Management Liability Vertical Director (TRIOS)

Heffernan Insurance Brokers•Walnut Creek, CA

About The Position

The Management Liability Vertical Director is responsible for leading, developing, and scaling the firm’s Management Liability specialty practice. This role combines strategic leadership, market expertise, broker enablement, and revenue growth within wholesale brokerage operations. Working with the executive team, the ML Vertical Director will define the vertical’s vision, drive carrier and retail broker engagement, develop differentiated solutions, and position the firm as a market leader in Management Liability and related emerging risks.

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.