Business Development Consultant Workers' Compensation Insurance

SUMMARY:

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

RESPONSIBILITIES/TASKS:

• Calculates, prepares and develops premium quotations using corporate underwriting guidelines within 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 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 benefit 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 company at trade associations and exhibits to promote corporate product.
• Conducts annual agency audits.

This position description identifies the responsibilities and tasks typically associated with the performance of the position.  Other relevant essential functions may be required.

EMPLOYMENT QUALIFICATIONS:

EDUCATION:   

Bachelor’s degree in marketing, insurance or related field.  Combinations of relevant education and experience may be considered in lieu of a degree. Continuous learning required, as defined by the Company’s learning philosophy. Certification, or progress toward, highly preferred and encouraged. MBA or other advanced degree is preferred. 

EXPERIENCE: 

A minimum of three years 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.

SKILLS/KNOWLEDGE/ABILITIES (SKA) REQUIRED:

• Ability to exercise advanced judgment skills 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.
• Ability to manage agency relationships and demonstrated ability to make sound underwriting decisions.
• Advanced knowledge of appropriate jurisdictional workers compensation laws.
• Ability to calculate expected pricing, dividends, and premium quotations for agents and policyholders.
• Ability to analyze territory or region in order to identify problems and take the appropriate corrective action.
• Ability to comprehend the consequences of various problem situations and address them or refer them for appropriate decision making.
• Ability to effectively exchange information clearly and concisely, and present ideas, reports, facts and other information, and respond to questions as appropriate.
• Ability to be innovative and creative when presented with unique situations.
• Excellent verbal and written communication skills with the ability to effectively communicate with agents, policyholders and internal customers.
• Ability to analyze and solve practical problems which deal with a variety of variables.
• Ability to make competent, independent decisions.
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