Assistant Director, Small Business National Partners

We’re determined to make a difference and are proud to be an insurance company that goes well beyond coverages and policies. Working here means having every opportunity to achieve your goals – and to help others accomplish theirs, too. Join our team as we help shape the future.          

Reporting to the Small Business National Partner Lead you will play a pivotal role in executing The Hartford’s Small Business Strategy. This role includes working with a growing number Emerging and National Partners – an expanding and evolving segment of the broker landscape. Emerging Partners are complex relationships requiring a thorough understanding of their short, medium, and long term strategies.

The Assistant Director Small Business National Partners is an individual contributor who will work in partnership with the Small Business field Sales organization, National Client Practices team, Small Business Underwriting, and Small Business Product organization. This requires a deep understanding of the Emerging Market marketplace including acquisition strategies and how their impacts and opportunities for The Hartford.

The Assistant Director Small Business National Partners will lead development of operating routines and lead process improvement for broker mergers and acquisitions.
Responsibilities:

• Accountable for achieving national Small Business financial goals and ensuring local Small Business goals are met.

• Lead Partner Management for assigned Emerging Partners to drive our strategic and financial success.

• Business Lead for process improvement around coding/contracting/licensing and the business evaluation – ensuring appropriate process for review of all Merger & Acquisition and Aggregator affiliation requests for National Client Practices and National Partner Team aligned agencies.

• Manage strategic planning process for the organization to deliver the annual business plan.

• Establish exceptional internal relationships with Underwriting, Product, Service, and Claim Partners.

• Manage all internal aspects of assigned partners' contracts and compensation.

• Establish deep, credible executive relationships with assigned distribution partners, including corporate office executives as well as key regional distribution leaders.

• Understand and identify the dynamics of a rapidly changing marketplace and evolving distribution landscape.  Develop competitor and marketplace intelligence regarding overall industry, segment, distribution, and individual Emerging Partner trends, including but not limited to M&A activity, talent, emerging technology/platforms, and HIG rank and headroom. Identify critical growth strategies in response that strengthen our competitive position.

• Create joint business opportunities beyond what can be accomplished through local engagement.

• Financial analysis of assigned partners’ results, identifying key trends and areas of opportunity requiring action.  Communication and ongoing performance management with broker.

• Assist senior management in compilation of multi-year strategies and plans through market research, secondary research, client, operational and financial performance analysis.

• Bridge and drive national strategy through local execution.

Qualifications:

• 5+ years of Small Business Insurance experience is required; underwriting or sales preferred; prior carrier or agency sales or partner management is required

• Deep understanding of Agency Compensation

• Strong Sales Business Acumen: knows how strategies and tactics work in the Insurance industry

• Focuses on key priorities; demonstrates ability to solve complex business problems

• Critical thinking and problem solving; deals with complexity comfortably; strong strategic thinking skills, innovative, and creative

• Visionary who can assist in building and executing strategy

• Continuous learner that stretches him/herself on the competitive environment, technology, and business owner buying behavior

• Excellent history of successfully navigating a fast moving always changing market

• Dynamic sales leader with experience managing complex partnerships

• Ability to successfully execute in a fast pace ever changing competitive market

• Strategic thinker with experience successfully building and executing upon strategy involving multiple business areas such as service and product

• Effective communication and executive presence both verbal and written

• Ability to influence others using data and research for recommendations

• Proficient in presentation building and presenting with strong negotiation and sales skills

• Able to identify trends, changes in market conditions, and competitor activity and respond accordingly

• This role can have a Hybrid or Remote work arrangement.  Candidates who live near one of our office locations will have the expectation of working in an office 3 days a week (Tuesday through Thursday).   Candidates who do not live near an office will have a remote work arrangement, with the expectation of coming into an office as business needs arise. Willingness for up to 35% overnight travel is required.

Compensation

The listed annualized base pay range is primarily based on analysis of similar positions in the external market. Actual base pay could vary and may be above or below the listed range based on factors including but not limited to performance, proficiency and demonstration of competencies required for the role. The base pay is just one component of The Hartford’s total compensation package for employees. Other rewards may include short-term or annual bonuses, long-term incentives, and on-the-spot recognition. The annualized base pay range for this role is:

The posted salary range reflects our ability to hire at different position titles and levels depending on background and experience.

Equal Opportunity Employer/Sex/Race/Color/Veterans/Disability/Sexual Orientation/Gender Identity or Expression/Religion/Age

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