to close deals

Responsibilities

Develop agency assessments and business plans with assigned independent agencies designed to grow new business from new clients as well as retention and cross selling of existing clients.
Identify new clients with annual premium of $5,000 to $250,000+ through effective pipeline development, account pre-qualification and territory analysis/management, ultimately leading to closing deals.
Responsible for new and existing client quote follow up and quote optimization with agents.
Renewal retention management by demonstrating the ability to position rate and exposure changes with value-based selling techniques.
Premier account segment new and renewal table set best practice.
Cross-sell and upselling of existing clients via account rounding initiatives.
Provide support to assigned agencies including: Agency training to understand Chubb’s products, services and competitive advantages. Product and service enhancements and rate changes.
Address and respond to agency inquiries specific to billing, policy services, systems, BORs, commissions, claims, agency coding/licensing and the like.
Coordinate home office initiatives and marketing campaigns that are new and renewal customer oriented, including attendance at associated events.
Adhere to a disciplined sales process to ensure consistent execution of best practices, including Salesforce documentation.
Book management including analysis of results to identify agency specific and territory trends.
Develop and maintain trusted agency relationships primarily through in person travel.
Participate in internal meetings and report on results as appropriate.
Work with agents and underwriting on new clients, retention and cross selling.
Collaborate and interact with Sales, Underwriting, Risk Consulting, Product, Claims and Branch Administration.