Middle Market Underwriting Center, Business Development Rep

The Hartford•Los Angeles, CA

4d•Hybrid

About The Position

We’re determined to make a difference and are proud to be an insurance company that goes well beyond coverages and policies. Working here means having every opportunity to achieve your goals – and to help others accomplish theirs, too. Join our team as we help shape the future. The Middle Market Business Development Rep is a sales-focused role for an individual who will be responsible for driving in new business across our aggregator and main street agent distribution channel. Key responsibilities include: Sales Performance & Financial Outcomes Achieve divisional performance goals, including new written premium, total written premium, profitability, and submission flow metrics. Lead compensation reviews and performance initiatives with distribution partners to drive profitable growth. Set and manage territory goals through disciplined sales planning aligned to agency objectives. Territory & Agency Management Own the territorial sales plan in partnership with underwriters and designated distribution partners. Lead divisional sales activity, including agency visits (in person and virtual), pipeline management, risk triage, and binding of new and renewal business. Monitor agency performance, develop action plans, and adjust strategies to achieve desired outcomes. Strategy Execution & Market Insight Translate national Middle Market strategy into effective local execution to capture targeted market share. Serve as the marketing and sales lead for Middle & Large business efforts within the assigned division. Identify and share market intelligence and evolving distribution trends with underwriting and leadership partners. Cross Functional Partnership & Enablement Build strong internal relationships across Underwriting, Product, Service, and Claims to deliver results. Provide strategic direction to underwriting teams to uncover and pursue new business opportunities. Develop deep understanding of agency operating models and build One Hartford relationships at regional, state, and local levels. There is a significant travel component to this role (approx. 60%-70%), a valid driver’s license is required.

Requirements

Minimum 5 years of combined sales and underwriting experience, preferably within Middle Market commercial insurance.
Demonstrated success achieving financial and production goals across a defined territory or portfolio.
Experience partnering with distribution (agents/brokers) to drive profitable growth.
Proven ability to operate effectively within a matrixed organization, aligning across underwriting, product, service, and claims.
Results oriented and accountable — consistently delivers against growth, profitability, and execution goals.
Strategic thinker with execution discipline — connects national strategy to local action and measurable outcomes.
Relationship driven influencer — builds trust-based partnerships with agents, underwriters, and internal stakeholders.
Strong communicator and presenter — able to clearly articulate value propositions, insights, and recommendations to varied audiences.
Comfortable with ambiguity — navigates evolving priorities and market conditions with sound judgment.
Deep understanding of the Middle Market customer, products, and competitive landscape.
Ability to evaluate risk, opportunity, and profitability in partnership with underwriting.
Skilled at pipeline and territory management, using data and insight to prioritize effort and resources.
Demonstrated ability to leverage data, analytics, and AI enabled tools to enhance decision making and sales performance.
Comfort interpreting insights from Salesforce and other digital platforms to drive actions, not just reporting.
Curiosity and openness to adopting new tools, technologies, and ways of working to improve outcomes.
Ability to lead through influence, providing direction without formal authority.
Partners effectively with underwriting to uncover new opportunities and improve submission quality and outcomes.
Actively shares market intelligence and insights to elevate broader team performance.
Continuous learner who seeks feedback, adapts quickly, and evolves with changing business needs.
Demonstrates resilience and flexibility in a fast paced, changing environment.
Models a growth mindset and supports modern underwriting and sales practices.
There is a significant travel component to this role (approx. 60%-70%), a valid driver’s license is required.

Responsibilities

Achieve divisional performance goals, including new written premium, total written premium, profitability, and submission flow metrics.
Lead compensation reviews and performance initiatives with distribution partners to drive profitable growth.
Set and manage territory goals through disciplined sales planning aligned to agency objectives.
Own the territorial sales plan in partnership with underwriters and designated distribution partners.
Lead divisional sales activity, including agency visits (in person and virtual), pipeline management, risk triage, and binding of new and renewal business.
Monitor agency performance, develop action plans, and adjust strategies to achieve desired outcomes.
Translate national Middle Market strategy into effective local execution to capture targeted market share.
Serve as the marketing and sales lead for Middle & Large business efforts within the assigned division.
Identify and share market intelligence and evolving distribution trends with underwriting and leadership partners.
Build strong internal relationships across Underwriting, Product, Service, and Claims to deliver results.
Provide strategic direction to underwriting teams to uncover and pursue new business opportunities.
Develop deep understanding of agency operating models and build One Hartford relationships at regional, state, and local levels.