Director, Distribution

Description

The Director, Distribution owns and manages a complex subregion territory and team and is responsible for achieving profit and growth goals. Provides leadership, development and coaching to the Territory Management team responsible for managing an assigned portfolio of insurance products, services & agency programs. Accountable for agency management, results, profitability, growth for assigned agencies, talent development, collaboration with internal partners, and overall execution of business strategies. Effectively collaborates with and influences internal business partners to manage state regulatory, judicial and CAT complexities in order to achieve profit and growth goals. Line of business emphasis on business lines, working across a wide breadth of commercial products, coverages and market appetite. Works closely with DSO, UW & GRS to drive flow of smaller account business, build, and execute growth and profit strategies and to secure key accounts, managing account pipeline end-to-end.

 

Responsibilities

• Responsible for achieving the key financial targets including rate adequacy, written premium, profitability, new business, retention.
• Manages the execution of annual agency management process and overall territory strategy to drive profitable premium growth.
• Leads Senior Territory Manager team to optimize agency footprint including agency plant expansion, agency engagement/rehab and terminations.
• Develops strategies and drives execution of key initiatives to ensure effective agency partnerships in order to attract, develop, and retain profitable business and manage agency performance through frequent agency interactions.
• Identifies and assesses potential risks including service levels, business quality, pricing and market conditions in order to develop resolutions to ensure agency satisfaction and financial results achievement.
• Inspires, coaches and develops team to ensure deep engagement and needed skills and capabilities to achieve sub-region goals.
• Collaborates with regional marketing team to deliver effective internal and external communications and marketing programs.
• Leverages portfolio-level data and analysis to address business trends at the macro level. Partners and collaborates with systems, raters, and Insights teams to drive and maximize flow of business.
• Maintains an understanding of the competitive landscape and coordinates resources to make the changes necessary to meet marketing, pricing and customer needs. Maintains local legislative awareness with a strong working knowledge of key and current judicial rulings, legal issues and lobbying efforts. 
• Leverages agency compensation programs, including Agency Profit Sharing process, compensation communication, reporting, tracking and best practices to leverage programs. 

Qualifications

• Undergraduate degree in business or related field or equivalent training required
• MBA, CIC and/or institute designation preferred
• Minimum 10 years of progressively more responsible related work experience in a field distribution environment
• Proven success in building internal and external partnerships, improving team and individual performance
• Demonstrates strong business acumen and understanding of agency business, solid track record of achieving results, project management, negotiation, and problem-solving skills

Employees may apply for a new role after completing 12 months of employment in their current position.

Travel

50%