Senior Business Development Specialist AF Group National Accounts

<strong>AF Group (Lansing, Mich.) and its subsidiaries are a premier provider of innovative insurance solutions. Insurance policies may be issued by any of the following companies within AF Group: Accident Fund Insurance Company of America, Accident Fund National Insurance Company, Accident Fund General Insurance Company, United Wisconsin Insurance Company, Third Coast Insurance Company, or CompWest Insurance Company.</strong>

Lansing, MI

AF Group

<p class="p1"><strong>AF Group&rsquo;s focused and passionate team uses industry-leading best practices, analytics and resources to manage risk and minimize loss for our policyholders while strengthening businesses with our valued independent agent partners.</strong></p> <p class="p1"><strong>We strive to continuously increase the long-term value of our organization by outperforming our industry peers and fostering a culture of underwriting and claims excellence.</strong></p>

keywords: position summary,risk management,analysis,reporting,program,strategy,production,training,research,knowledge,education,experience,skills


Competitive Compensation and Benefits Package

Overview: Develops and manages independent agency relationship including the development of new business and retention of existing business in a region or territory. Reviews, analyzes, approves or rejects complex business within letter of authority. Serve as liaison with company personnel regarding company business opportunities and problem resolution. Responsible for assisting in establishing the territory&rsquo;s or region&rsquo;s overall agency plan.<br /><br />The Senior Business Development Specialist &ndash; AF Group National Accounts will have responsibility for the development, risk selection, underwriting, pricing, and coordination of National workers&rsquo; compensation accounts &ndash; which may be either loss sensitive or large guaranteed cost - across the Enterprise, using established underwriting guidelines and regulatory requirements to make appropriate decisions. The position requires the ability to develop coverage, terms and conditions which generate a profit for the Enterprise while customizing the program and service offerings to AF Group National Accounts current and prospective customers. The candidate will be required to effectively communicate and formally present programs and concepts to high level contacts from agents, brokers and National Account customers. The candidate must have an understanding of the fundamentals of risk transfer, financial statements, credit risk, and ratios used in risk analysis. This position reports to the Underwriting Director or Underwriting Manager for AF Group National Accounts.
Responsibilities: <ul> <li>Calculates, prepares and develops premium quotations using corporate underwriting guidelines within letter of authority.</li> <li>Determines underwriting eligibility for prospective policyholders and develops appropriate pricing for new business, renewals, and endorsements.</li> <li>Analyzes and reviews prospective accounts for insurability and accepts or rejects within letter of authority.</li> <li>Develops and manages agency relationships.</li> <li>Develops agency plans in cooperation with other staff.</li> <li>Addresses agents&rsquo; and policyholders&rsquo; concerns/needs.</li> <li>Responsible for development of new business, profitability and retention of existing business in a given territory or region.</li> <li>Explains and emphasizes benefit of workers&rsquo; compensation insurance products and services to customers.</li> <li>Works with all internal departments to resolve problems and maintain company relations.</li> <li>Participates as necessary on special committees and task forces.</li> <li>Interprets and develops territory reports which reflect the status of the territory.</li> <li>Participates in promotional plans for both company and agent activities</li> <li>Analyzes and reviews production and loss information for agents, determines exposure and proper pricing to develop corrective action plans as needed to correct poor performance. .</li> <li>Prepares periodic reports as requested.</li> <li>Manages small territory or region under close supervision.</li> <li>Researches and coordinates responses to agents, policyholders and regulatory entities.</li> <li>Appoints and trains new agents and new agency employees on the use of company specific automation systems.</li> <li>Reviews loss trends and develops action plans to correct problem areas.</li> <li>Gathers competitive and product information from the field.