PRS Business Development Manager

Chubb External•Los Angeles, CA

83d

About The Position

Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions. Our clients include many of the most affluent families in the world, executives, business owners and top collectors of art, jewelry, wine and automobiles. Chubb Personal Risk Services is seeking a Business Development Manager (BDM) for our Southern California territory. The BDM position is responsible for overall agency relationship management including new client acquisition and renewal client management for assigned tier 1 and 2 agents and brokers including key Cornerstone agency partners. The BDM’s territory consists of nearly $90 million total written premium and will need to conduct agency field visits to their assigned agents and brokers from two Chubb branches - Newport Beach (Irvine), and Los Angeles, with the largest concentration being in the Orange and Los Angeles County area. The position will be based within the defined geography, with a preference for the candidate to live near a Chubb Regional or Branch Office (Irvine or Los Angeles, California). The BDM will report directly to the Southern California AVP, Personal Lines Manager.

Responsibilities

Develop agency assessments and business plans with assigned independent agencies designed to grow new business from new clients as well as retention and cross selling of existing clients.
Identify new clients with annual premium of $5,000 to $250,000+ through effective pipeline development, account pre-qualification and territory analysis/management, ultimately leading to closing deals.
Responsible for new and existing client quote follow up and quote optimization with agents.
Renewal retention management by demonstrating the ability to position rate and exposure changes with value-based selling techniques.
Premier account segment new and renewal table set best practice.
Cross-sell and upselling of existing clients via account rounding initiatives.
Provide support to assigned agencies including:
Agency training to understand Chubb’s products, services and competitive advantages.
Product and service enhancements and rate changes.
Address and respond to agency inquiries specific to billing, policy services, systems, BORs, commissions, claims, agency coding/licensing and the like.
Coordinate home office initiatives and marketing campaigns that are new and renewal customer oriented, including attendance at associated events.
Adhere to a disciplined sales process to ensure consistent execution of best practices, including Salesforce documentation.
Book management including analysis of results to identify agency specific and territory trends.
Develop and maintain trusted agency relationships primarily through in person travel.
Participate in internal meetings and report on results as appropriate.
Work with agents and underwriting on new clients, retention and cross selling.
Collaborate and interact with Sales, Underwriting, Risk Consulting, Product, Claims and Branch Administration.