Regional Business Development Director (Central)

MarshBerry•Richmond, VA

3d•Remote

About The Position

MarshBerry, a subsidiary of Lincoln International, is seeking a Regional Business Development Director for FirstChoice. This remote-based role focuses on developing new business and executing the new-member growth strategy for an assigned region. The director is the region’s primary new-business development leader, accountable for recruiting quality independent agencies, expanding membership, developing carrier and strategic partnerships, and aggregating premium. The ideal candidate is curious about agency owners and their businesses, comfortable initiating relationships, disciplined about follow-up, and persistent in developing opportunities over time. The role involves creating and maintaining a strong pipeline of prospective members through direct prospecting, email campaigns, referrals, carrier and strategic-partner relationships, industry events, conferences, and other market-development activities. The director is the first point of contact for FirstChoice website leads in the region and works closely with the Regional Vice President and Regional Relationship Directors to coordinate the selling, approval, onboarding, and relationship transition processes. The position is remote; the ideal candidate lives in OH, MI, IN, IL, WI, MN, KY, TN, or WV. Travel is 30–40% and may include overnight and weekend travel. Flexible and/or extended hours may be needed.

Requirements

Bachelor’s degree in Business Management, Risk Management, Finance, Marketing, Sales, or a related field.
7–10+ years of sales experience, including at least 5 years in the insurance industry.
Proficiency with technology, including CRM systems, Power BI, Word, Excel, and PowerPoint.
Demonstrated success growing a geographic territory through consultative sales, territory management, strategic planning, relationship management, recruiting, and business development.
Experience working with associations and carrier partners, with in-depth knowledge of insurance carrier reporting.
Self-motivation and strong organization and time-management skills.
Strong networking, negotiation, presentation, and communication skills, including the ability to develop executive-level relationships and influence decision-makers.
Ability to work independently with discipline, significant autonomy, and accountability for results.
Ability to travel 30–40% of the time, including overnight and weekend travel.
Ability to work flexible and/or extended hours as needed.
Maintain confidentiality of proprietary information and internal and external communications.
Work positively and professionally with coworkers, remain open to others’ ideas, and demonstrate willingness to try new things.
Ability to multitask, meet timelines and deadlines, work under pressure, and maintain accuracy and quality.
Ability to prioritize and make appropriate decisions with little guidance or instruction.
Confidence in completing assignments and articulating or defending a position or idea.
Ability to follow instructions, respond to management direction, and seek feedback to improve performance.
Strong moral and ethical fortitude and adherence to MarshBerry’s values, standards, and policies.

Nice To Haves

MBA or master’s degree.
Insurance designations or licenses, such as a P&C license, CIC, or CPCU.
Salesforce experience.
Existing relationships within the independent agency and carrier communities.
Experience presenting and writing content for publication.

Responsibilities

Develop and execute a comprehensive business plan and development strategy for the assigned region.
Manage all new-member aggregation.
Build a deep understanding of the regional insurance marketplace, including agency dynamics, carrier appetites, competing networks and aggregators, and expansion opportunities.
Identify, target, and recruit independent insurance agencies aligned with FirstChoice’s membership strategy.
Increase membership, revenue, and aggregated premium volume in the assigned territory.
Collaborate with carrier representatives on joint growth opportunities, member value, and qualified prospective-member referrals.
Leverage strategic partnerships to extend market reach and generate qualified prospective-member referrals.
Build and maintain a Salesforce pipeline of prospective members through prospecting, networking, referrals, and market intelligence.
Collaborate with the Regional Vice President and Regional Relationship Director to initiate prospective-member relationships.
Use Salesforce to plan, log, and execute sales strategies.
Participate in team selling with colleagues and coordinate the regional selling strategy for new-member approval and onboarding.
Introduce and transition relationships to the appropriate Regional Relationship Director during the relationship-building process.
Attend conferences, association meetings, and industry events to build brand awareness, develop relationships, generate leads, and identify partnership opportunities.
Report sales data and activities weekly to the Regional Vice President during one-on-one meetings.
Attend monthly meetings with the other regional Business Development Director.
Monitor industry trends and incorporate proven practices into processes, services, and quality standards.
Support MarshBerry and personal branding through an active LinkedIn presence and contributions to MarshBerry and industry presentations.
Complete other projects, tasks, or duties as assigned by management.