Business Development Manager - Casualty Loss

Business Development Manager – Casualty Loss

Ideal candidate will be located in the Palisades area of Los Angeles.

As the Business Development Manager – Casualty Loss, you will own and expand Centura's Casualty Loss (CCS) lead generation strategy, drive referral activity, and ensure strategic alignment between impacted communities and Centura's long-term growth objectives. Operating with empathy and discretion, this role owns the front of the funnel: sourcing prospects, uncovering client needs, articulating CCS' value, and scheduling qualified introductions with our Case Advisor and Operations Team. After the warm hand-off, the BDM remains a relationship anchor, staying close through the engagement, soliciting referrals, and keeping highly qualified individuals warm for future wealth and investment management opportunities. This role requires a consultative sales approach and the ability to thrive in high-stakes networking environments to grow the firm's client base, firm revenue, and market share.

Primary Responsibilities

• Identify, source, and engage new referrals for Casualty Loss business.
• Maintain and deepen relationships with community groups through consistent follow-up, value-add touchpoints, and accountability-driven communication.
• Create and execute impacted community outreach strategies, including messaging, and campaign scheduling.
• Collaborate with marketing and planning teams to align external messaging with audience needs and expectations as well as CCS internal capabilities.

Retail Business Development

• Conduct initial conversations with prospects in a manner that is empathetic, professional, and respectful of the emotional weight of their circumstances.
• Uncover the prospect's loss specifics, insurance posture, tax situation, rebuild or relocation plans, and broader financial context to assess fit.
• Articulate CCS' value proposition and how the firm helps impacted families quantify and substantiate their Casualty Loss claim, and why working with CCS produces meaningfully better outcomes.
• Handle objections with credibility, knowing when to answer directly, when to defer to the Case Advisor, and when to bring in additional expertise.
• Schedule qualified prospects for a 1st meeting with the Case Advisor and brief the Advisor in advance on the prospect's situation, motivations, and any pertinent details.
• Execute a deliberate, warm hand-off by attending introductory meetings as appropriate so the prospect feels supported, not passed off, as the engagement moves into qualification and operations.

Post-Engagement Nurture & CWA Pipeline Development

• Maintain durable, long-term client relationships after the Casualty Loss engagement concludes through structured outreach, personal touchpoints, and community presence.
• Solicit and convert referrals from satisfied clients.
• Identify and warm highly qualified clients for wealth and investment management services delivered by Centura Wealth Advisory (CWA), coordinating with CWA advisors on the timing, framing, and introduction of qualified clients to ensure a seamless cross-firm experience.

Tracking & Accountability

• Own key performance metrics, including referral engagement, meeting-to-close ratios, and revenue from sourced relationships.
• Maintain accurate CRM records and pipeline reporting to support transparency, forecasting, and strategic planning.
• Analyze market conditions, competitor activity, and industry trends to identify new opportunities and inform strategic decisions.
• Provide regular business development performance reports covering client acquisition, revenue growth, and market expansion.
• Perform other duties as assigned, contributing to a collaborative and high-performing team environment.

Knowledge, Skills and Abilities

• High-Stakes Networking: Thrives in relationship-driven environments and understands the nuances of working within a HNW and UHNW planning environment.
• Consultative Sales Approach: Skilled in uncovering client needs, aligning solutions, and closing with a focus on delivering unmatched value and building trust.
• Sales & Negotiation Expertise: Advanced skills in client acquisition, deal negotiation, and closing high-value contracts with HNW & UHNW individuals, family offices, and institutional clients.
• Strategic Planning: Ability to design and implement long-term business development strategies that align with the firm's growth objectives and competitive positioning.
• Financial Acumen: Deep understanding of wealth management services, including investment strategies, financial planning, and portfolio management, with the ability to engage effectively with sophisticated clients.
• Relationship Management: Expertise in building and nurturing relationships with HNW and UHNW clients, strategic partners, and COIs, delivering personalized service and driving referrals.
• Market Insight: Strong knowledge of market trends, competitive landscape, and emerging opportunities in the wealth management and RIA industry.
• Communication & Presentation Skills: Exceptional written and verbal communication skills, with the ability to articulate the firm's value proposition to clients, partners, and senior leadership.
• CRM & Analytics: Proficiency in CRM systems and sales analytics, with the ability to leverage data for pipeline management, client insights, and business forecasting.
• Networking: Strong ability to expand and leverage industry contacts, building a wide-reaching network to support business development goals.
• Problem-Solving: Analytical mindset with the ability to identify challenges, assess risks, and develop creative solutions to drive business growth.
• Adaptability: Flexibility to adjust strategies in response to market shifts and organizational needs, thriving in a fast-paced and dynamic environment.

Minimum Qualifications

• Bachelor's degree in finance, Business Administration, Economics, or a related field; MBA or advanced degree highly preferred.
• 10+ years of experience in business development, sales, or client relationship roles, with a strong focus on wealth management or RIA services.
• Proven experience in driving business development strategies that resulted in significant client acquisition and revenue growth.
• Deep understanding of financial markets, wealth management products, investment strategies, and financial planning services.
• Experience in managing relationships with HNW and UHNW individuals, family offices, and institutional clients.
• Expertise in CRM systems, sales analytics, and pipeline management.

Competencies

• Accountability
• Communication
• Influencing Others
• Adaptability
• Client Orientation
• Emotional Intelligence
• Relationship Building
• Organizational Skills
• Grit