Regional Agency Relationship Manager

Chubb Personal Risk Services offers an array of property and casualty insurance products for individuals and families with fine homes and possessions.  Our clients include many of the most affluent families in the world, executives, business owners and top collectors of art, jewelry, wine and automobiles.

Chubb Personal Risk Services is seeking a Regional Agency Relationship Manager (ARM) for our New England territory.  The ARM position will entail in-person travel as well as telephonic engagement, to assigned tier 1 and 2 agents and brokers.  The territory will include the states of Massachusetts, Maine, New Hampshire, and Rhode Island.  The preference is for the candidate to live in Massachusetts.

The ARM will be primarily responsible for overall agency relationship management including renewal client management.  The ARM will manage agents in partnership with an Agency Sales Manager (ASM) who is responsible for new client acquisition.  The ARM and the ASM will work as a team, with both individuals responsible for Written Premium Growth, the ARM assigned to existing client new business and cross-selling, and the ASM assigned to new client acquisition, for the same group of agents and brokers.

The ARM will report directly to the Personal Lines Manager for Boston.

Key Responsibilities: 

• Develop agency business plans with assigned agents designed around retention and cross selling of existing clients.
• Renewal retention management by demonstrating the ability to position rate and exposure changes with value-based selling techniques.
• Premier account segment renewal table set engagement.
• Cross-sell and upselling of existing clients via account rounding initiatives.
• Responsible for existing client quote follow up and quote optimization with agents.
• Provide support to assigned agencies with non-new client development sales matters. This includes:
  • Agency training to understand Chubb’s products, services and competitive advantages.
  • Product and service enhancements and rate changes.
  • Marketing events, campaigns and corporate directives that are designed for existing clients, including COI sponsorships. 
• Address and respond to agency inquiries specific to billing, policy services, systems, BORs, commissions, claims, agency coding/licensing and the like.
• Plan and deliver sales, service, system and continuing education training via webinar or in-person.
• Adhere to a disciplined sales process to ensure consistent execution of best practices, including Salesforce documentation.
• Book management includes analysis of results to identify agency specific and territory trends as related to renewal books.
• Develop and maintain trusted agency relationships primarily through in-person engagement.
• Participate in internal meetings and report on results as appropriate.
• Work with agents and underwriting on retention and cross selling.
• Collaborate and interact with Sales, Underwriting, Risk Consulting, Product, Claims and Branch Administration.

Competencies:

Results Orientation: Proven track record of sustained high sales performance and achievement with an ability to drive results and innovate in a fast- paced environment by:

• Recognizing and capitalizing on opportunities
• Distinguishing what results are important with a focus on achieving high-payoff activities and goals. 
• Challenging self and others to do better without minimizing accomplishments.
• Identifying critical success factors to accomplish desired results and develop plans to achieve them.
• Ensuring goals and objectives are measurable and focus on goals not activities
• Continually looking for ways to change and improve processes to create improved business results

Adaptability: Agile learner who can quickly absorb information and apply it to current business situations by:

• Responding well to change
• Handling multiple demands/priorities
• Adapting to best fit with situation at hand
• Handling conflict effectively
• Developing new skills quickly
• Accepting new responsibilities willingly

Customer Engagement: Delivers end to end customer engagement that leads to measurable revenue growth by:

• Building rapport quickly and finding common ground
• Establishing trust and credibility through timely delivery of commitments
• Leveraging goodwill to gain larger share of wallet
• Allocating resources to maximize business potential
• Analyzing data with the goal of discerning useful information that informs conclusions and supports fact-based decision-making.

Problem Solving: Identifies/reacts to problems and opportunities, produces alternatives and implements viable solutions by: 

• Responding to, and resolving, inquiries in a timely manner 
• Engaging appropriate resources to resolve problems and following through to conclusion 
• Simplifying complexity by breaking down issues into manageable parts
• Looking beyond the obvious to get at root cause
• Developing insight into problems, issues and situations

Education and Experience:

• Bachelor’s degree or equivalent work experience
• Minimum of 3 years of personal lines sales, marketing, underwriting, claims, risk consulting or agency experience 
• Experience selling to successful individuals and families preferred. 

The level of the role will be commensurate with the candidate's experience.

The pay range for the role is $107,000 to $144,000. The specific offer will depend on an applicant’s skills and other factors. This role may also be eligible to participate in a discretionary annual incentive program.  Chubb offers a comprehensive benefits package, more details on which can be found at https://careers.chubb.com/global/en/north-america.  The disclosed pay range estimate may be adjusted for the applicable geographic differential for the location in which the position is filled.