Job Description / Duties

If you're a motivated sales leader looking to make a significant impact in driving growth, this may be the opportunity you've been waiting for.

Reporting to the Chief Executive Officer (CEO), the Director of Business Development & Commercial Sales is responsible for identifying, developing, and executing strategic business opportunities that align with the organization’s strategic growth objectives. The Director also provides leadership and guidance to the business insurance specialists (the commercial insurance team) and holds accountability for the achievement of their collective targets and business unit operations. This role requires a forward-thinking leader with a strong business acumen, exceptional relationship-building skills, and a proven track record in business development and commercial insurance sales. The ideal candidate will thrive in a fast-paced environment and be adept at driving growth and profitability through innovative strategies and partnerships.

Responsibilities:

Key Responsibility Area: Business Development

1.) Client Acquisition and Relationship Management
• Identify and target prospective centres of influence (COIs) including individuals, businesses, and organizations in need of insurance services that can be facilitated through WIB.
• Develop and maintain strong relationships with existing partners to ensure their satisfaction, retention, and continued business referrals.
• Schedule and conduct meetings with potential COIs to understand their needs and propose suitable solutions.
2.) Sales Strategy Development
• Responsible for the creation and execution of a quarterly and annual business plan.
• In collaboration with the Senior Leadership Team, develop and implement effective sales strategies to achieve company sales targets and expand the client base.
• Collaborate with the CEO to create and execute campaigns that drive partner lead generation and brand awareness.
• Budget Management: In partnership with the CEO and the VP Finance, develop and manage the business development and commercial team budgets, ensuring efficient allocation of resources and maximization of return on investment.
3.) Product Knowledge and Presentation
• Stay updated on the latest insurance products, policies, and regulations.
• Present and explain insurance solutions and partnership opportunities to business partners, highlighting the benefits and coverage options that meet their specific needs.
4.) Networking and Partnership Development
• Attend industry and networking events to build relationships and identify new business opportunities.
• Develop partnerships with other professionals to expand referral networks.
5.) Reporting and Analysis
• Monitor and analyze sales results of COI partnerships, providing regular reports to the CEO and Senior Leadership Team.
• Use data to identify areas for improvement and adjust strategies accordingly to meet sales goals.
6.) Compliance and Risk Management
• Ensure all sales activities comply with industry regulations and company policies.
• Assess and manage risks associated with new business opportunities and client engagements.


Key Responsibility Area: Commercial Team Leadership

1.) The Director is expected to demonstrate strong leadership skills, which includes setting performance goals for the commercial sales team, providing mentorship, and driving sales initiatives to achieve targets. Leadership also involves fostering a collaborative and motivated team environment, ensuring alignment with the company's strategic objectives, and encouraging professional growth among team members. The Director must lead by example, inspire confidence, and effectively communicate the vision and goals of the business development efforts to both internal teams and external partners.
2.) Accountable for the training, support, coaching, and leadership of direct reports.
3.) In partnership with the CEO, the Director will enhance, implement, and hold team members accountable to the consistent execution of the Commercial Client Experience Strategic Playbook. This extends to the education, training, and coaching of direct reports.
4.) Responsible for ensuring that the team is consistently using the tools and resources available to them governed by the policies of the organization including the use of Epic and Policy Works to create efficiencies in team processes and client experience.
5.) Holds overall accountability for the scheduling of team members and resource allocation to always maintain a high degree of client service. This includes managing the internal attendance tracking document as required and ensuring accuracy of the Absence Management program in the payroll system.
6.) Accountable for the performance management of direct reports, and for providing recommendations to the CEO and Director of People Experience & Operations on staffing requirements and performance issues.
7.) Develop staff performance plans where needed and hold all parties accountable to the plans.
8.) Responsible for the creation of performance and career development plans for direct reports.
9.) Accountable for creating and executing the commercial team’s quarterly and annual business plan – guiding direct reports in this process and aligning all plans to the overall strategic objectives of the organization.
10.) Accountable for the commercial sales team’s combined performance including growth in new business sales, referrals, and retention targets.
11.) Responsible for new business generation by sourcing new business sales independently and actively coaching and training the business insurance specialists in business development and growth initiatives. Furthermore is responsible for achieving the retention targets of existing commercial business.
12.) Work with the Director of People Experience & Operations in the onboarding process of new divisional sales team members, including active involvement in the recruiting and retention processes.
13.) Maintain general insurance license including the completion of annual continuing education requirements.


Key Responsibility Area: Fostering excellence in teamwork

1.) Is an active member of the Senior Leadership Team and proactively participates in and supports the development and execution of strategic, operational, and tactical plans that supports the organization’s goals.
2.) Engages with cross-functional team members and respectfully looks for ways to support business growth across all divisions.
3.) Attends team and organizational meetings as well as relevant industry-related functions as required.

Other duties as assigned.

Qualifications / Required Skills

• Education: A General Level 2 insurance license is required. A diploma or degree in business is preferred.
• Experience: Minimum of 5 years of experience in commercial insurance sales with a proven track record of business development, sales, or a related field, with at least 2 years in a leadership role.
• Proven track record of achieving business growth and development targets.
• Strong analytical and strategic thinking abilities.
• Exceptional communication, negotiation, and interpersonal skills.
• Ability to build and maintain effective relationships with partners and stakeholders.
• Proficiency in the Epic BMS and Policy Works is considered an asset.
• Excellent leadership and team management skills.
• Strong network within the industry is an asset.
• Innovative mindset with the ability to adapt to changing market conditions.
• Possess an excellent can-do attitude and solid interpersonal skills.
• Intermediate knowledge using Microsoft Office including Excel, Outlook, and SharePoint.
• Self starter and takes initiative

Additional Information

We offer:
• Competitive salary
• Variable compensation program
• Group benefit program
• Matched group RRSP program
• Company-paid continuing education opportunities
• Flexible work schedule and possible hybrid work environment
• Great workplace culture!

Send your resume and cover letter to info@wpgins.ca. We thank all interested candidates, however only those considered for an interview will be contacted.

Contact Information

info@wpgins.ca