</li> <li>Represents company at trade associations and exhibits to promote corporate product.</li> <li>Conducts annual agency audits.</li> <li>Act on behalf of the Director, or their designee, of AF Group National Accounts: <ul> <li>Providing oversight and mentoring to National Account or Regional Underwriters;</li> <li>Representing AF Group National Accounts in Enterprise-wide projects, reporting and communications.</li> <li>Assigning accounts with the unit, risk selection, pricing and program design.</li> </ul> </li> </ul> <ul> <li>Develops and presents customized National Account proposals that clearly delineate program details, including: <ul> <li>Program type and plan parameters,</li> <li>Total cost of risk exhibit for each program option</li> <li>Payment plans, collateral and loss escrow requirements</li> <li>Required conditions, contingencies and sample contracts</li> <li>Servicing strategy and service teams</li> <li>Other relevant sales differentiators</li> </ul> </li> <li>Responsible for assessing risk acceptability, for new and renewal business for National Accounts.&nbsp;</li> <li>Develops new business and renewal account strategies for the production and retention of profitable National Accounts.</li> <li>Lead the development of underwriting strategies, tools and guidelines for the AF Group National Account unit.</li> <li>Work directly with loss control and claims to develop appropriate account service plans National Accounts.</li> <li>Research and/or develop training materials and marketing materials for field staff and independent agencies.</li> <li>Using the appropriate pricing model, claims analysis and loss control reports, will develop pricing and risk transfer strategies designed to attract and retain profitable accounts.</li> <li>Analyze market trends and underwriting results and recommend corresponding action plans.</li> </ul>
Requirements: <p><strong>EDUCATION OR EQUIVALENT EXPERIENCE:</strong>&nbsp;&nbsp;</p> <p>Bachelor&rsquo;s degree in marketing, insurance or related field.&nbsp; Combinations of relevant education and experience may be considered in lieu of a degree. Continuous learning required, as defined by the Company&rsquo;s learning philosophy. Certification, or progress toward, highly preferred and encouraged. MBA or other advanced degree is preferred.</p> <p><strong>EXPERIENCE:</strong>&nbsp;</p> <p><strong><u>Sr. BD Specialist &ndash; AF Group National Accounts</u></strong></p> <p>A minimum of seven to ten years experience in P&amp;C/Workers&rsquo; Compensation underwriting, with a comprehensive knowledge of workers compensation underwriting concepts. A demonstrated understanding of large, complex workers compensation accounts and pricing approaches; including loss rating, retrospective rating, excess policies, and large deductibles is required. Completion of industry recognized professional designations (e.g. AU, CIC, CPCU) strongly preferred.&nbsp; Management experience preferred.</p> <p><strong>SKILLS/KNOWLEDGE/ABILITIES (SKA) REQUIRED:</strong></p> <ul> <li>Expert knowledge of workers compensation insurance and underwriting techniques.</li> <li>Demonstrated expertise in National Account techniques, strategies and market segment nuances.</li> <li>Ability to effectively communicate and formally present programs and concepts to high level contacts from agents, brokers and National Account customers.</li> <li>Ability to take a lead role on National Account new business acquisition and renewal retention strategies.</li> <li>Ability to understand customers&rsquo; business needs and customize pricing and services strategies accordingly while also achieving Enterprise profitability goals.</li> <li>Knowledge of claims and loss control concepts, including impact of treatment of Allocated Loss Adjustment Expense and market differentiators.</li> <li>Knowledge of insurance operations including state jurisdictional requirements.</li> <li>In-depth knowledge of various rating plans and pricing mechanisms (retro&rsquo;s, retention plans, large deductibles).</li> <li>Demonstrated superior judgment in evaluating and determining the proper pricing for prospective policyholders using Enterprise underwriting guidelines. Extensive knowledge of appropriate jurisdictional workers&rsquo; compensation laws, regulatory authorities, industry trends and their impact.</li> <li>Ability to understand business needs and conceptualize and implement processes and procedures that support business strategies.</li> <li>Ability to train and mentor others</li> <li>Demonstrated leadership abilities.</li> </ul>