AF Group Nationwide Opportunities - Business Development Consultant
AF Group

Minneapolis, Minnesota

This job has expired.


Working at AF Group* is more than a job. It is a career at one of the most dynamic, innovative, and successful insurance companies in the nation. In fact, we've been named a Best Place to Work in Insurance by Business Insurance magazine for a decade.

With multiple Workers' Compensation Business Development (a.k.a. Producing Underwriter) career opportunities available at locations across the country, we're always looking to grow our exceptional workforce.

*AF Group Brands include Accident Fund, United Heartland, CompWest Insurance, Third Coast Underwriters, AF Specialty, Fundamental Underwriters, Assigned Risk Solutions.

SUMMARY (Core for ALL):

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.

Additional Summary Notes for Sr. BDC - Risk Management Services

The Business Development Consultant - Risk Management Services will have responsibility for the development, risk selection, underwriting, pricing, and coordination of Risk Management level workers' compensation accounts - 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 Risk Management Services' current and prospective customers. Under the direction of the Director or Manager of Risk Management Services, the candidate will be required to effectively communicate and formally present programs and concepts to high level contacts from agents, brokers and risk management 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 Risk Management Services.

Additional Summary Notes for Sr. BD Specialist or Advisor - Risk Management Services

The Senior Business Development Consultant - Risk Management Services will have responsibility for the development, risk selection, underwriting, pricing, and coordination of Risk Management level workers' compensation accounts - 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 Risk Management Services' 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 risk management 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 Risk Management Services.

RESPONSIBILITIES/TASKS (Core for ALL):

  • 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, profitability and retention of existing business in a given territory or region.
  • Explains and emphasizes benefit of workers' compensation insurance products and services to customers.
  • 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 company and agent activities
  • 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. .
  • Prepares periodic reports as requested.
  • Manages small territory or region under close supervision.
  • Researches and coordinates responses to agents, policyholders and regulatory entities.
  • Appoints and 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.
  • Gathers competitive and product information from the field.
  • Represents company at trade associations and exhibits to promote corporate product.
  • Conducts annual agency audits.

Additional Senior Business Development Consultant Responsibilities:
  • 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 Consultants.
  • Assists in the development of regional goals.
  • Presents at annual staff meetings
  • Demonstrates leadership in the Business Development Consultant responsibilities.
Additional Senior Business Development Specialist or Advisor Responsibilities:
  • Coordinates special projects of behalf of Regional Manager, as assigned.
  • Provides training sessions for team, other Business Development Consultants, other business units, agents and policyholders as required.
  • Mentors other team members by providing guidance, advice, encouragement, and motivation employees in their daily efforts.
  • Acts as back-up for Regional Manager.
  • Serves as technical expert or regional advisor for region or territory.
Additional Sr. BDC - Risk Management Services Responsibilities
  • Act as a designated underwriter and underwriting resource for retention and production of profitable Risk Management Services' accounts across the Enterprise.
  • Under the direction of RMS Underwriting Management team, develop customized risk management proposals that clearly delineate program details, including:
    • Program type and plan parameters,
    • Total cost of risk exhibit for each program option
    • Payment plans, collateral and loss escrow requirements
    • Required conditions, contingencies and sample contracts
    • Other relevant sales differentiators
  • Under direction of the Risk Management leadership team, develops and presents new business and renewal account strategies for the production and retention of profitable risk management level accounts.
  • Responsible for assessing risk acceptability for new and renewal business on risk management level accounts. .
  • In collaboration with other Enterprise departments, coordinate Enterprise-wide service strategies and account management practices for Risk Management accounts. This will include pre-quote strategy sessions, service implementation meetings, mid-term reviews, account meetings and pre-renewal strategy sessions.
  • Assists in the research and development of training materials and marketing materials for field staff and independent agencies.
  • Act as an underwriting contact for Risk Management accounts and agencies.
  • Work with Senior Management and others to achieve established profitable growth directives.
  • In accordance with Enterprise guidelines and appetite will utilize reinsurance, when warranted.
  • Maintain familiarity with NCCI and other underwriting resource materials.
  • Assist with the promotion of the Company's Risk Management brand in conjunction with other Enterprise Brands.
  • Participate in direct meetings with policy holders and agents to present/ sell terms and service levels.
Additional Sr. BD Specialist or Advisor - Sr. Risk Management Responsibilities
  • Act on behalf of the Director, or their designee, of Risk Management Services:
    • Providing oversight and mentoring to Risk Management or Regional Underwriters;
    • Representing Risk Management Services in Enterprise-wide projects, reporting and communications;
    • Assigning accounts with the unit, risk selection, pricing and program design.
  • Develops and presents customized risk management proposals that clearly delineate program details, including:
    • Program type and plan parameters,
    • Total cost of risk exhibit for each program option
    • Payment plans, collateral and loss escrow requirements
    • Required conditions, contingencies and sample contracts
    • Servicing strategy and service teams
    • Other relevant sales differentiators
  • Responsible for assessing risk acceptability, for new and renewal business for risk management level accounts.
  • Develops new business and renewal account strategies for the production and retention of profitable risk management level accounts.
  • Lead the development of underwriting strategies, tools and guidelines for the Risk Management unit.
  • Work directly with loss control and claims to develop appropriate account service plans for risk management level accounts.
  • Research and/or develop training materials and marketing materials for field staff and independent agencies.
  • 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.
  • Analyze market trends and underwriting results, and recommend corresponding action plans.
This position description identifies the responsibilities and tasks typically associated with the performance of the position. Other relevant essential functions may be required.

