Regional Business Development Manager

Westchester, a Chubb Company, is one of the largest and most diverse excess and surplus lines commercial property and casualty insurance underwriters in the United States. Focused on the wholesale distribution channel, Westchester provides innovative specialty products for property, specialty casualty, environmental, financial lines, inland marine, product recall, small business (Digital binding and Middle Market), and programs.

The position will be based in Alpharetta, GA. The role will report to the Eastern Zonal Distribution Leader. 

 JOB SUMMARY:

• Responsible for the tactical and strategic leadership of Westchester business development within the defined region.   
• Articulates Westchester’s value proposition for BDMs and distribution partners in the region.
• Accountable for achievement of production, product-mix and expense plans in the region.
• Sets regional business development and supplemental compensation priorities and processes.
• Recruits, trains, motivates and manages a team of Business Development Managers (BDMs) in the defined region. 
• Consistently delivers superior results on a monthly, quarterly, and annual basis.
• Contributes advanced expertise in distribution, business development and broker management.
• Exhibits an advanced understanding of local marketplace, Westchester capabilities within that marketplace, and our corporate vision. 
• As a National Broker Owner, directly manages Westchester’s relationship with 1-3 large, national brokerages.

MAJOR DUTIES & RESPONSIBILITIES:                                                                                                                            

• Maintains a high-performance region, focused on service, responsiveness, learning, achieving goals, and capturing market share. 
• Sets expectations and ensures execution of strategic and tactical plans for distribution in their region. 
• Working with home office and the BUs, develops annual production and tactical plans for the region consistent with overall Westchester plans.
• Recruits, hires, manages, coaches and mentors BDMs. 
• Ensures that underwriters travel to see brokers in the region and works with BU leadership to coach them on conducting effective meetings. 
• Travels regularly with BDMs and underwriters to assess skills and provide coaching.
• Ensures that each BDM in the region develops annual production and execution plans for their territory that is consistent with regional and overall Westchester plans.
• Maintains strong relationships and works closely with all Westchester underwriting BUs to promote Westchester products and capabilities and solve problems. 
• Maintains advanced product and appetite knowledge across all Westchester business units and a solid understanding of all Chubb products and capabilities.
• Advanced competence on all Westchester production and reporting systems.
• Identifies and neutralizes competitive threats and Westchester weaknesses by working with BUs to develop and execute on plans to address them. 
• Shares feedback to all BUs on market conditions, competitors and competitive positioning in the region.
• Identifies and seeks BU approval for new broker appointments and the termination of non-performing brokers. 

PREFERRED QUALIFICATIONS:

• 4-year college degree preferred
• 10+ years of successful business development experience
• 5 years proven experience leading high performing, successful sales teams.
• Ability to lead a team to achieve monthly, quarterly, and annual production goals by way of direct management, influence management, coaching and leadership by example.
• Strategic and tactical planning experience
• Premium planning and expense management experience
• Advanced negotiation, relationship building and presentation skills
• Advanced understanding of E&S products and the wholesale distribution channel.
• Advanced understanding of Westchester commercial underwriting and portfolio-management strategies.
• Knowledge of broader Chubb products, value proposition and capabilities. 
• Proficiency with Microsoft products (Excel, Word, Outlook, PowerPoint)
• Entrepreneurial and creative approach to challenges and opportunities.

Chubb is a world leader in insurance. With operations in 54 countries, Chubb provides commercial and personal property and casualty insurance, personal accident and supplemental health insurance, reinsurance, and life insurance to a diverse group of clients. The company is distinguished by its extensive product and service offerings, broad distribution capabilities, exceptional financial strength, underwriting excellence, superior claims handling expertis