Distribution Leader, Middle Market, Berkshire United

Job Description

Job Description

Who are we? 
A strategic and trusted insurance partner, Berkshire Hathaway Specialty Insurance (BHSI), provides a broad range of commercial property, casualty and specialty insurance coverages and outstanding service to customers and brokers around the world. Through Berkshire United, BHSI brings together its expertise, service excellence, and market capabilities with those of Berkshire Hathaway Homestate Companies to deliver a seamless multiline admitted property and casualty solution for middle-market businesses.

To learn more about Berkshire United’s admitted insurance solutions, visit

We are a values-based organization where respect, integrity, excellence, collaboration, and passion define who we are and how we do business. We value diversity of backgrounds, experience, and perspectives and strive to foster an inclusive environment that enables all our team members to bring their best selves to work. We are one team committed to building a culture where every teammate has the opportunity to contribute and be recognized. Want to be part of the team building the finest property, casualty, and specialty lines insurance company in the world?

Learn more about BHSI’s unique culture and history.

Opportunity: 

This high-visibility, cross-functional leadership role will be instrumental in shaping and executing Berkshire United’s retail broker strategy. The leader will serve as both the architect of the enterprise distribution strategy and a hands-on sales executive—building senior-level broker relationships, strengthening market positioning, and translating strategy into measurable production and retention results. Success requires strategic vision, disciplined execution, influential leadership, strong relationship-management capabilities, and a deep understanding of commercial insurance products and services. Title and level may be aligned with experience and qualifications.

Key Responsibilities:

Strategic & Enterprise Leadership

• Design, own, and evolve a national commercial middle market broker strategy — including segmentation, panel construction, producer plans, and geographic expansion — aligned to enterprise strategic and financial objectives.
• Build and continuously strengthen the organization’s distribution capability, including tooling, reporting infrastructure, compensation design, and broker experience standards.
• Bring an external, forward-looking perspective on industry trends, competitive dynamics, and market disruption to inform enterprise strategy and investment priorities.

Sales Leadership & Broker Relationship Management

• Personally cultivate and manage executive-level relationships with the organization’s highest-value broker partners, acting as the senior escalation point and relationship steward.
• Formulate and execute tailored growth strategies with each broker leader to optimize performance, deepen penetration, and gain market share within assigned broker partnerships.
• Lead negotiations on strategic partnership terms, compensation structures, and producer agreements with a high degree of influence and executive presence.
• Oversee the appointment, performance management, and termination of broker relationships in line with enterprise standards.

Performance, Analytics & Reporting

• Establish and govern the performance measurement framework for broker and distribution effectiveness; gather, reconcile, and interrogate data to produce executive-level performance reporting.
• Translate broker and distribution performance data into actionable strategic insight, presenting findings and recommendations to both executive leadership and broker partners.
• Set and monitor KPIs for the distribution organization, ensuring accountability to production, retention, and profitability targets.

Cross-Functional & Organizational Leadership

• Serve as a senior cross-functional partner to marketing, underwriting, and claims leadership to ensure a seamless, differentiated broker and client experience.
• Oversee governance of licensing compliance and admitted placement requirements, ensuring enterprise risk and regulatory standards are met.

Key Skills:

• Strategic Vision: Sets and communicates enterprise-level distribution strategy, connecting broker-level execution to company-wide growth and profitability goals.
• Executive Presence & Influence: Commands the room with senior broker principals, executive leadership, and industry audiences; comfortable negotiating and presenting at the highest levels.
• Sales & Revenue Ownership: Drives new business production, retention, and market share gains through direct sales leadership and broker partnership management.
• Analytical Thinking: Uses data and market intelligence to make and defend high-stakes strategic decisions.
• Adaptability: Operates effectively amid ambiguity, competing priorities, and organizational change; adjusts strategy as market conditions shift.

Qualifications:

• 10+ years of progressive leadership experience in broker/agency distribution, marketing, or sales leadership, with a strong preference for Middle Market insurance industry experience.
• Demonstrated track record of building and executing national or multi-region distribution strategies with measurable revenue and market share impact.
• Existing, meaningful relationships with middle market broker principals and producers; recognized and credible within the broker community.
• Proven experience leading, developing, and scaling high-performing teams.
• Executive-level negotiation, communication, and influence skills, with the ability to represent the organization credibly at the senior-most levels internally and externally.
• Analytical mindset with the ability to translate complex performance data into strategic decisions and executive-ready insight.
• In-depth knowledge of insurance industry trends, distribution economics, and regulatory requirements.
• Preferred: experience in designing and managing middle market producer compensation structures.

BHSI Offers:

• A competitive package and exciting growth opportunities for career-oriented teammates.
• A dynamic, action oriented, and thoughtful environment centered on always doing the right thing for our customers, teammates, and our other stakeholders.
• A purposely non-bureaucratic organization that embraces simplicity over complexity and emphasizes individual excellence in a team framework.
• Benefits that support your life and well-being, which include:

• Comprehensive Health, Dental and Vision benefits
• Disability Insurance (both short-term and long-term)
• Life Insurance (for you and your family)
• Accidental Death & Dismemberment Insurance (for you and your family)
• Flexible Spending Accounts
• Health Reimbursement Account
• Employee Assistance Program
• Retirement Savings 401(k) Plan with Company Match
• Generous holiday and Paid Time Off
• Tuition Reimbursement
• Paid Parental Leave

The base salary range for this position is $170,000.00 to $250,000.000 along with annual bonus eligibility. Total compensation for a candidate is determined by their relevant skills, location, and experience. We value our teammates – both their capabilities and character – as demonstrated by our amazing culture.

NOTE: Compensation will be commensurate with experience. This job description is not intended to be all-inclusive. Team Member may perform other related duties as negotiated to meet the ongoing needs of the organization.