Vice President – Sales & Marketing

Position Summary
The Vice President of Sales & Marketing is responsible for developing and executing the company’s sales, distribution, and marketing strategy to achieve profitable, sustainable growth across all operating territories. This executive leads the Business Development organization, strengthens independent agency relationships, identifies new distribution opportunities, partners with Underwriting, Product, Claims, IT, Finance, and Compliance, and ensures growth objectives remain aligned with underwriting profitability and customer experience.

Basic Information

Location: Nashville, TN
Department: Business Development
Reports To: President
Employment Status: Full-Time, Exempt
Working Conditions: Light
Travel Requirements: Up to 80%

Minimum Qualifications

• Bachelor's degree required; MBA or other advanced business degree preferred.
• 15+ years of progressively responsible leadership experience in Property & Casualty insurance sales, marketing, or distribution.
• Minimum 7 years leading multi-state sales or marketing teams.
• Demonstrated success growing profitable premium through independent agency distribution.
• Strong knowledge of non-standard automobile insurance products and markets.
• Experience collaborating with Underwriting, Product Management, Claims, Finance, and executive leadership.
• Strong financial, analytical, and strategic planning skills.
• Proficiency with Microsoft 365, CRM platforms, agency management systems, BI dashboards, and sales analytics tools.

Leadership Competencies

• Strategic planning and execution
• Executive presence and communication
• Financial acumen
• Data-driven decision making
• Talent development and succession planning
• Change leadership
• Innovation and continuous improvement
• Accountability and sound judgment

Primary Responsibilities

• Develop and execute the company's annual sales, distribution, and marketing strategy.
• Lead the Business Development organization to achieve written premium, profitability, retention, and agency growth objectives.
• Establish annual KPIs and regularly monitor production, loss ratio, agency profitability, and marketing ROI.
• Develop and strengthen the independent agency distribution network while identifying new market opportunities.
• Partner with Underwriting and Product Management to optimize growth strategies and product offerings.
• Utilize sales analytics, market intelligence, and profitability reporting to drive strategic decisions.
• Oversee agency recruitment, onboarding, training, and ongoing development.
• Develop state-specific marketing plans and territory growth strategies.
• Champion digital marketing initiatives, customer acquisition, retention campaigns, mobile application adoption, and marketing automation.
• Develop executive dashboards and present business performance, competitive intelligence, and strategic recommendations to executive leadership and the Board as requested.
• Manage departmental budgets and ensure efficient allocation of marketing resources.
• Mentor Business Development Managers through coaching, performance management, and succession planning.
• Foster a collaborative culture focused on innovation, accountability, and continuous improvement.
• Lead enterprise initiatives, strategic partnerships, and special projects that support long-term growth.
• Ensure marketing and distribution activities comply with all applicable regulatory requirements.

Performance Measures

Success will be evaluated based upon:
• Written premium growth
• New business production
• Agency retention and engagement
• Territory profitability and loss ratio
• Marketing ROI
• Employee engagement and leadership development
• Successful implementation of strategic initiatives
• Cross-functional collaboration and execution

Supervisory Responsibility

Directly supervises Business Development Managers and other assigned personnel.

Note: This job description is intended to describe the general nature and level of work performed. It is not intended to be an exhaustive list of responsibilities and may be revised as business needs evolve.