Regional Business Development Director (Southeast)

MarshBerry•Richmond, VA

5d•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 leading membership growth in an assigned region. The director recruits independent agencies, develops relationships and opportunities, and is accountable for expanding FirstChoice membership, growing regional membership, supporting carrier and strategic partnerships, and aggregating premium. The ideal candidate is proactive, curious about agency owners and their businesses, comfortable initiating relationships, disciplined in follow-up, and persistent in developing opportunities over time. The director develops and maintains a strong pipeline of prospective members in Salesforce through prospecting, email campaigns, referrals, carrier and strategic-partner relationships, industry events, conferences, and other market-development activities. They serve as the first point of contact for FirstChoice web inquiries in the region and continually expand the network by engaging agency owners and other industry stakeholders. The role works closely with the Regional Vice President and Regional Relationship Directors on a coordinated team-selling approach to approval and onboarding, transitioning relationships to the appropriate Regional Relationship Director as they develop. The ideal candidate will be located in Virginia, South Carolina, North Carolina, or Georgia. The position requires a bachelor's degree in a relevant field and 7–10+ years of sales experience, including at least five years in the insurance industry. An MBA or master's degree is preferred. Insurance designations or licenses are a plus. The role involves 30–40% travel, including overnight and weekend travel, and may require flexible or extended hours.

Requirements

Bachelor's degree in Business Management, Risk Management, Finance, Marketing, Sales, or a related field.
7–10+ years of sales experience, including a minimum of five 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, strong organization, and effective time-management skills.
Strong networking, negotiation, presentation, and communication skills, with demonstrated ability to develop executive-level relationships and influence decision makers.
Self-directed, disciplined, and comfortable working with 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.
Ability to multitask, meet deadlines, work under pressure, and maintain accuracy and quality.
Ability to prioritize and make appropriate decisions with little guidance or instruction.
Professional, team-oriented conduct and willingness to consider others’ ideas and try new approaches.
Ability to follow instructions, respond to management direction, and seek feedback to improve performance.
Strong ethical conduct consistent with 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 community.
Experience presenting and writing content for publication.

Responsibilities

Develop and execute a comprehensive business plan and development strategy for the assigned region.
Maintain responsibility for all new member aggregation.
Develop a deep understanding of the regional insurance marketplace, agency dynamics, carrier appetites, competitors, 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 to identify joint growth opportunities, enhance member value, and generate qualified prospective-member referrals.
Use strategic partnerships to expand market reach and generate qualified prospective-member referrals.
Build and maintain a Salesforce opportunity pipeline 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 a team-selling environment with colleagues.
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 Region’s 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.
Maintain confidentiality of proprietary information and internal and external communications.
Complete other special projects, tasks, or duties as assigned by Management.