Regional Business Development Director (Central)

MarshBerry•Richmond, VA

2d•Remote

About The Position

MarshBerry, a subsidiary of Lincoln International, is seeking a Regional Business Development Director to develop new business for FirstChoice in an assigned region. The position leads regional new-member growth strategy and is accountable for recruiting quality independent agencies, expanding membership, supporting carrier and strategic partnerships, and aggregating premium. The director builds a prospective-member pipeline, initiates and develops relationships with agency owners and other industry stakeholders, and serves as the first point of contact for FirstChoice web leads in the region. The role works closely with the Regional Vice President and Regional Relationship Directors to coordinate selling, member approval, onboarding, and relationship transitions. This is a remote-based position; the ideal candidate will live 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.
At least 5 years of experience within 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, including in-depth knowledge of insurance carrier reporting.
Self-motivated, with 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 operate 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 maintain confidentiality of proprietary information and internal and external communications.
Team-oriented, professional, considerate of coworkers, and open to others’ ideas.
Ability to multitask, meet timelines and deadlines, work under pressure, and monitor work for accuracy and quality.
Self-directed and disciplined, with the ability to prioritize and make appropriate decisions with little guidance.
Confident and poised in completing assignments and presenting or defending ideas.
Responsive to management direction and feedback, with a willingness to seek feedback to improve performance.
Strong moral and ethical judgment and adherence to MarshBerry’s values, standards, and policies.

Nice To Haves

MBA or master’s degree.
Insurance designations or licenses, such as 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.
Maintain responsibility for 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 that align with FirstChoice’s membership strategy.
Increase membership, revenue, and aggregated premium volume within the territory.
Collaborate with carrier representatives to identify joint growth opportunities, enhance member value, and generate prospective-member referrals.
Leverage strategic partnerships to expand market reach and generate 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 and coordinate team selling, approval, and onboarding.
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.
Stay informed about industry trends and changes 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 special projects, tasks, or duties assigned by management.