Regional Business Development Director (Southeast)

MarshBerry • Richmond, VA

4d • Remote

About The Position

MarshBerry, a subsidiary of Lincoln International, is seeking a Regional Business Development Director for FirstChoice. This remote-based position focuses on developing new business and executing the new-member growth strategy for an assigned Southeast territory. The director is the region’s primary new-business development leader, responsible for recruiting quality independent agencies, expanding membership, supporting carrier and strategic partnerships, and aggregating premium. The ideal candidate is proactive, relationship-driven, curious about agency owners and their businesses, comfortable initiating relationships, disciplined in follow-up, and persistent in developing opportunities over time. The role is remote, with the ideal candidate located in Virginia, South Carolina, North Carolina, or Georgia.

The director builds and maintains a prospective-member pipeline in Salesforce through direct prospecting, email campaigns, referrals, carrier and strategic-partner relationships, industry events, conferences, and other market-development activities. They create opportunities, serve as the first point of contact for FirstChoice web leads in the region, and expand the network by initiating conversations with agency owners and other industry stakeholders. In partnership with the Regional Vice President and Regional Relationship Directors, the director coordinates team selling for approval and onboarding of new members and transitions relationships to the appropriate Regional Relationship Director.

MarshBerry describes its culture as people-first, fast-paced, and collaborative, with opportunities for growth, learning, and career development. The company offers competitive benefits and hybrid work schedules, although this position is described as remote-based.

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 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.
• Strong networking, negotiation, presentation, and communication skills, including the ability to develop executive-level relationships and influence decision makers.
• Self-motivation, organization, and time-management skills.
• Ability to operate with significant autonomy and accountability for results.
• Ability to travel 30–40% of the time, including overnight and weekend travel, and to work flexible or extended hours as needed.
• Ability to maintain confidentiality, work cooperatively, multitask accurately under deadlines and pressure, prioritize and make decisions with little guidance, act confidently, respond to feedback, and adhere to high ethical standards.

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.
• 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 to identify joint growth opportunities, enhance member value, and generate prospective-member referrals.
• Use strategic partnerships to expand 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 relationships with prospective members.
• Use Salesforce to plan, log, and execute sales strategies.
• Participate in team selling with colleagues and coordinate the regional approach to approval and onboarding of new members.
• Attend conferences, association meetings, and industry events to build brand awareness, relationships, leads, and 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.
• Travel 30–40% of the time, including overnight and weekend travel, and work flexible or extended hours as needed.

Benefits

• Competitive benefits
• Hybrid work schedules
• Opportunities for learning and career development

What This Job Offers

• Job Type: Full-time
• Career Level: Director