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:

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 

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 

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 resources to maximize business potential

Analyzing data with the goal of discerning useful information that informs conclusions and supports fact based decision-making 

Problem Solving: Identifies/reacts to problems and opportunities, produces alternatives and implements viable solutions by: 

Responding to, and resolving, inquiries in a timely manner 

Engaging appropriate resources to resolve problems and following through to conclusion 

Simplifying complexity by breaking down issues into manageable parts

Looking beyond the obvious to get at root cause

Developing insight into problems, issues and situations 

Sales Acumen: Leverage market, business and technical knowledge and insights by:

Possessing a big picture perspective and detailed operational understanding of own area of responsibility 

Employing a disciplined sales process to ensure consistent execution of best practices (agency assessments drive pipeline management, business plans set goals and drive execution of tactics, effective agency travel advances new business activities/results, etc.)

Effective utilization of Salesforce to view dashboard information, review open opportunities and add updates, run agency financial reports and summarize agency travel

Intrinsic curiosity paired with effective questioning and active listening skills

Strong negotiation, leveraging and value-based selling skills   

Influence Management: Influence and inspire others by:

Communicating effectively and passionately about Chubb/Personal Risk Services 

Successfully persuading, convincing, and influencing others on “why Chubb”

Anticipating and preparing for how others will react and overcome obstacles/resistance

Leveraging agency relationships to close deals