Description

JOB DESCRIPTION

PRS Business Development Manager (BDM)
Location: Northern or Central California

Chubb Personal Risk Services offers a wide range of property and casualty insurance products for individuals and families with fine homes and possessions. Our clients include individuals and families from diverse backgrounds, including executives, business owners, and collectors of art, jewelry, wine, and automobiles.

Chubb Personal Risk Services is seeking a Business Development Manager (BDM) for our Northern and Central California territory. In this role, you will be responsible for overall agency relationship management, including new client acquisition and renewal management for assigned agency partners. You will conduct agency field visits to assigned agents and brokers from two Chubb branches-San Francisco and Walnut Creek-with the largest concentration in the Sacramento and Central Valley area. The position is based within the defined geography, with a preference for candidates living in Sacramento or the Central Valley of California.

You will report directly to the Northern California VP, Personal Lines Manager.

Key Responsibilities:

• Develop agency assessments and business plans with assigned independent agencies to grow new business, retain existing clients, and support cross-selling initiatives.
• Identify new clients with annual premiums of $5,000 to $250,000+ through effective pipeline development, account pre-qualification, and territory analysis/management, ultimately leading to successful outcomes.
• Manage follow-up and optimization of new and existing client quotes with agency partners.
• Support renewal retention by positioning rate and exposure changes using value-based approaches.
• Implement best practices for new and renewal business in the premier account segment.
• Cross-sell and upsell to existing clients through account rounding initiatives.
• Provide support to assigned agencies, including:
  • Training on Chubb's products, services, and competitive advantages.
  • Updates on product and service enhancements and rate changes.
• Respond to agency inquiries related to billing, policy services, systems, BORs, commissions, claims, agency coding/licensing, and more.
• Coordinate home office initiatives and marketing campaigns focused on new and renewal customers, including attendance at related events.
• Follow a disciplined sales process to ensure consistent execution of best practices, including Salesforce documentation.
• Analyze book management results to identify agency-specific and territory trends.
• Build and maintain trusted agency relationships, primarily through in-person visits.
• Participate in internal meetings and report on results as appropriate.
• Collaborate with agents and underwriting on new business, retention, and cross-selling.
• Work closely with Sales, Underwriting, Risk Consulting, Product, Claims, and Branch Administration teams.

Competencies:

Results Orientation: You have a proven track record of achieving high sales performance and driving results in a fast-paced environment by:

• Recognizing and capitalizing on opportunities
• Focusing on high-impact activities and goals
• Challenging yourself and others to continuously improve
• Identifying critical success factors and developing actionable plans
• Setting measurable goals and focusing on outcomes
• Continuously seeking ways to improve processes and results

Adaptability: You are an agile learner who can quickly absorb information and apply it to new situations by:

• Responding positively to change
• Managing multiple priorities effectively
• Adapting to fit the situation at hand
• Handling conflict constructively
• Developing new skills quickly
• Embracing new responsibilities

Customer Engagement: You deliver end-to-end customer engagement that leads to measurable growth by:

• Building rapport and finding common ground
• Establishing trust and credibility through timely follow-through
• Leveraging relationships to maximize business potential
• Allocating resources effectively
• Analyzing data to inform decisions

Problem Solving: You identify and respond to challenges and opportunities, generate alternatives, and implement solutions by:

• Resolving inquiries promptly
• Engaging the right resources to address issues
• Breaking down complex issues into manageable parts
• Looking beyond the obvious to identify root causes
• Developing insights into problems and situations

Sales Acumen: You leverage market, business, and technical knowledge by:

• Maintaining a broad perspective and detailed understanding of your area
• Using a disciplined sales process to ensure best practices
• Effectively utilizing Salesforce and other tools to manage opportunities and results
• Demonstrating curiosity, asking effective questions, and actively listening
• Applying strong negotiation and value-based selling skills

Influence Management: You influence and inspire others by:

• Communicating effectively and passionately about Chubb Personal Risk Services
• Persuading and influencing others on the value of Chubb
• Anticipating reactions and overcoming obstacles
• Leveraging relationships to achieve results

Requisition #: 31198

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