Arch

  • Regional Executive, Distribution Management

    Job Locations US-IL-Chicago
    Job ID
    2018-2128
    # of Openings
    1
    Category
    Strategy & Distribution
  • Overview

    Arch Insurance is a global insurer offering our clients superior coverage and service. We embody the Arch guiding principle of focusing on retaining experienced and talented employees to differentiate us from the rest of the pack. Our group operates from offices in the US, Canada, Bermuda, UK, Australia and South Africa, providing specialty risk solutions to clients worldwide across a wide range of industries. With over ten years of operating history and strong financial ratings, our track record remains solid.

     

    The Regional Executive, Distribution Management position is responsible for territorial analysis and the successful development and growth with the producer relationships in the Central Region where growth plans are aligned with BU goals and underwriting standards. The REDM collaborates with Business Units to develop and help execute local marketing plans, manages key regional relationships, ensures adequate distribution representation throughout the region and   serves as the face and the voice of the region.

     

    Responsibilities

    This position is directly accountable for the following responsibilities:

     

    Planning

    • Work with Business Units to prepare regional marketing plans and strategies geared towards target business segments with emphasis on high RoC contributors.
    • Assess the overall distribution plant in all geographic metro areas by channel through evaluation of marketing opportunity, production capabilities of current appointed distributors, and growth targets by Business Unit. Identify and appoint high potential new production sources as well as developing those appointed but underdeveloped brokers throughout the geography who can help achieve goals and address gaps.   
    • Work with the Business Units to select and develop candidates for the CE Program as well as target accounts.  
    • Develop a cross marketing plan with each BU as applicable and share across teams to support multi-business unit opportunities
    • Develop and implement marketing/engagement plans with key regional distributors and in support of National Engagement plans.
    • Identify, communicate, and work to vet Market Dislocation opportunities.
    • Create insightful distributor profiles that reflect in-depth knowledge of business, personnel, specialization, key markets, performance and other relevant factors. Update on regular basis and use information to identify opportunities that align with regional Business Unit goals.
    • Participate with leadership to plan coaching and development opportunities for all colleagues.  

     Executing

    • Execute specific regional initiatives that support national and regional Business Unit marketing plans.
    • Identify and execute opportunities for voice of the customer initiatives across the Region.
    • Ensure that distributor visits/calls are properly documented so all members of Arch team have comprehensive understanding of initiatives and interactions. 
    • Promote and foster a culture that elevates the brand and values cross marketing. Communicate wins and lessons learned to promote best practices.
    • Manage Broker appointments and terminations within the region.
    • Implement local marketing initiatives, such as communicating Business Unit success stories on a regular basis.
    • Elevate the brand by supporting specific regional associations that are important to the Regional growth objectives, such as RIMS, WSIA, PLUS, and ASHRM.
    • Coordinate local distributor events to provide access to local and national Arch leaders, promote business development, and recognize strong performance.
    • Implement regional Voice of the Customer initiatives (surveys, councils, etc.) that provide valuable feedback and direction for Arch.
    • Renew the Client Executive program to support renewal retention and new business generation.
    • Manage Targeted for Growth distributors.

     Measuring

    • Regularly evaluate production results by Business Unit, distributor, and geographic area to ensure achievement of goals.
    • Monitor execution of specific initiatives and achievement of goals.  Collaborate to make adjustments to initiatives as necessary.
    • Assess (as available) performance of distributors in region and compare to performance with Arch in target segments to understand market share gains/losses for best alignment/deployment of resources. 
    • Bring teams together to share ideas, communicate results and to align priorities.

    Partnering

    • Collaborate with other members of Strategy & Distribution team to identify and execute focused initiatives that support business goals.  This includes National Distribution Management, Business Unit Marketing, and Industry Practices.
    • Work with Marketing to develop necessary regional marketing collateral materials and to execute Voice of Customer initiatives.
    • Work with the Business Units to achieve regional integration of Arch’s new products and initiatives.
    • Coordinate with Business Unit RVPs to develop, measure, monitor and align specific tactics for plan achievement.
    • Communicate regional intelligence and other information that may be directly relevant to the evaluation and assessment of opportunities by the Business Units to support national and regional activity.
    • Work with Distribution Data/Analytics to acquire market opportunity data.

    Qualifications

    Key Competencies: 

    • Excellent team player with a proven background of leading through influence.
    • Strong interpersonal skills, including ability to effectively interact with individuals at all levels of the organization
    • Executive presence
    • Strong strategic and critical thinking capabilities
    • Broad understanding of insurance marketplace and Arch across all lines of business with strong underwriting and product development skills
    • Ability to manage multiple priorities in fast-paced environment
    • Organized and detail oriented
    • Objective, ability to problem solve and multi-task
    • Must be a self-starter, demonstrate flexibility and adaptability
    • Excellent written and oral communication skills 

    Preferred Technical Skills:

    • Knowledge of MS Outlook, PowerPoint, Word and Excel

    Required Education/Experience: 

    • 10+ years in P&C sales and/or marketing management
    • Extensive experience managing retail and/or wholesale distribution channels
    • Successful experience developing and implementing growth strategies
    • B.S. preferred

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