National Partners Distribution Lead (New York, Hybrid)

Who is Cover Whale?

Cover Whale improves road safety by combining the insurance products we sell with our data-driven driver coaching and safety program. Our safety program is proven to save lives while delivering better insurance for our drivers. Recently acknowledged in Forbes as one of America's Best Startup Employers 2023 (forbes.com). 

We provide easy insurance options for our drivers at industry-leading insurance loss ratios for the insurance companies that support Cover Whale. The Commercial Auto and Trucking segment of the insurance industry badly needs our help and so do the hard-working drivers who have been struggling with ever-increasing insurance costs year after year.

Join us in the mission!

The Role:

Location: New York, NY (Hybrid)

The National Partners Distribution Lead (NPDL) will be responsible for developing and executing strategies to drive premium production from Cover Whale’s largest and most strategically significant distribution partners — including top-tier brokerages and agencies such as Gallagher, HUB, USI, and Lockton. These partners have nationwide reach and represent substantial growth potential, but may require building relationships from the ground up, including identifying offices that write transportation, understanding competitor access, and mapping key decision-makers.

This role will manage a dedicated Business Development Associate (BDA) and work in close collaboration to monitor partner performance, analyze data, and execute on both high-level strategic initiatives and tactical engagement plans. The NPDL  will be expected to dedicate 30–40% of their time to field travel, engaging with partner leadership and key offices across the country to establish footholds, strengthen relationships, and identify long-term growth opportunities.

Responsibilities:

• Manage and grow relationships with assigned national strategic partners, ensuring portfolio growth, profitability, and alignment with Cover Whale’s strategic goals.
• Evaluate current partnerships to identify strengths, gaps, and opportunities for improvement or expansion.
• Develop strategies for pursuing new national relationships that address geographic or market coverage gaps.
• Conduct regular performance reviews of national partners, analyzing premium production, submission quality, and overall partner effectiveness.
• Collaborate with underwriting, marketing, and product teams to support national-partner-specific initiatives and improve partner engagement.
• Directly supervise and develop the National Partners BDA, providing clear guidance, oversight, and performance feedback, as well as identifying opportunities for additional hires.
• Represent Cover Whale at industry and partner events relevant to the national strategic partner segment, promoting brand visibility and building strategic relationships.
• Track and report on KPIs for the national partners segment, ensuring accountability to growth and performance objectives.
• Stay informed on market trends, competitive activity, and changes in the large-broker/aggregator space to inform strategic decisions.
• Perform other duties as assigned.

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Requirements

Requirements:

• Minimum of 3 years’ experience in commercial insurance, with a strong track record in retail distribution channels.
• At least a Bachelor’s degree in a related field, plus 6–8 years of business development, account management, or sales leadership experience, is a must.
• At least 2 years of experience working for a carrier, wholesaler, or MGA (preferred).
• Proven ability to drive significant revenue generation results from distribution partners, with demonstrated success meeting or exceeding large-scale premium targets.
• Experience successfully developing and managing high-value retail and wholesale commercial lines brokers/agents, MGAs, MGUs, and other strategic partners.
• Demonstrated ability to lead and mentor a team of business development professionals, fostering both tactical execution and strategic growth.
• Skilled in prospecting, cold calling, and negotiating with distribution partners in complex business environments.
• Thorough understanding of insurance business financials, market dynamics, and partner economics.
• Strong business acumen with the ability to navigate complex negotiations and strategic partnerships.
• Exceptional leadership, interpersonal, and influencing skills, with a proven ability to gain buy-in across stakeholders.
• Strong analytical and problem-solving skills, with a deep aptitud