Broker Executive - Charlotte, NC

Coordinate and manage corporate & regional broker relationships, generally focused on the top 25 national and large regional brokers and/or preferred, high potential and developmental trading partners in assigned region(s) and nationally for 5 assigned partners. This would include Corporate and regional planning, appetite assessment and alignment activities, the development of engagement strategies for specific broker locations, teams and individuals, and reporting/follow up.

Responsibilities

Corporate Role (Approx. 30%):

• Act as the Broker Engagement Leader (BEL) for assigned National Brokers and collaborate with, SR Executives, RVP's, Segment Leadership, Regional Underwriting Managers, RMD's and Underwriters. Collaborate with a Sr PMA Executive who will be assigned to each national Broker Partner to support corporate engagement and with the Sr VP of Regional Operations.
• Responsible for compiling Corporate Broker Profiles for assigned national partners; which includes a partner overview, industry specialties, operating structure, key broker leadership staff, inforce book with PMA, target inventory, new business goal and the corporate engagement strategy. The ultimate goal is to implement and execute a corporate national broker engagement strategy that aligns with regional strategies and optimizes PMA growth.
• Act as a liaison with carrier relations staff at assigned national brokers. Collaborate with Sr PMA Leadership and RVP's on items such as contingency or special commission arrangements, engagement with broker portals, reporting and data analytics, and annual planning activities.
• Monitor and assess assigned National Partner results monthly, collaborate with Underwriting and Regional Leadership. Initiate appropriate actions to ensure distribution and growth are on track to meet goal.

Regional Role (approx. 70%):

• Create a regional profile similar to the Corporate profile but fossed on the regional operations of a national partner to optimize regional growth. Implement an integrated the regional distribution strategy, focused on effective broker engagement that will align PMA production staff in all segments with key broker resources, and position PMA for optimal growth. The distribution strategy should complement the corporate distribution strategy but be customized to a specific partner at the regional level.
• Support and drive internal distribution management activities in assigned regions of the country to include best practices around target prospect development, huddle meetings, visitation schedules and analytics.
• Serve as internal point of contact (aka BEL, Broker Engagement Leader) for assigned brokers.
• Participate in Regional Production meetings and support growth by assisting with regional sales process execution, leveraging key broker relationships, providing guidance and coaching to underwriters and best position PMA to win individual deals at the transaction level.
• Monitor and assess regional distribution results monthly. Collaborate with RVP's & Regional UWG Managers and initiate appropriate actions to ensure distribution performance and growth are on track to meet goal.
• Assist with training and monitoring of distribution management best practices performed by underwriting staff. Ensure broker visitation & target prospect lists are documented and updated regularly. Collaborate with Regional Underwriting Managers and Directors and provide underwriter distribution performance and effectiveness feedback. Assist and introduce underwriters to key broker staff and drive qualified winnable flow.
• Identify key broker transactional contacts that influence the buying decision, introduce applicable regional production staff, focused on underwriters, to key broker staff, and position the underwriters to implement an effective engagement strategy to nurture relationships and drive qualified flow and growth with key broker staff.
• Plan, coordinate, and implement regional and local broker entertainment events with assigned broker partners and include members of the production, leadership and service team to expand PMA presence, relationships and value proposition.
• Facilitate effective internal corporate and regional broker huddle meetings with the applicable PMA production team at least two times per year. Assess each assigned broker structure, key contacts, prospect inventory, specialization, and inforce book with PMA. Establish production goals by segment, broker engagement strategy and entertainment events for the near term.
• Assess broker distribution performance metrics monthly, including flow, quote ratio and hit ratio; identify gaps, collaborate with the production team and broker, and implement corrective actions to ensure the PMA/ Broker partnership is on track to achieve desired annual production results.
• Monitor marketplace conditions and broker needs and provide feedback to PMA Leadership on an ongoing basis.
• Demonstrate commitment to Company's Code of Business Conduct and Ethics, and apply knowledge of compliance policies and procedures, standards and laws applicable to job responsibilities in the performance of work.

• BS degree in Risk Management or comparable business related major.
• Minimum of 7 years commercial insurance experience with advanced knowledge of primary casualty coverage (GL, WC, AL).
• Chartered Property Casualty Underwriter (CPCU); Associate in Risk Management designation or other professional designations are preferred.
• Must have strong, existing distribution relationships at the national broker, regional broker, and/or local agent levels.
• Extensive understanding and knowledge of regional market conditions and broker networks.
• Demonstrated proficiency in the successful marketing and prospecting of business opportunities, as well as, relationship building and agency management skills.
• Strong influencing skills.
• Adept at managing significant client relationships.
• Strong customer service orientation.
• Ability to analyze and propose solutions to business challenges and problems.
• Professional written and verbal communication, interpersonal skills and the ability to work with others.
• Willingness to travel for business purposes and remain visible with brokers at industry functions in order to develop and maintain solid relationships and generate an adequate flow of qualified business.