• Business Development Specialist

    Location Name IA, Urbandale - 11201 Douglas Avenue
    Date Posted
    3 weeks ago(10/26/2018 6:45 PM)
    Continental Western Group
    Primary Location
  • Company Details

    Continental Western_Logo



    A trusted insurance carrier since 1886, Continental Western Group (CWG) offers a broad array of commercial insurance products for businesses in 13 states from the Rocky Mountains to the Great Lakes. Our goal is to be the strong, local and trusted choice for independent insurance agents and customers.


    About W. R. Berkley Corporation
    W. R. Berkley Corporation, founded in 1967, is one of the nation’s premier commercial lines property casualty insurance providers. Each of the operating units in the Berkley group participates in a niche market requiring specialized knowledge about a territory or product. Our competitive advantage lies in our long-term strategy of decentralized operations, allowing each of our units to identify and respond quickly and effectively to changing market conditions and local customer needs. This decentralized structure provides financial accountability and incentives to local management and enables us to attract and retain the highest caliber professionals. We have the expertise and resources to utilize our strengths in the present environment, and the flexibility to anticipate, innovate and respond to whatever opportunities and challenges the future may hold.



    The core function of the Virtual Business Development Specialist position is to manage a large group of agents

    (approximately 200) and drive profitable growth. Influences and persuades agents to place profitable

    accounts with CWG. Accountable for and measured against agency and account pipeline and direct written

    premium goals. The incumbent will be expected to provide varying levels of training for product and systems

    while targeting agents with measured growth opportunities. This role will be ‘inside’ the office and travel

    expectations will be minimal.


    Essential Duties & Responsibilities

    Pro-actively sells CWG/Berkley products in a way that differentiates CWG from competitors. Builds strong

    partnerships by assisting independent agencies in developing profitable growth-oriented business plans and

    sales strategies that align with company objectives. Identifies agency needs, recommends and sells

    appropriate CWG/Berkley products and services to agent. Monitors results and implements action plans as



    Acquires in-depth knowledge of company programs, products, processes and automation tools to facilitate

    new agency prospecting and aid in the training and direct correlation of production of business with new and

    existing agencies.


    Gathers data and analyzes competitive market intelligence from both a carrier and agency perspective.

    Leverages competitive intelligence in the market and adjusts agency representation as needed based upon

    results and opportunities. Identifies market trends to identify business threats and market opportunities

    within assigned territory. Actively shares information among the teams for combined wins across all states.


    Partners with Underwriting to facilitate the quoting of new business, renewal retention and overall agency

    relationship management. Establishes collaborative relationships with Underwriting, Risk Services, Premium

    Auditing and other Berkley companies, etc. to create strong agency partnerships and build a profitable book of



    Actively partners with Underwriting on profit initiatives. Recommends, implements and monitors action

    plans to improve identified agency weaknesses. Determines appropriate course of action based on outcome of

    action plans, e.g., agency termination, limited binding authority, etc.


    Performs other related duties as assigned by management.


    Education & Experience

    Bachelor's degree; or 5+ years related experience and/or training; or equivalent combination of education and experience. Demonstrates an in-depth knowledge of commercial insurance programs, forms and policy coverage; in addition to having a proven track record of effective sales achievements.


    Knowledge, Skills & Abilities

    * Account relationship management skills

    * Capable of building, persuading, and executing against agent business plans

    * Strong sales drive, action oriented and thrives in a highly competitive and results-driven environment

    * Works effectively with all levels and can easily build new relationships

    * Excellent verbal and written communication skills, including presentation skills

    * Strong customer orientation

    * Marketing experience

    * Effective organizational, multi-tasking, and prioritizing skills

    * Able to consistently demonstrate commitment to company values and guiding principles

    * Proficient with Microsoft Word, Excel, PowerPoint and Outlook

    * Ability to travel occasionally; once every few months



    Valid driver’s license for travel. Completion of or working toward CIC, AAI, CU, CPCU or similar designation.


    Physical Demands

    While performing the duties of this job, the employee is regularly required to be seated for sustained periods of time; use fingers to pick up, pinch, twist, or keyboard; express themselves by speaking includes conveying detailed or important spoken information accurately; distinguish sounds at normal levels (with or without correction); be able to receive detailed information orally; move wrists, hands and/or fingers repetitively; and operate a motor vehicle. The employee is occasionally required to move about on foot to accomplish tasks; extend their hands/arms in any direction; raise or lower objects or move objects from place to place; and hold onto objects with their fingers/palms. The employee must occasionally lift or exert force up to 10 pounds. Specific vision abilities required by this job include close vision and ability to adjust focus.


    Work Environment

    While performing the duties of this job, the employee is frequently exposed to outside weather conditions when traveling. Incumbent normally engages in typical office or administrative work. The noise level in the work environment is usually moderate (business office with computers and printers).


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