Advisor, Business Development

Advisor, Business Development at Definity

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Company Overview

Definity is the parent company to some of Canada’s most long-standing and innovative insurance brands, including Economical Insurance, Sonnet Insurance, Family Insurance Solutions, and Petline Insurance. Our ambition is to be one of Canada’s leading and most innovative property and casualty insurers. We can’t do that without our people, so we embrace and encourage a culture that’s collaborative, ambitious, rewarding, and empowering.

We offer a flexible, hybrid work experience where employees work from the office and virtually depending on the type of work they are doing and who they are working with. Bring your true self and be a part of our journey. It’s better here.

Description

The Advisor, Business Development contributes to Economical’s growth and profitability by actively managing and growing relationships within the existing Broker network as well as building relationships with new Brokers in the candidate's Territory.

Reporting to the Director, Business Development, the incumbent is responsible for delivering profitable gross written premium (GWP), growth, and Broker satisfaction to meet or exceed targets at the Territory level.

This role develops and implements sales plans and manages the pipeline at a Territory and Broker level, actively monitors Broker performance (e.g., Broker reviews, Broker panel) and provides guidance, support, and relevant training to Brokers within the Territory. The candidate leads the negotiation of terms, escalating and engaging Economical stakeholders where appropriate. The incumbent collaborates with peers in UW and Claims in his/her Region to share market intelligence and deliver a consistent Broker experience which meets or exceeds Broker expectations and needs.

Strategy and Planning

• Develops an annual sales plan for the candidate's Territory in alignment with the PI and CI strategies, Broker segmentation strategy, and the regional strategy; implements the sales plan to deliver against profitability and growth targets and KPIs set out for the Territory.
• Involves Brokers and internal resources as required to explore alternatives, and identifies solutions that support Economical’s goals of long-term, profitable growth for the Broker and Economical.
• Collects and escalates market intelligence, and provides input to inform competitive analysis.

Sales Management

• Manages the pipeline of opportunities for Brokers within the candidate's Territory, taking action to effectively identify, qualify, and convert opportunities to achieve or exceed KPIs; regularly collaborates with peers across the organization to identify and take advantage of opportunities and to enhance the Broker experience.
• Participates in sales system meetings, where appropriate, and comes prepared with insights on Broker performance, pipeline opportunities, trends, risks, and issues within the candidate's Territory.
• Develops and implements sales strategies for large commercial accounts.
• Negotiates agreements with Brokers, including portfolio transfers, new Broker appointments, etc., escalating and engaging Economical stakeholders where appropriate.
• Effectively engages with Brokers to facilitate the negotiation services, terms, and conditions, as well as to influence Brokers to recommend Economical as the insurer of choice.
• Works collaboratively with all stakeholders to drive the required solution for the customer.
• Develops feasible/profitable innovative solution(s) while working together with the Broker and Underwriters.
• Integrates appropriate Broker feedback into proposals, and presents recommendation(s).
• Closes deals by agreeing with Brokers to mutually beneficial business plans.

What do you bring to the role?

• University degree in any discipline, or College diploma in a relevant discipline.
• 5 years of Property and Casualty experience, preferably in sales or marketing.
• Preference will be given to candidates with sales experience and previous commercial lines underwriting experience.
• CIP designation, or a commitment to completing the CIP is required (Additional designations are considered an asset (e.g., FCIP, Certified Sales Professional (CSP)).
• Valid driver's license with a driving record acceptable to the company.
• Exceptional customer service, verbal and written communication skills.
• Strong ability to influence and effectively negotiate with stakeholders.
• Preference will be given to bilingual candidates in select regions.

High degree of proficiency with English and French required to service customers, both internal to the company and external, across Canada.

Salary Range

$69,000 - $127,000

Interested in this role, but don't meet every requirement? We encourage you to apply! We know from experience that a candidate doesn't need 100% of the qualifications listed to bring incredible value to our team. We're actively seeking diverse backgrounds and perspectives to help us make insurance better. At Definity, inclusion, diversity, and equity aren't just "nice to have" — they're essential to our success.

What's in it for you?

• Hybrid work schedule for most roles.
• Company share ownership program.
• Pension and savings programs, with company-matched RRSP contributions.
• Paid volunteer days and company matching on charitable donations.
• Educational resources, tuition assistance, and paid time off to study for exams.
• Focus on inclusion with employee groups, support for gender affirmation surgery, access to BIPOC counsellors, access to programs for working parents.
• Wellness and recognition programs.
• Discounts on products and services.

Actual salary for the role may vary depending on the work location of the successful candidate and other factors including but not limited to skills, education, experience, working conditions, and the local labour market. In addition to base pay, eligible employees may participate in various incentive plans which are paid out at the discretion of the company and subject to individual and company performance.

Go ahead and expect a lot — you deserve it.

It's better here — but don't take our word for it. Definity was named by Great Place to Work as one of the Best Workplaces in Canada for women, for youth, and for inclusion.

Our inclusive work environment welcomes diversity and supports accessibility. If you require accommodation at any time during the recruitment process, please let us know by contacting [email protected].

Background checks

This role requires successful clearance of background checks (including criminal checks and leadership references).

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Sales and Business Development

Industries

Insurance

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