Regional Business Development Manager, Large Accounts

The?Regional Marketing Manager is responsible for profitable business generation in the assigned geographic territory. Responsibilities include developing and executing a marketing plan that generates flow and submissions primarily into the Large Account and Middle Market Underwriting Teams, increasing new business opportunities that are in line with PMA's industry specialization strategy; supporting retention objectives and building/ maintaining strong broker and agency relationships.


  • Meet or exceed new and renewal business production goals.

  • Generate the appropriate number of qualified submissions in order to reach the specified goal based on an analysis of PMA's appetite, and supporting the industry specialization strategy for CMU.

  • Maximize hit ratios by partnering with Underwriters during the sales process including obtaining qualifying information from agents and fully participating in sales presentations.

  • Develop and maintain agency profiles for assigned territories.

  • Provide Branch Vice President(s) and Underwriters with agency orientations and introductions to key staff within the agencies.

  • Develop objectives and plans for all appointed agents with an emphasis on production sources.

  • Ensure agents have a clear understanding of PMA's capabilities, appetite and areas that are likely to yield a mutual benefit.

  • Maintain the Account Inventory and the CMU "Rolling 12 Month Target" report. Ensure information is accurate and up to date and that all targeted accounts are identified and solicited well in advance of the effective date.

  • Develop an agency call pattern plan, focusing team resources on those agents and brokers with the most potential to support profit objectives.

  • Coordinate PMA presence at industry events in assigned territories.

  • Participate and work with the Account Management Team.

  • Bachelor's degree or equivalent experience required, CPCU designation preferred.

  • Prior large account underwriting experience or knowledge of casualty coverage and loss sensitive deal structures (retrospective rating, large deductible, captive, and self insurance) as well as additional knowledge in financial analysis, account management and collateral management is preferred.

  • Minimum of 10 years commercial insurance experience.

  • Marketing/sales experience with proven track record of successful results.

  • Strong negotiation skills.

  • Aggressive, self-starter who requires minimal supervision.

  • Ability to travel approximately over 50% of time; valid driver's license.

  • Knowledge of territory insurance environments preferred.

  • Excellent written and verbal communication skills.

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