Business Development Manager, Personal Lines

Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions.  Our clients include many of the most affluent families in the world, executives, business owners and top collectors of art, jewelry, wine and automobiles.

Chubb Personal Risk Services is seeking a Business Development Manager (BDM) for our Richmond, Virginia territory.  The BDM position is responsible for overall agency relationship management including new client acquisition and renewal client management for assigned tier 1 and 2 agents and brokers.  The territory will include Viriginia with a preference for the candidate to live in near the Richmond (Glen Allen) Branch.

The BDM will report directly to the VP Personal Lines Manager.

 Key Responsibilities:

• Develop agency assessments and business plans with assigned independent agencies designed to grow new business from new clients as well as retention and cross selling of existing clients.

• Identify new clients with annual premium of $5,000 to $250,000+ through effective pipeline development, account pre-qualification and territory analysis/management, ultimately leading to closing deals.

• Responsible for new and existing client quote follow up and quote optimization with agents.

• Renewal retention management by demonstrating the ability to position rate and exposure changes with value-based selling techniques.

• Premier account segment new and renewal table set best practice.

• Cross-sell and upselling of existing clients via account rounding initiatives.

• Provide support to assigned agencies including:

  • Agency training to understand Chubb’s products, services and competitive advantages.

  • Product and service enhancements and rate changes.

• Address and respond to agency inquiries specific to billing, policy services, systems, BORs, commissions, claims, agency coding/licensing and the like.

• Coordinate home office initiatives and marketing campaigns that are new and renewal customer oriented, including attendance at associated events.

• Adhere to a disciplined sales process to ensure consistent execution of best practices, including Salesforce documentation.

• Book management including analysis of results to identify agency specific and territory trends.

• Develop and maintain trusted agency relationships primarily through in person travel.

• Participate in internal meetings and report on results as appropriate.

• Work with agents and underwriting on new clients, retention and cross selling.

• Collaborate and interact with Sales, Underwriting, Risk Consulting, Product, Claims and Branch Administration.

Education and Experience:

• Bachelor’s degree or equivalent work experience

• Minimum of 3 years of personal lines sales, marketing, underwriting, claims, risk consulting or agency experience 

• Experience selling to high net worth clients preferred 

Critical Competencies:

1. Results Orientation: Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast- paced environment by:

   • Recognizing and capitalizing on opportunities

   • Distinguishing what results are important with a focus on achieving high-payoff activities and goals 

   • Challenging self and others to do better without minimizing accomplishments

   • Identifying critical success factors to accomplish desired results and develop plans to achieve them

   • Ensuring goals and objectives are measurable and focus on goals not activities

   • Continually looking for ways to change and improve processes to create improved business results 

2. Adaptability: Agile learner who can quickly absorb information and apply it to current business situations by:

   • Responding well to change

   • Handling multiple demands/priorities

   • Adapting to best fit with situation at hand

   • Handling conflict effectively

   • Developing new skills quickly

   • Accepting new responsibilities willingly 

3. Customer Engagement: Delivers end to end customer engagement that leads to measurable revenue growth by:

   • Building rapport quickly and finding common ground

   • Establishing trust and credibility through timely delivery of commitments

   • Leveraging goodwill to gain larger share of wallet

   • Allocating reso