Senior Business Development Specialist

Blue Cross Blue Shield of Michigan • Lansing, CA

2d • Hybrid

About The Position

Develops and manages independent agency relationships, including the development of new business and retention of existing business in a region or territory. Reviews, analyzes, approves, or rejects complex business within the letter of authority. Serves as a liaison with company personnel regarding company business opportunities and problem resolution. Responsible for assisting in establishing the territories or region’s overall agency plan.

Requirements

• Bachelor’s degree in marketing, insurance, or related field.
• Seven (7) years of experience in an insurance organization with demonstrated technical knowledge in one or more of the following areas: underwriting, marketing, loss prevention, auditing, or similar knowledge that provide the necessary skills and abilities.
• Workers’ compensation or P&C insurance experience required.
• Demonstrated superior judgment in evaluating and determining the proper pricing for prospective policyholders using corporate underwriting guidelines by accepting or rejecting risks for the purposes of issuing workers’ compensation insurance coverage.
• Demonstrated superior judgment and analytical abilities to analyze regions and/or territories and identify corrective action.
• Thorough knowledge of departmental procedures, processes, and workflow.
• Extensive knowledge of appropriate jurisdictional workers’ compensation laws, regulatory authorities, industry trends, and their impact.
• Must possess a valid driver’s license with a record that meets corporate standards.

Nice To Haves

• MBA or other advanced degree is preferred.
• Certification, or progress toward, highly preferred and encouraged.
• Management experience preferred.

Responsibilities

• Calculates, prepares, and develops premium quotations using corporate underwriting guidelines within the letter of authority.
• Determines underwriting eligibility for prospective policyholders and develops appropriate pricing for new business, renewals, and endorsements.
• Analyzes and reviews prospective accounts for insurability and accepts or rejects within the letter of authority.
• Develops and manages agency relationships.
• Develops agency plans in cooperation with other staff.
• Addresses agents’ and policyholders’ concerns/needs.
• Responsible for development of new business, profitability, and retention of existing business in a given territory or region.
• Explains and emphasizes benefits of workers’ compensation insurance products and services to customers.
• Works with all internal departments to resolve problems and maintain company relations.
• Participates as necessary on special committees and task forces.
• Interprets and develops territory reports which reflect the status of the territory.
• Participates in promotional plans for both company and agent activities.
• Analyzes and reviews production and loss information for agents, determines exposure and proper pricing to develop corrective action plans as needed to correct poor performance.
• Prepares periodic reports as requested.
• Manages small territory or region under close supervision.
• Researches and coordinates responses to agents, policyholders, and regulatory entities.
• Appoints and trains new agents and new agency employees on the use of company-specific automation systems.
• Reviews loss trends and develops action plans to correct problem areas.
• Gathers competitive and product information from the field.
• Represents the company at trade associations and exhibits to promote corporate products.
• Conducts annual agency audits.
• Coordinates special projects on behalf of the Regional Manager, as assigned.
• Provides training sessions for teams, other Business Development Consultants, other business units, agents, and policyholders as required.
• Mentors other team members by providing guidance, advice, encouragement, and motivation in their daily efforts.
• Acts as back-up for the Regional Manager.
• Serves as a technical expert or regional advisor for the region or territory.
• Ability to take a lead role and/or assist in training and mentoring others.
• Ability to understand business needs and conceptualize and implement processes and procedures that support business strategies.
• Ability to research workers compensation laws, regulations, or issues specifically, in order to offer guidance and/or direction to others.
• Ability to train and mentor others.
• Demonstrated ability to communicate our value proposition as a carrier.
• Demonstrated leadership abilities.
• Demonstrated expertise regarding territory or region.
• Expert knowledge of workers compensation insurance and underwriting techniques.
• Demonstrated expertise in Risk Management techniques, strategies, and market segment nuances.
• Ability to effectively communicate and formally present programs and concepts to high-level contacts from agents, brokers, and risk management customers.
• Ability to take a lead role on Risk Management new business acquisition and renewal retention strategies.
• Ability to understand customers’ business needs and customize pricing and services strategies accordingly while also achieving Enterprise profitability goals.
• Knowledge of claims and loss control concepts, including impact of treatment of Allocated Loss Adjustment Expense and market differentiators.
• Knowledge of insurance operations including state jurisdictional requirements.
• In-depth knowledge of various rating plans and pricing mechanisms (retro’s, retention plans, large deductibles).
• Demonstrated superior judgment in evaluating and determining the proper pricing for prospective policyholders using Enterprise underwriting guidelines.
• Extensive knowledge of appropriate jurisdictional workers’ compensation laws, regulatory authorities, industry trends, and their impact.
• Ability to understand business needs and conceptualize and implement processes and procedures that support business strategies.
• Ability to train and mentor others.
• Demonstrated leadership abilities.

Benefits

• Pay Range - Actual compensation decision relies on the consideration of internal equity, candidate’s skills and professional experience, geographic location, market, and other potential factors. It is not standard practice for an offer to be at or near the top of the range, and therefore a reasonable estimate for this role is between $117,700 and $197,230.

What This Job Offers

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