Vice President National Business Development

The Doctors Company Business Development team has an opportunity for a Vice President, Business Development to lead the company's national broker strategy, drive revenue, build sustained partnerships, and meet profitability targets. This is a hybrid opportunity reporting to one of our offices located in Napa, CA, Jacksonville, FL, East Lansing, MI, Austin, TX or New York, NY.

Position Mission

The nation's largest and growing medical professional liability insurer seeks a leader with strong business development, sales, strategy, and management skills to oversee the nation's largest healthcare brokerage practice leaders to mine opportunities, grow revenue and increase market share. With matrixed regional business development teams, provide ground level and transaction support to meet service level standards for brokerage field offices. Position requires oversight of endorsed programs and management of five national specialty association programs. The pace of insurer, broker, and medical practice consolidation requires expertise in distribution channel management, pipeline management, client relationship management, complex risks, and private equity transactions. The ability to lead, inspire confidence, influence outcomes, plan for the future, and articulate ideas are key traits for success.

Qualifications

• Bachelor's degree required. MBA preferred.
• 10 years of experience as a medical professional liability agent / broker, market placement leader, or healthcare client relationship management roles with a record of success,
• 10 years of medical professional liability insurer officer-level experience managing agents and brokers, or combination of the above.
• 5 - 7 years of management experience to drive results.
• Expertise with complex healthcare risks, alternative risk transfer techniques; fronting, excess, reinsurance, and program design
• Experience with Private Equity in healthcare practice consolidation.
• Ability to present to large audiences, C-suite and Boards of Directors.
• Active resident property and casualty producer license required
• Advanced insurance education is a plus with Registered Professional Liability Underwriter (RPLU), Chartered Property Casualty Underwriter (CPCU), Certified Insurance Counselor (CIC) or other insurance designations preferred.
• Broad planning and business strategy expertise
• Ability to build strong relationships with agents, brokers, clients and prospects
• Ability to support and execute strategic and operational plans
• Ability to work within regionalized and matrix structure, and coordinate opportunities across strategic business units.
• Ability to influence, persuade, negotiate, and initiate action.
• Position requires composure and resiliency.
• Excellent written and oral communications skills
• Proven ability to manage and work successfully in cross functional teams
• Ability to manage a budget
• Strategic thinker
• Ability to work independently/self-starter
• In-depth understanding of required technology to monitor results and to provide appropriate data to clients and prospects
• Responsible for planning and executing the company's broker engagement at industry events.
• Ability to travel domestically up to 40%, with occasional international travel to captive insurance conferences.

Responsibilities

Distribution Channel Management

• Defines expectations in delivering best in class service to national distribution partners.
• Coordinates and informs, as appropriate, with Regions, HQ UW, and TDCSU.
• Addresses escalated broker concerns with the appropriate leadership and collaborates with those involved to assure resolution.
• Generates and interprets production and profitability data that is timely and accurate and designed to assist in strategic and operational broker management.
• Establishes a library of reports through available resources to evaluate effectiveness of performance and measure progress in meeting goals, disseminating information as needed.
• Establishes protocols, standards and performance expectations for TDC engagement at industry events.
• Ensures Client and Broker encounters are entered into reporting tool to capture competitor information, market intelligence, and issues.
• Lead and actively participate in SBU BD Leadership Forum meetings, to drive SBU synergies across the enterprise.

Member/ Broker Relations & Service

• Leads development and roll-out of the Client Relationship Manager role, the account service plan, and stewardship reports based on client needs and expectations established through Broker/Client interaction.
• Establishes, manages and fosters Client and Broker relationships required to deliver against the account service plan.
• Monitors performance against the account service plan, initiating corrective action when required.
• Facilitates periodic account service performance reviews with key stakeholders (e.g. Broker, TDC Departments, Client Representatives).
• Ensures product, service, and company updates are communicated to the Client according to the Client's expectations/ preferences (i.e. per account service plan).
• Establishes relationships with and drives the exchange of client related information among Agency Management roles supporting Brokers of designated Client Relationship Management Accounts.
• Advocates for Client within TDC by providing voice of the customer perspective

Financial Management

• Manages the National Business Development budget to optimize distribution strategy.
• Provides input on incentive programs to ensure value derived is equal to or greater than resources expended.
• Implements TDC commission and sales incentive programs for National Brokers, as assigned.
• Monitors sales and profitability on a monthly basis.
• Works with SVP ROO and HQ to ensure strategy and revenue targets are met.

