Program Business Development Manager

Program Business Development Manager

The Programs Business Development Manager is responsible for driving new business and managing strategic relationships with program administrators. The role focuses on MGAs, MGA aggregators, brokerage firms with delegated authority practices, and program managers serving the public sector.

This individual will be accountable for profitable growth through new client acquisition, cross-sell within existing accounts, and strategic account planning. The role also requires building executive-level relationships, partnering across internal teams to deliver tailored solutions, and shaping go-to-market strategies that align client priorities with HSB's growth objectives. Lastly, the role will ensure consistency and customer centric focus on placement of program opportunities.

Key Responsibilities

• Prospect for growth opportunities with new and existing program administrators, including cross-selling HSB products and expanding distribution.
• Maintain an accurate pipeline and advance opportunities from initial engagement through solution design, negotiation, and contract execution.
• Coordinate program placement with Client Integration Teams for our white-label embedded products reinsured through our client carrier relationships.
• Act as the primary liaison with our Primary and Surplus (P&S) teams for standalone programs written on HSB paper.
• Representing Custom Risk Solutions at conferences, client events, and speaking engagements as a market-facing subject matter expert.
• Stay current on HSB offerings and develop tailored solutions that combine insurance, engineering, technology, and risk management capabilities.

Relationship Management

• Serve as the primary relationship owner for program administrator accounts and build strong relationships with C-suite and other key decision-makers.
• Develop a deep understanding of each client's strategy, operations, priorities, and challenges to create account plans aligned with their needs and HSB's value proposition.
• Partner with P&S and Broker Relationship Leaders of the broader Global Specialty Insurance (GSI) organization on client management and business development opportunities involving major broker relationships such as Alliant, AmWins, Aon, Brown & Brown, CRC, Gallagher, Marsh, and Ryan Specialty.
• Lead cross-functional teams in communicating client strategies and coordinating tailored solutions.

Education

• 7+ years of experience in a client-facing role within the insurance industry, with a significant portion spent in the programs space.
• Proven business development experience, including prospecting, solution design, deal negotiation, and contract execution.
• Experience managing strategic client relationships and delivering profitable growth.
• Experience leading cross-functional teams in account management or client-focused solution selling roles.
• Bachelor's degree required or equivalent work experience; Master's degree preferred.

Knowledge & Skills

Knowledge:

• Deep understanding of the specialty property & casualty (P&C) insurance market, particularly in segments such as MGAs, E&S, programs, and Lloyd's.
• Solid grasp of commercial and personal lines specialty products, including equipment breakdown, cyber, EPLI, service line, and home appliance coverage.
• Familiarity with value-added services in insurance, including risk management, engineering services, and technology-based solutions (e.g., IoT, predictive analytics).

Skills:

• Strong consultative sales skills with the ability to identify client needs and tailor complex insurance and risk management solutions.
• Strong relationship management skills, with demonstrated ability to build executive-level client relationships across complex organizations.
• Strategic thinking and account-planning skills, with the ability to align client objectives to growth opportunities.
• Strong cross-functional leadership and collaboration skills in developing and delivering client solutions.
• Outstanding communication and presentation skills, capable of articulating complex insurance solutions in a compelling way to varied stakeholders.
• Proficiency in CRM tools (e.g., Salesforce/Grand Central) for managing pipelines, tracking engagements, and reporting on business development activities.