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Business Development Manager
Chubb • Irvine, CA 92602 • Posted 4 days ago
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In-person • Full-time • Mid Level
Job Highlights
Using AI ⚡ to summarize the original job post
The Business Development Manager at Chubb Personal Risk Services is responsible for managing agency relationships, including new client acquisition and renewal client management for tier 1 and 2 agents and brokers in the Southern California territory. This role involves conducting agency field visits, developing business plans, identifying new clients, managing renewal retention, and cross-selling and upselling existing clients. The position is based in Southern California, preferably near San Diego, Newport Beach, or Los Angeles, and reports directly to the Southern California AVP, Personal Lines Manager.
Responsibilities
- Develop agency assessments and business plans with assigned independent agencies 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, product and service enhancements, and rate changes.
- 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.
About Chubb
Chubb is the world's largest publicly traded property and casualty insurance company, operating in 54 countries. They offer a wide range of insurance products and services for businesses and individuals, specializing in commercial lines insurance in the U.S. Chubb focuses on assessing, assuming, and managing risk with a commitment to providing prompt and fair claims service.
Full Job Description
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.
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