Management Liability Vertical Director

Heffernan Insurance Brokers•Walnut Creek, CA

18h•Hybrid

About The Position

This role is responsible for owning and executing the strategic direction for the Management Liability vertical across the organization. The Vertical Director will define the vertical’s value proposition, market positioning, and growth roadmap, while establishing underwriting focus, target industries, and product offerings within Management Liability specialty lines. This individual will serve as the internal subject-matter expert on Management Liability exposures and evolving market trends. The role also involves driving new business growth, managing carrier relationships, enabling producers through training and tools, and collaborating cross-functionally with operations, marketing, and leadership to ensure efficient vertical scaling. Additionally, the director will contribute to market intelligence and thought leadership by tracking trends, representing the firm at industry events, and contributing to publications.

Requirements

10+ years of experience in insurance brokerage, underwriting, or wholesale distribution
Deep expertise in Management Liability Lines within specialty insurance
Proven track record of revenue growth, market development, and relationship management
Strong understanding of Management Liability exposures, and policy structures
Ability to influence the executive, carrier, and producer level

Nice To Haves

Prior experience leading or building a vertical or practice group
Wholesale brokerage or specialty distribution background
Existing carrier and retail broker relationships within the Tech/Cyber space
Bachelor’s degree or equivalent professional experience

Responsibilities

Own and execute the strategic direction for the Management Liability vertical across the organization.
Define the vertical’s value proposition, market positioning, and growth roadmap.
Establish underwriting focus, target industries, and product offerings within Management Liability specialty lines.
Serve as the internal subject-matter expert on Management Liability exposures, and evolving market trends.
Drive new business growth through strategic relationships with retail brokers, carriers, and MGAs.
Partner with brokers to identify, pursue, and close complex Management Liability placements.
Support key accounts and marquee opportunities, including structure design and carrier negotiations.
Manage overall renewal production to fulfill existing client and account retention goals.
Monitor vertical performance, pipeline health, and revenue targets.
Develop and maintain senior-level carrier relationships specific to Management Liability markets.
Negotiate terms, capacity, and delegated authority where applicable.
Identify new carrier partnerships and emerging market opportunities.
Stay current on underwriting appetite, pricing trends, coverage innovations, and exclusions.
Educate producers and internal teams on Management Liability risks, coverage, and placement strategies.
Develop sales tools, training materials, and best practices for the vertical.
Act as a mentor and escalation point for complex or high-risk submissions.
Support onboarding and ongoing development of producers focused on the Tech & Cyber space.
Partner with Operations, Marketing, and Leadership to scale the vertical efficiently.
Collaborate with Marketing to develop campaigns, thought leadership, and go-to-market strategies.
Provide input on workflow improvements, submission quality standards, and process optimization.
Ensure compliance with regulatory, carrier, and internal guidelines.
Track and interpret Management Liability threat trends, regulatory developments, and industry changes.
Represent the firm at industry events, conferences, and client engagements.
Contribute to whitepapers, presentations, and client-facing insights to reinforce market leadership.