Business Development Consultant II

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Company Overview

Why Join Us:
What makes our insurance company different from the next is our people. We pride ourselves on hiring and retaining the best and brightest, providing an opportunity for each person to maximize their potential, directly contribute to our organization’s success and be appreciated for their differences. In fact, our culture is built on a foundation of valuing our employees as our key asset.

We are the WorkSafe People.
We’re experts at helping our customers keep their workers safe and their costs down. A trusted name in workers’ compensation for more than a century, Accident Fund is strong and stable, rated “A-” (Excellent) by A.M. Best and a wholly owned subsidiary of Accident Fund Holdings, Inc. We’re proud to be part of Accident Fund Holdings, which has operating companies in Lansing, Mich., Milwaukee, Chicago and San Francisco.

A National Company with Local Roots
Headquartered in Lansing, Mich., Accident Fund is a leader in workers’ compensation from coast to coast. For more than 100 years, we’ve protected businesses and employees with workers’ compensation insurance, backed by unparalleled service.

What We Do
As a monoline workers’ compensation insurer, we provide comprehensive workers’ compensation in a wide variety of industries and risk types. However, we’re not just looking for insurance professionals with experience in claims, underwriting and other disciplines. Our organization also requires talented people in areas such as law, nursing, human resources, customer service, IT and security.

We have built our reputation as a leader in the workers’ compensation insurance industry by attracting and retaining talented people with a passion for what we do every day. Because of this, Accident Fund (which includes staff from Accident Fund Holdings, Accident Fund Insurance Company of America, Third Coast Underwriters, and United Heartland) have been named “2012 Best Places to Work in Insurance” by Business Insurance magazine for the third year in a row.

Additionally, Accident Fund Insurance Company of America was recognized in 2012 as the #1 Cool Place to Work in Michigan among employers with 250 or more employees by Crain’s Detroit Business.

Learn More about Accident Fund
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Job Description

RESPONSIBILITIES/TASKS:
  • Calculates, prepares and develops premium quotations using corporate underwriting guidelines within letter of authority.
  • Determines underwriting eligibility for prospective policyholders and develops appropriate pricing for new business, renewals, and endorsements.
  • Analyzes and reviews prospective accounts for insurability and accepts or rejects within letter of authority.
  • Develops and manages agency relationships.
  • Develops agency plans in cooperation with other staff.
  • Addresses agents' and policyholders' concerns/needs.
  • Responsible for development of new business and retention of existing business in a given territory or region.
  • Explains and emphasizes benefit of workers' compensation insurance products and services to customers (agents and policyholders).
  • Works with all internal departments to resolve problems and maintain company relations.
  • Participates as necessary on special committees and task forces.
  • Interprets and develops territory reports which reflect the status of the territory.
  • Participates in promotional plans for both Accident Fund and agent activities.
  • Analyzes and reviews production and loss information for agents.
  • Prepares periodic reports as requested.
  • Manages small territory or region under close supervision.
  • Researches and coordinates responses to agents, policyholders and regulatory entities.

Performs other related duties which may not be specifically listed in the position description, but which are within the general occupational series and responsibility level typically associated with the employee's class of work.

Additional Business Development Consultant II Responsibilities:

  • Appoints new agencies to represent the company.
  • Analyze agency performance and develop corrective action plans as needed to correct poor performance.
  • Analyze accounts to determine exposure and proper pricing.
  • Gathers competitive and product information from the field.
  • Represents company at trade associations and exhibits to promote corporate product.
  • Responsible for profitability of territory.
  • Conducts annual agency audits.
  • Trains new agents and new agency employees on the use of company specific automation systems.
  • Reviews loss trends and develops action plans to correct problem areas.
  • Develops a strong relationship and partnership with the claims department.
  • Negotiates and develops consultative agreements with specified agents.
  • Develops and plans schedule for large account service plans with claims, loss control, premium audit, and other departments as needed.
  • Provides input for agency advisory council meetings.
  • Provides information for and participates in rate review process.
  • Independent management of a field region or territory.
  • Mentors Business Development Consultant I.
  • Assists in the development of regional goals.

EMPLOYMENT QUALIFICATIONS:

EDUCATION OR EQUIVALENT EXPERIENCE:  

Bachelor's degree in marketing, insurance or related field.  Combinations of relevant education and experience may be considered in lieu of a degree.

EXPERIENCE: 

A minimum of five years experience in an insurance organization with demonstrated technical knowledge in one or more of the following areas: underwriting, marketing, loss prevention, auditing or similar knowledge that provide the necessary skills and abilities.  Workers compensation insurance experience required. Progress toward or completion of industry recognized professional designations (e.g. AU, CIC, CPCU) preferred.

SKILLS/KNOWLEDGE/ABILITIES (SKA) REQUIRED:

  • Ability to exercise excellent judgment in evaluating and determining the proper pricing for prospective policyholders using corporate underwriting guidelines by accepting or rejecting risks for the purposes of issuing workers' compensation insurance coverage.
  • Demonstrated ability to manage agency relationships.
  • Demonstrated ability to make sound underwriting decisions.
  • Thorough knowledge of appropriate jurisdictional workers compensation laws.
  • Ability to calculate expected pricing, dividends, and premium quotations for agents and policyholders.
  • Ability to analyze territory or region in order to identify problems and take the appropriate corrective action.
  • Ability to comprehend the consequences of various problem situations and address them or refer them for appropriate decision making.
  • Ability to assist management in the development and implementation of regional or territory goals
  • Ability to effectively exchange information clearly and concisely, and present ideas, reports, facts and other information, and respond to questions as appropriate.
  • Ability to be innovative and creative when presented with unique situations.
  • Excellent oral and written communication skills with the ability to effectively communicate with agents and policyholders.
  • Ability to analyze and solve practical problems which deal with a variety of variables.
  • Ability to make competent, independent decisions.
  • Ability to understand and implement audit procedures and processes for agencies

Working Conditions:

Work is performed both in the office and in the field with minimal hazards.  Travel is required with occasional overnight stays.  May be required to lift and carry computer equipment and other marketing promotional items weighing up to 35 lbs.  Relocation may be necessary.

This position will be a field position with the responsibility for underwriting, marketing, and agency management in North Carolina. Majority of time will be spent underwriting policies in North Carolina. Ideal candidate location is Charlotte area. Travel required of 40 to 60%, by auto. Occasional overnight travel will be required. Company fleet car provided in accordance with our company mileage expectations. Field position operating under our remote worker policy and based in candidate's home office. For consideration, please submit in Word format and cover letter and complete application online.

The qualifications listed above are intended to represent the minimal skills and experience levels associated with performing the duties and responsibilities contained in this position description.  The qualifications should not be viewed as absolute standards, but as general guidelines that should be considered with other position-related criteria.

We are an Equal Opportunity Employer.  Diversity is valued and we will not tolerate discrimination or harassment in any form. Candidates for the position stated above are hired on an "at will" basis.  Nothing herein is intended to create a contract.

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Job Requirements

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's or region's overall agency plan.

This position will be a field position with the responsibility for underwriting, marketing, and agency management in North Carolina. Majority of time will be spent underwriting policies in North Carolina. Ideal candidate location is Charlotte area. Travel required of 40 to 60%, by auto. Occasional overnight travel will be required. Company fleet car provided in accordance with our company mileage expectations. Field position operating under our remote worker policy and based in candidate's home office. For consideration, please submit in Word format and cover letter and complete application online.

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