With a company culture rooted in collaboration, expertise and innovation, we aim to promote progress and inspire our clients, employees, investors and communities to achieve their greatest potential. Our work is the catalyst that helps others achieve their goals. In short, We Enable Possibility℠.
Position Summary
This position is responsible for ensuring all Midwest MCE business development activities are aligned (with UW goals/where we play/how we win) and consistent (across all roles/individuals) so UWs can meet their production goals more efficiently. This will be done through both internal engagement/activity (expected ~40% of time) and broker-facing external engagement/activity (expected ~60% of time) in coordination and collaboration with UWs and Distribution Operations Managers (DOMs).
Responsibilities
Internal engagement activities include:
- Establish clear engagement models, mandates, SOPs and mechanisms for feedback across all meeting types (internal or external) to ensure consistency and alignment with UW goals
- Identify target broker offices/individuals for strategic engagement and develop regional engagement plans in alignment with UW goals (coordinated effort with Midwest UWs and DOMs)
- Develop target metrics and measurements of success in alignment with UW goals (ex: broker-specific in-appetite submission flow, hit ratios, GWP)
- Provide insights and analysis on reports (produced by DOMs) to inform MCE strategy and drive behavior
- Facilitate planning, agenda development and follow-ups for Midwest regional broker council meetings
- UW sales coaching and training:
- Participate in “train the trainer” to learn and master consultative selling
- Train UWs on standards to run meaningful, outcome-focused meetings, including asking the right questions, listening, how to frame MCE’s value
- Teach effective MCE/Arch-specific sales pitches and tactics (inclusive of where we play and how we win)
- Co-travel/attend meetings owned/led by UWs; take “backseat” role as observer/coach and provide feedback (did well/do differently) to UWs after broker meetings
- Instill/promote Arch Experience behaviors and customer experience standards (24-hour response time, ABCD, Triple R)
External engagement activities (lead/train UWs by example in market-facing settings) include:
- Execute business development activity in coordination with UWs and DOMs; ensure UW visibility standards are met (25% of production UW time should be spent on BD)
- Lead pipelining/target account meetings (with data provided by DOM)
- Schedule and chair broker meetings/capability pitches to increase target in-appetite submissions
- Facilitate market understanding of MCE where we play and how we win and broader Arch products/capabilities
- Obtain voice of the customer and market/competitive feedback and share with internal stakeholders
- Maintain market knowledge to identify potential new engagement plan offices and/or Accelerate program partners
- Listen to and address customer needs and act as point of access for broker inquiries
- Instill and promote Arch Experience behaviors and customer experience standards in all external engagement
- Co-chair Midwest broker council meetings alongside Zone leaders
Required Experience/Education
- BA or BS required
- 5+ years of MM P&C insurance experience with a proven track record of developing national and regional broker relationships in an underwriting or business development role
Preferred Skills/Competencies
- Existing MM broker relationships preferred
- Strong sales presentation and public speaking skills
- Strategic customer management experience preferred
- Ability to manage multiple priorities in a fast-paced environment
- Experience working and collaborating in a complex, cross-functional organization
- Ability to engage with and influence individuals at multiple levels of organizations, both internally and externally
- Problem-solving and process-oriented mindset
- Team player, highly organized and detail/accuracy oriented
- Effective collaboration and stakeholder management
- Must be a self-starter; demonstrate flexibility and adaptability
- Excellent written and oral communication skills
- Strong analytical, critical thinking and strategic skills
- Ability to analyze data and provide thoughtful actionable insights to stakeholders
For individuals assigned or hired to work in the location(s) indicated below, the base salary range is provided. Range is as of the time of posting. Position is incentive eligible.
$180,571 - $244,301/year
Total individual compensation (base salary, short & long-term incentives) offered will take into account a number of factors including but not limited to geographic location, scope & responsibilities of the role, qualifications, talent availability & specialization as well as business needs. The above pay range may be modified in the future.
Arch is committed to helping employees succeed through our comprehensive benefits package that includes multiple medical plans plus dental, vision and prescription drug coverage; a competitive 401k with generous matching; PTO beginning at 20 days per year; up to 12 paid company holidays per year plus 2 paid days of Volunteer Time Offer; basic Life and AD&D Insurance as well as Short and Long-Term Disability; Paid Parental Leave of up to 10 weeks; Student Loan Assistance and Tuition Reimbursement, Backup Child and Elder Care; and more. Click here to learn more on available benefits.
Do you like solving complex business problems, working with talented colleagues and have an innovative mindset? Arch may be a great fit for you. If this job isn’t the right fit but you’re interested in working for Arch, create a job alert! Simply create an account and opt in to receive emails when we have job openings that meet your criteria. Join our talent community to share your preferences directly with Arch’s Talent Acquisition team.
14400 Arch Insurance Group Inc.
