Business Development Director, National Practice Leader Public Entity’ - Berkley

Company Details:

 

Midwest Employers Casualty (MEC) is a member of the W. R. Berkley Corporation, a fortune 500 company, rated A+ (Superior) by A.M. Best Company, based in Chesterfield, MO. We improve the quality of life for employees severely injured on the job and help companies understand and mitigate their risk for workers’ compensation injuries. MEC has a friendly, results-focused work environment. We seek employees who take initiative, are quick to adapt, are dependable, and like working as part of a team.

 

Company URL: https://www.mecasualty.com/                 

 

The company is an equal opportunity employer.

Responsibilities:

The Business Development Director will work to strengthen and manage agency relationships while professionally representing MEC in the marketplace. You will work closely with your team in order to effectively communicate MEC’s value prop to customers, agency partners, and prospects.

 

Key functions include but may not be limited to:

 

Agency education and development

• Develop regular contact via in person visits, web meetings, and other communications in order to develop strong relationships with agency production sources in assigned region
• Educate and develop regional business partners to effectively communicate MEC’s value proposition
• Implement agency development plan to meet retention, growth, and profitability goals within assigned region
• Utilize CRM system in order to effectively and strategically communicate with production sources

 

New business development

• Research and identify high quality prospective accounts that meet MEC’s risk/reward profile to create and maintain a perpetual pipeline of qualified prospects
• Strategically educate and develop new business opportunities to make the buying decision based upon MEC’s value proposition
• Support and assist teams with gathering information needed to accurately evaluate performance and exposure of accounts
• Develop marketing strategies in order to effectively communicate MEC’s value prop

 

Account retention

• Support and assist regional team with account renewal strategy
• Support and assist regional team with establishing expectations in the marketplace
• Support and assist regional team with gathering information needed to accurately evaluate performance and exposure of accounts
• Understanding of large and sophisticated risk management programs

 

Industry representation

• Professionally represent MEC at industry events
• Maintain visibility in the marketplace
• Meet with state insurance regulators

Qualifications:

• Minimum of a Bachelor’s degree in a business-related field.

Customer Knowledge

• Advanced knowledge of broker business models, broker personnel, produced accounts, MEC market share, carrier relationships etc.
• Advanced knowledge of the self-insured market, industry issues, state/jurisdictional issues, etc.
• Advanced knowledge of state self-insurance requirements.

Business development knowledge and skills

• Advanced knowledge of MEC’s current and future products, services and strategies.
• Advanced knowledge of marketplace
• Advanced skills in business development techniques from lead generation to closing.
• Advanced negotiation and persuasion skills.
• Advanced consultative skills
• Proven ability to work effectively in a team environment
• Ability to create regional plan that will support successful execution of regional goals.
• Ability to prioritize, organize and manage activities in accordance with developed plan.

Technical insurance knowledge andskills

• Intermediate knowledge of state workers’ compensation regulations within assigned region.
• Advanced skills in customer service and relationship building.
• Intermediate knowledge in loss prevention and claims administration services.
• Advanced knowledge of MEC’s XCEL Analytics.
• Intermediate knowledge of policy services issues.

Computer and technology skills

• Microsoft Office: Word, Excel and PowerPoint - Intermediate
• Outlook –Advanced
• CRM application – Advanced
• WebEx/Online Meeting skills – Advanced
• Smart Phone -Advanced
• Laptop porting and replication - intermediate

Additional Company Details:We do not accept any unsolicited resumes from external recruiting agencies or firms.The actual salary for this position will be determined by a number of factors, including the scope, complexity and location of the role; the skills, education, training, credentials and experience of the candidate; and other conditions of employment.Sponsorship Details:Sponsorship not Offered for this Role