Business Development Consultant/Sr BDC or Sr BDC Specialist (remote Large Accounts)
AF Group

Job Info

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SUMMARY (Core for ALL):

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 (Core for ALL):

• 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.

Additional Senior Business Development Consultant Responsibilities:

• Develops a strong relationship and partnership with the claims department.
• Negotiates and develops consultative agreements with specified agents.
• Develops and plans schedule for large account service plans with claims, loss control, premium audit, and other departments as needed.
• Provides input for agency advisory council meetings.
• Provides information for and participates in rate review process.
• Independent management of a field region or territory.
• Mentors Business Development Consultants.
• Assists in the development of regional goals.
• Presents at annual staff meetings
• Demonstrates leadership in the Business Development Consultant responsibilities.

Additional Senior Business Development Specialist:

• Coordinates special projects of behalf of Regional Manager, as assigned.
• Provides training sessions for team, other Business Development Consultants, other business units, agents and policyholders as required.
• Mentors other team members by providing guidance, advice, encouragement, and motivation employees in their daily efforts.
• Acts as back-up for Regional Manager.
• Serves as technical expert or regional advisor for region or territory.

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 OR EQUIVALENT EXPERIENCE:

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:

Business Development Consultant:

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.

Senior Business Development Consultant:

A minimum of five 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.

Senior Business Development Specialist:

A minimum of seven to ten 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. Management experience preferred.

SKILLS/KNOWLEDGE/ABILITIES (SKA) REQUIRED:

Business Development Consultant:

• 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.
• Ability to analyze and manage data.
• Ability to meet customers changing needs.
• Excellent time management and organizational skills with the ability to shift priorities appropriately.
• Ability to understand and implement audit procedures and processes for agencies.

Additional Senior Business Development Consultant (SKA):

• Ability to exercise excellent judgment 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.
• Knowledge of occupational classification codes, loss ratios, claims histories, retention plan, scheduled rating related to workers compensation.
• Demonstrated ability to manage agency relationships.
• Demonstrated ability to make sound underwriting decisions.
• Thorough 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 assist management in the development and implementation of regional or territory goals
• Ability to effectively exchange information clearly and concisely, and present ideas, reports, facts and other information, and respond to questions as appropriate.
• Ability to communicate our value proposition as a carrier.
• Ability to be innovative and creative when presented with unique situations.
• Excellent oral and written communication skills with the ability to effectively communicate with agents and policyholders.
• Ability to analyze and solve practical problems which deal with a variety of variables.
• Ability to make competent, independent decisions.
• Ability to understand and implement audit procedures and processes for agencies

Additional Senior Business Development Specialist (SKA):

• Demonstrated superior judgment 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.
• Demonstrated superior judgment and analytical abilities to analyze regions and/or territories and identify corrective action.
• Thorough knowledge of departmental procedures, processes and workflow.
• Extensive knowledge of appropriate jurisdictional workers' compensation laws, regulatory authorities, industry trends and their impact.
• Ability to take a lead role and/or assist in training and mentoring of others.
• Ability to understand business needs and conceptualize and implement processes and procedures that support business strategies.
• Ability to research workers compensation laws, regulations or issues specific, in order to offer guidance and/or direction to others.
• Ability to train and mentor others.
• Demonstrated ability to communicate our value proposition as a carrier.
• Demonstrated leadership abilities.
• Demonstrated expertise regarding territory or region.

WORKING CONDITIONS:

Work is performed remote field worker setting with minimal hazards. Travel is required with occasional overnight stays. May be required to lift and carry computer equipment and other marketing promotional items weighing up to 35 lbs. Relocation may be necessary. Must possess a valid driver's license with a record that meets corporate standards.

The qualifications listed above are intended to represent the minimum education, experience, skills, knowledge and ability levels associated with performing the duties and responsibilities contained in this job description.

We are an Equal Opportunity Employer. Diversity is valued and we will not tolerate discrimination or harassment in any form. Candidates for the position stated above are hired on an \"at will\" basis. Nothing herein is intended to create a contract.

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