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. Continuous learning required, as defined by the Company's learning philosophy. Certification, or progress toward, highly preferred and encouraged. MBA or other advanced degree is preferred.

EXPERIENCE:

Business Development Consultant:

A minimum of three 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 or P&C insurance experience required.

Senior Business Development Consultant:

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 or P&C insurance experience required.

Senior Business Development Specialist or Advisor:

A minimum of seven to ten 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 or P&C insurance experience required. Management experience preferred.

Sr. BDC - Risk Management

A minimum of five years' experience in P&C/Workers' Compensation underwriting, with a comprehensive knowledge of workers compensation underwriting concepts. Experience with large, complex workers compensation accounts, and pricing approaches, including loss rating, retrospective rating, excess policies and large deductibles preferred.

Sr. BD Specialist or Advisor - Risk Management

A minimum of seven to ten years experience in P&C/Workers' 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. Management experience preferred.

SKILLS/KNOWLEDGE/ABILITIES (SKA) REQUIRED:

Business Development Consultant:
  • Ability to exercise advanced judgment skills 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.
  • Ability to manage agency relationships and demonstrated ability to make sound underwriting decisions.
  • Advanced 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 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 verbal and written communication skills with the ability to effectively communicate with agents, policyholders and internal customers.
  • Ability to analyze and solve practical problems which deal with a variety of variables.
  • Ability to make competent, independent decisions.
  • Ability to analyze and manage data.
  • Ability to meet customers changing needs.
  • Excellent time management and organizational skills with the ability to shift priorities appropriately.
  • Ability to understand and implement audit procedures and processes for agencies.
Additional Senior Business Development Consultant (SKA):
  • 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.
  • Knowledge of occupational classification codes, loss ratios, claims histories, retention plan, scheduled rating related to workers compensation.
  • 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 communicate our value proposition as a carrier.
  • 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
Additional Senior Business Development Specialist or Advisor (SKA):
  • Demonstrated superior 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 superior judgment and analytical abilities to analyze regions and/or territories and identify corrective action.
  • Thorough knowledge of departmental procedures, processes and workflow.
  • Extensive knowledge of appropriate jurisdictional workers' compensation laws, regulatory authorities, industry trends and their impact.
  • Ability to take a lead role and/or assist in training and mentoring of others.
  • Ability to understand business needs and conceptualize and implement processes and procedures that support business strategies.
  • Ability to research workers compensation laws, regulations or issues specific, in order to offer guidance and/or direction to others.
  • Ability to train and mentor others.
  • Demonstrated ability to communicate our value proposition as a carrier.
  • Demonstrated leadership abilities.
  • Demonstrated expertise regarding territory or region.
Additional Sr. BDC - Risk Management (SKA)
  • Extensive knowledge of workers compensation insurance and underwriting techniques.
  • Understanding of basic Risk Management techniques and strategies.
  • Ability to effectively communicate with agents, brokers and customers.
  • Ability to understand customers' business needs and customize pricing and services strategies accordingly while also achieving Enterprise profitability goals
  • Knowledge of claims and loss control concepts
  • Knowledge of insurance operations including state jurisdictional requirements.
  • Ability to work with cross-functional teams in meeting company objectives.
  • Ability to research workers compensation laws, regulations or issues specific, in order to offer guidance and/or direction to others.
  • Strong verbal and written communication, interpersonal and customer service skills.
  • Proficient in Microsoft Windows including spreadsheet applications and Microsoft Word.
  • Strong organization, multi-tasking and attention to detail skills.
  • Strong analytical and problem solving skills.
  • Strong marketing skills and abilities.
  • Project management and multi-tasking skills.
  • Ability to work independently, as well as within a team.
Additional Sr. BD Specialist or Advisor - Risk Management (SKA)
  • Expert knowledge of workers compensation insurance and underwriting techniques.
  • Demonstrated expertise in Risk Management techniques, strategies and market segment nuances.
  • Ability to effectively communicate and formally present programs and concepts to high level contacts from agents, brokers and risk management customers.
  • Ability to take a lead role on Risk Management new business acquisition and renewal retention strategies.
  • Ability to understand customers' business needs and customize pricing and services strategies accordingly while also achieving Enterprise profitability goals
  • Knowledge of claims and loss control concepts, including impact of treatment of Allocated Loss Adjustment Expense and market differentiators.
  • Knowledge of insurance operations including state jurisdictional requirements.
  • In-depth knowledge of various rating plans and pricing mechanisms (retro's, retention plans, large deductibles).
  • Demonstrated superior judgment in evaluating and determining the proper pricing for prospective policyholders using Enterprise underwriting guidelines. Extensive knowledge of appropriate jurisdictional workers' compensation laws, regulatory authorities, industry trends and their impact.
  • Ability to understand business needs and conceptualize and implement processes and procedures that support business strategies.
  • Ability to train and mentor others
  • Demonstrated leadership abilities.
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. Must possess a valid driver's license with a record that meets corporate standards.

The qualifications listed above are intended to represent the minimum education, experience, skills, knowledge and ability levels associated with performing the duties and responsibilities contained in this job description.

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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