Agency Sales Performance & Relationship Management

• Leads National Broker business development initiatives.
• Builds, manages and leads team focused on developing a national broker network capable of supporting the company's custom account growth, profitability, and retention strategy.
• With the Regions, identifies national broker locations for appointment.
• Manages and monitors TDC oversight of national broker performance

Strategic Planning

• Assists in the development of the Business Development strategic plan by providing voice of the customer perspective.
• Implements initiatives in the area of client relationship management to drive growth and retention.
• Provides input (e.g. voice of the customer perspective) to analysis of current market conditions and business models to predict future market shifts and coordinate resources.
• Supports evaluation of existing Clients for growth and expansion.
• Supports evaluation of targeted Clients for potential.

Leadership & Organizational Development

• Works with peers and senior management to identify opportunities to improve corporate effectiveness.
• Develops individual staff performance plans in support of the department plan.
• Monitors staff performance and provides staff coaching.
• Ensures team members stay abreast of healthcare and industry trends, including agency/broker merger and acquisitions.
• Evaluates direct reports and regional staff as requested.
• Mentors TDC resources with Client Relationship Manager role in their career path
• Collaborates with appropriate matrixed leaders to lead resource planning and staffing activities for the BD function across TDC.
• Monitors and assesses the performance of the BD organization structure and staffing and works with appropriate matrixed leaders to implement agreed upon adjustments.
• Sponsors BD Improvement Initiatives and manages portfolio of programs/ projects.

Business Systems and Process Improvement

• Ensures all individuals/stakeholders affected by process changes are aware of, trained, and prepared for implementation.
• Ensures process improvements meet stakeholder needs.
• Recommends process areas that could benefit from system automation or consolidated workflows.
• Monitors the effectiveness of new or modified processes.
• Approves appropriate process design methods/ tools/ techniques.

Other Duties to Be Assigned

• Participates in Business Development Leadership Forum, National Underwriting and National Business Development meetings and other department meetings as assigned.
• Supports EAB and AAM Planning Committee efforts by managing meeting content and as a speaker liaison.
• Other duties as assigned

Salary Range: $247,440 - $288,680

Compensation varies based on skills, knowledge, and education. We consider factors such as specialized skills, depth of knowledge in the field, and educational background to ensure fair and competitive pay.

Benefits:

The Doctors Company offers competitive compensation, incentive bonus plans, outstanding career opportunities, an exceptional work environment, and an impressive benefits package, which starts with medical, family and bereavement leave; same-sex domestic partner benefits; short- and long-term disability programs; and an employee assistance program. There's more:

• Health, dental, and vision insurance
• Health and dependent care tax-free spending accounts with a company match
• 401(k) and Roth IRA with company match, as well as catch-up plans for both
• Paid vacation, sick days, and personal days each calendar year (with vacation increases based on length of service)
• 12 paid holidays each calendar year
• Life and travel insurance
• Tax-free commuter benefits
• In-person and online learning opportunities
• Cross-function career opportunities
• Business casual work environment
• Time off to volunteer
• Matching donations to qualifying nonprofit organizations
• Company-sponsored participation at non-profit events

About The Doctors Company

The Doctors Company is the nation's largest physician-owned medical malpractice insurer. Founded and led by physicians, we are committed to advancing, protecting, and rewarding the practice of good medicine.

The Doctors Company is proud to be Certified by Great Place to Work.