AVP, Programs & Distribution Operations - Berkley

Company Details:

Preferred Employers Insurance, A Berkley Company specializes in providing workers’ compensation insurance to California business owners. The company serves three major client segments: Small Business Owners, Mid-Larger Businesses and Group Association Members (Programs). The company’s distribution partners (agents & brokers) number 400+ locations throughout the state. Preferred serves 10,000 policyholders and provides medical claims handling and claims management for policyholders as needed to care for injured workers. The company is rated A+ Superior by industry-rating organization, AM Best & Company.

 

The company is an equal opportunity employer.

Responsibilities:

• Develop and implement sales programs to drive profitable revenue growth and market penetration.
• Collaborate with sales teams to create targeted sales strategies and campaigns.
• Analyze sales data and market trends to improve execution against KPI’s and to refine measures of success.
• Optimize program business by owning channel distribution strategy, including identifying, pipelining and converting new prospects while maximizing customer satisfaction of existing relationships.
• Own PEI marketing vision, broker appointment strategy and compensation, sales/marketing best practices, and oversight of in-house agency.

Acts as the ambassador for all that the Preferred Employers Insurance brand has to offer to its appointed brokers, prospect brokers and special groups/associations. This leadership position is responsible for the company’s overall agent-broker relationship management strategy and planning, including new client acquisition, client renewal and client management.

 

The AVP Programs & Distribution Operations manages and maintains focus on the achievement of KPI’s, including profitable gross written premium growth, new business generation, client retention and the appointment of new production sources. In addition, the AVP plays a key role in the overall marketing and brand visibility of the company in the California marketplace. 

 

This leadership role is all about the productive sales management of Preferred’s Sales Managers, Sales Reps, appointed insurance brokers and the development of programs sales. The job involves setting in motion sales plans with Sales Managers and driving the necessary strategies and sales actions to maximize profitable growth for Preferred Employers throughout the Golden State.

 

Key functions include but are not limited to:

• Develops tactical sales plan designed to achieve annual objectives. Objectives to include the capture of market share, new agency appointments, and revenue growth
• Builds relationships with key partners regionally to assist in business development opportunities.
• Identifies, develops, implements and manages program sales plans with target groups of business owners to meet Preferred’s sales goals.
• Monitors both new sales, retention, pricing and exposure metrics monthly to ensure profitable premium sales plan goal achievement.
• Works closely with all company departments/teams to optimize brand offering to the company’s target marketplace including, working closely with underwriting to evaluate, price and propose rates and strategies.
• This is a visible leadership role requiring regular travel, a high-level of communication skill, direct broker contact and direct selling contact with targeted prospects/clients.
• Role demands ongoing sales leadership to ensure robust prospecting and finding qualifying new producers and deals.
• Expectation is that candidate will primarily operate remote out of their automobile, home office and/or from Preferred’s San Diego or Walnut Creek office as needed to achieve sales targets.

Qualifications:

• BA/BS degree from an accredited institution, or equivalent.
• 10+ years of insurance experience. California specific experienced a plus.
• MBA and/or CPCU/ARM/CIC a plus
• Active California Agent-Broker License a plus
• Ability to work independently and assimilate learning materials on many different subjects from various sources
• Excellent interpersonal, communications and negotiation skills
• High-level knowledge of Preferred’s and Berkley’s complete product and services offering
• Must be a self-motivated leader and proactive self-starter
• Ability to make independent decisions using Preferred’s and Berkley’s best practices for guidance
• Excellent verbal and written communication skills
• Capable of dealing with highly visible and sometimes demanding agents, brokers and association directors
• Must be able to effectively work in a team
• Proficient with MS Office software.
• Expectation is that candidate will primarily operate remote out of their automobile, home office and/or from Preferred’s San Diego or Walnut Creek office as needed to achieve sales targets.

Additional Company Details:The company offers a competitive compensation plan and robust benefits package for full time regular employees which for this role include:• Base Salary Range: $148,000 - $210,000• Eligible to participate in annual discretionary bonus.• Benefits: Health, Dental, Vision, Life, Disability, Wellness, Paid Time Off, 401(k) and Profit-Sharing plans.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.