Director, Business Development & Key Accounts-Travel Insured International- Remote

Crum & Forster • Glastonbury, CT

5d • $95,600 - $179,600 • Remote

About The Position

The Director, Business Development & Key Accounts plays a crucial role in driving new business growth and increasing market share for Travel Insured International (TII) within the travel agency distribution channel. This role has two main focuses: opening new business accounts and managing/growing top accounts. The Director will identify, prospect, and activate new travel agency accounts, contributing to the overall growth pipeline and expanding TII's market share. Additionally, this individual will serve as the primary point of contact for a portfolio of assigned top accounts, responsible for growing that book of business. This is an individual contributor role within the Travel Business Center and is a 100% remote position with regular travel required.

Requirements

• Bachelor's degree or equivalent experience required
• Minimum 8 years of travel industry experience required
• Proven track record of acquiring new business, growing revenue, and exceeding sales targets
• Proven track record of managing and growing large, complex, or top-tier accounts
• Demonstrated experience building and managing relationships with travel agency owners, consortia, and industry stakeholders
• Experience representing a company at industry conferences, trade shows, and events — including public speaking or panel participation
• Strong understanding of the travel agency distribution model, including consortia, host agencies, and independent agencies
• Familiarity with industry organizations, conferences, and trade associations
• Proficiency with Microsoft Office Suite, including intermediate-level skills in Excel, Outlook, Word, PowerPoint, Teams, and OneNote
• Proficiency in Salesforce or related CRM platforms preferred; demonstrated ability to manage pipeline, track opportunities, and generate reports
• Working knowledge of AI tools and a willingness to leverage technology to enhance productivity, outreach, and sales performance
• Travel required 25%–35% of the time by car, plane, and/or train — including evenings and weekends, both domestically and internationally; must hold a current passport
• Ability to attend multiple conferences and events per year, including international travel
• Must be able to work independently and effectively in a 100% remote environment
• Strong time management and organizational skills with the ability to manage multiple priorities simultaneously
• Comfortable working in a fast-paced, growth-oriented environment with evolving targets and expectations
• Must maintain established weekly KPI levels for sales activity, pipeline development, and new business production

Nice To Haves

• Influencing the Sale — Advanced ability to convince prospective partner executives and agency owners to partner with TII and, in turn, influence their advisors to actively sell TII products. Comfortable leading persuasive conversations that move prospects from interest to commitment.
• Strategic Account Management — A demonstrated ability to build and maintain long-term relationships with top accounts and stakeholders, ensuring client satisfaction and retention while growing your book of business.
• Relationship Management — Superior interpersonal skills with the ability to cultivate deep, trusted relationships both internally and externally. Proven success building partnerships with consortia leadership, travel advisor networks, and agency owners at all levels.
• Collaborative Leadership & Mentorship — The ability to work cross-functionally with underwriting, claims, and other internal teams while mentoring and guiding peers and junior team members to elevate overall team performance.
• Cross-Functional Collaboration — Ability to work effectively across product, marketing, finance, underwriting, and technology teams to align business development and account management strategies with company objectives and bring cohesive solutions to partners.
• Communication & Presentation — Strong verbal and written communication skills with the ability to deliver polished, professional presentations that engage and influence decision-makers at all levels within consortia and travel trade organizations.
• Negotiation — Advanced negotiation skills with the ability to structure mutually beneficial partnerships, co-op agreements, and override programs that drive measurable outcomes.
• Analytical & Problem-Solving Skills — Expertise in analyzing complex account and pipeline data, identifying opportunities for growth, and resolving challenges effectively.
• Resilience & Self-Direction — Maintains a high level of personal accountability for achieving outcomes. Works effectively with minimal direction, remains dependable under pressure, and demonstrates consistent follow-through on commitments and deadlines.
• Driving for Results — Self-assured and persistent. Responds confidently to objections, does not give up easily, and maintains relentless focus on achieving sales targets, weekly KPIs, and bottom-line growth. Proven ability to analyze performance and optimize strategies to drive continuous improvement.

Responsibilities

• Identify, prospect, and acquire new top-tier and mid-tier travel agency partnerships across consortia and non-consortia channels.
• Open and activate new business accounts for personal production and transition appropriate accounts to Regional BDMs for ongoing management, maintaining a strong pipeline of opportunities.
• Develop and execute strategic growth plans to achieve new business premium and account targets through disciplined follow-up, consistent sales execution, and field engagement.
• Create and deliver tailored presentations, proposals, co-op programs, and bonus override structures that drive measurable partner growth, activation, conversion, retention, and ROI.
• Represent TII at industry conferences, trade shows, and consortium events to generate leads, expand relationships, and strengthen the new business pipeline.
• Meet or exceed weekly KPIs for sales activity, pipeline development, and new business production.
• Serve as the primary point of contact for an assigned portfolio of top accounts, with responsibility for growing revenue, market share, and overall book health.
• Build and maintain strong relationships with agency owners and key stakeholders, conducting regular business reviews to assess performance, address concerns, and identify growth opportunities.
• Develop and execute strategic account plans that enhance client satisfaction and expand adoption of additional products and services.
• Proactively resolve client issues by leveraging internal resources and cross-functional support as needed.
• Build and maintain relationships with travel agency owners, consortia, and key industry stakeholders.
• Represent Travel Insured International through event attendance, networking, and speaking engagements, while providing event coverage for Host or Regional BDMs when needed.
• Monitor industry trends, market dynamics, and competitive activity to identify opportunities and inform channel strategy.
• Lead by example in business development, account management, strategic planning, and problem-solving.
• Support team members in strengthening their sales and account management capabilities while fostering a collaborative, innovative, and inclusive team environment.
• Partner with Regional Business Development Managers to onboard and transition newly opened accounts for long-term success.
• Manage pipeline activity, forecasting, account performance, and initiative tracking in Salesforce and other reporting tools, ensuring compliance and alignment with company goals.
• Use AI tools and data-driven insights to identify opportunities, optimize outreach, improve conversion, and deliver performance reporting to senior leadership.
• Perform other duties as assigned.

Benefits

• Competitive compensation package
• Generous 401K employer match
• Employee Stock Purchase plan with employer matching
• Generous Paid Time Off
• Excellent benefits that go beyond health, dental & vision. Our programs are focused on your whole family’s wellness, including your physical, mental and financial wellbeing
• Tuition reimbursement
• Industry-related certifications
• Professional training
• Matching donation program
• Volunteer opportunities
• Employee-driven corporate giving program

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: Associate degree