Distribution Leader, Middle Market, Berkshire United

Berkshire Hathaway Specialty Insurance•Atlanta, GA

7d•$170,000 - $250,000

About The Position

Berkshire Hathaway Specialty Insurance (BHSI), through Berkshire United, combines its expertise, service, and market capabilities with those of Berkshire Hathaway Homestate Companies to provide admitted property and casualty insurance solutions for middle-market businesses. The Distribution Leader is a high-visibility, cross-functional leadership role responsible for shaping and executing Berkshire United’s retail broker strategy. The role combines ownership of enterprise distribution strategy with hands-on sales leadership, senior broker relationship management, and accountability for measurable production and retention results. The title and level may be aligned with the candidate’s experience and qualifications. The leader will develop national middle-market broker strategy, strengthen distribution capabilities and market positioning, manage strategic broker partnerships, and use performance data to guide decisions and report results. The role partners with marketing, underwriting, and claims leadership and oversees licensing compliance and admitted placement requirements. BHSI describes itself as a values-based, inclusive organization centered on respect, integrity, excellence, collaboration, and passion. It offers a competitive package, career growth opportunities, and a dynamic, action-oriented, non-bureaucratic environment.

Requirements

10+ years of progressive leadership experience in broker/agency distribution, marketing, or sales leadership.
Demonstrated success building and executing national or multi-region distribution strategies with measurable revenue and market-share impact.
Meaningful existing relationships with middle-market broker principals and producers, with credibility in the broker community.
Experience leading, developing, and scaling high-performing teams.
Executive-level negotiation, communication, and influence skills, including the ability to represent the organization credibly with senior internal and external audiences.
Ability to translate complex performance data into strategic decisions and executive-ready insight.
In-depth knowledge of insurance industry trends, distribution economics, and regulatory requirements.
Strong strategic vision, sales and revenue ownership, analytical thinking, and adaptability.

Nice To Haves

Middle-market insurance industry experience is strongly preferred.
Experience designing and managing middle-market producer compensation structures.

Responsibilities

Design, own, and evolve a national commercial middle-market broker strategy, including segmentation, panel construction, producer plans, and geographic expansion, aligned with enterprise strategic and financial objectives.
Strengthen distribution capabilities, including tooling, reporting infrastructure, compensation design, and broker experience standards.
Provide an external perspective on industry trends, competitive dynamics, and market disruption to inform enterprise strategy and investment priorities.
Cultivate and manage executive-level relationships with the organization’s highest-value broker partners, serving as senior escalation point and relationship steward.
Develop and execute tailored growth strategies with broker leaders to improve performance, deepen penetration, and gain market share.
Lead negotiations on strategic partnership terms, compensation structures, and producer agreements.
Oversee appointment, performance management, and termination of broker relationships in accordance with enterprise standards.
Establish and govern the performance measurement framework for broker and distribution effectiveness; gather, reconcile, and analyze data for executive-level reporting.
Translate broker and distribution performance data into strategic insight and present findings and recommendations to executive leadership and broker partners.
Set and monitor distribution KPIs and ensure accountability for production, retention, and profitability targets.
Partner with marketing, underwriting, and claims leadership to provide a seamless, differentiated broker and client experience.
Oversee licensing compliance and admitted placement requirements to ensure enterprise risk and regulatory standards are met.