Business Development Manager - WEST REGION (Commercial Insurance)
Thimble
Sales & Business Development
United States
Posted on Tuesday, April 30, 2024
About the Role
As a key member of the Acquisition Team, we’re hiring a Business Development Manager (BDM) who will be responsible for developing and executing sales strategies to drive revenue growth and market penetration within the defined territory through independent agents, brokers, and other distribution partners. This is an individual contributor role that will encompass overall agency management, including new partner acquisition and partner management focused on achieving metrics across KPIs, including New and Total Written Premium, new agency appointments, and visibility.
We are looking for a dynamic and results-driven insurance professional with agency and/or carrier experience who is passionate about the micro-small insurance segment. Being flexible, having an innate ability to cultivate relationships, having strong communication and interpersonal skills, and being technologically savvy will be paramount to this role's success. This is a fully remote position based within the defined region, reporting to the Head of Broker Distribution.
Responsibilities
- Own the end-to-end Thimble Broker experience for assigned agents, brokers, and other distribution partners. Act as Brand Champion among agents and industry professionals.
- Generate opportunities to acquire new business through business development activities initiated with assigned agents & brokers.
- Build relationships with key partnerships to assist in business development opportunities.
- Source and launch new partnerships with independent agents and brokers, wholesalers, and agency networks.
- Develop a strategic and tactical sales plan designed to achieve annual objectives.
- Maintain a minimum of 15 high-quality, proactive agency visits per week with key staff and agency leadership.
- Successfully document and track sales activities within CRM platform.
- Pipeline broker-led affinity partnerships, endorsed programs, and potential book consolidations for large-scale, strategic growth opportunities.
- Provide excellent customer service and act as a trusted advisor to agency partners and other stakeholders.
- Inform and influence the Commercial Insurance product roadmap based on a clear understanding of what brokers need from Thimble to become an even more effective partner.
- Collaborate with marketing to craft effective and regular communications with brokers to encourage consistent submission flow and strong renewal retention.
- Contribute to the future vision and strategy for distribution partnerships at Thimble.
Requirements
- 3+ years of sales/distribution experience within the P&C insurance industry, Small Commercial (ideally from a carrier or MGA) background preferred.
- P&C License required.
- Proven relationships within the Independent Agency and Aggregator networks, within defined territory.
- Proven history of developing partners and/or relationships leading to business growth.
- Business development management capabilities, including multi-tasking, prioritization, deadline management, and the ability to work both independently and with a team.
- Strong interpersonal, organizational, communication, and presentation skills.
- Ability to stay informed about market trends, competitor activities, and regulatory changes affecting the local and regional insurance marketplace.
- Analytical and data-driven with the ability to manage a balanced portfolio for strategic, long-term, profitable growth.
- Highly organized and self-motivated, with attention to detail and operational focus.
- Comfort with ambiguity and ability to proactively structure work and problem-solve independently.
- Able to assert discretion and professionalism when given access to confidential and private information.
- Bachelor’s degree or equivalent experience is required.
- CIC, CPCU, or other industry designations preferred.
- Ability to travel ~20% or less for conferences, agency visits, and internal meetings.
What You'll Do in 30 Days
- Understand Thimble's company culture, insurance products, broker toolkit, systems, structures, and ways of working.
- Develop relationships with key internal partners and stakeholders.
- Learn CRM tools and how to manage, document, and track sales activities.
- Develop a foundational understanding of your defined territory and begin scheduling sales calls with the highest-priority partners.
- Utilize your established network of business contacts to create “buzz” in your territory with current and prospective agency partners and market access relationships.
What You'll Do in 60 Days
- Begin managing pre-defined territory, achieving minimum weekly required sales calls.
- Establish a presence in the territory and identify a pipeline of high-potential agency prospects.
- Ensure well-defined agency code management and hierarchy in the territory, allowing for scalable growth.
- Begin to prioritize territory and create a tactical strategy to achieve short and mid-term growth plans.
What You'll Do in 90 Days
- Establish command over Territory, pre-defined sales plan, and objectives. Begin to understand our 3-year plan and strategic vision for long-term success.
- Implement a formal annual territory sales plan with refined strategies based on feedback and current territory performance.
- Create key strategic initiatives and tactics that align to formal annual territory sales plan.
- Solidify oneself as a key member of the Acquisition Team as a valuable and effective member capable of driving results, achieving set goals, and providing valuable insights to bolster long-term success within the Broker Channel.