Chubb Personal Risk Services, PRS, 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. We are currently seeking a Business Development Manager (BDM) for our Southern California territory. The BDM position is responsible for the overall agency relationship management including new client acquisition and renewal client management for assigned tier 1 and 2 agents and brokers including key Cornerstone agency partners. The BDM’s territory consists of nearly $105 million in total written premium. They will be responsible for conducting agency field visits to their assigned agents and brokers from three Chubb branches - San Diego, Newport Beach, and Los Angeles, with the largest concentration being in the San Diego and Orange County area. The position will be based within the defined geography, with a preference for the candidate to live near a Chubb Regional or Branch Office (San Diego, Newport Beach or Los Angeles, California).

The BDM will report directly to the Southern California AVP, 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.

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 opportunitiesDistinguishing what results are important with a focus on achieving high-payoff activities and goals Challenging self and others to do better without minimizing accomplishmentsIdentifying critical success factors to accomplish desired results and develop plans to achieve themEnsuring goals and objectives are measurable and focus on goals not activitiesContinually 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 changeHandling multiple demands/prioritiesAdapting to best fit with situation at handHandling conflict effectivelyDeveloping new skills quicklyAccepting new responsibilities willingly

 Customer Engagement: Delivers end to end customer engagement that leads to measurable revenue growth by:Building rapport quickly and finding common groundEstablishing trust and credibility through timely delivery of commitmentsLeveraging goodwill to gain larger share of walletAllocating resources to maximize business potentialAnalyzing 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 partsLooking beyond the obvious to get at root causeDeveloping 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 travelIntrinsic curiosity paired with effective questioning and active listening skillsStrong 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/resistanceLeveraging agency relationships to close deals
 

Education and Experience:

Bachelor’s degree or equivalent work experienceMinimum of 3 years of personal lines sales, marketing, underwriting, claims, risk consulting or agency experience Experience selling to high net worth clients preferred 

The pay range for the role is $80,500 to $137,000. The specific offer will depend on an applicant’s skills and other factors. This role may also be eligible to participate in a discretionary annual incentive program.  Chubb offers a comprehensive benefits package, more details on which can be found on our careers website. The disclosed pay range estimate may be adjusted for the applicable geographic differential for the location in which the position is filled.

*The salary for this position will be flexible based on the candidate’s experience.