VP, Wholesale Business Development- Travel Insured International - Glastonbury, CT or Remote

VP, Wholesale Business Development

Travel Insured International (TII), a Crum & Forster company, is hiring a VP, Wholesale Business Development, on our Sales team.

Travel Insured International is a leading travel insurance provider with more than 30 years in business. As a key component of our Specialty Business Unit, within the Accident & Health division, TII provides travel protection plans to help each individual travel confidently. Travel Insured International is proud to offer products to consumers and to agency partners of all sizes. We're committed to providing dependable coverage, great value, and end-to-end satisfaction for all customers.

In this newly created role, the VP, Wholesale Business Development, will play a pivotal role in leading the expansion of Travel Insured International's (TII) presence beyond traditional travel agency distribution channels. This Leadership role will partner with the AVP, Wholesale Business Development and other Business Development peers and be responsible for identifying, developing, and managing partnerships with brokers and partners and identifying new market opportunities in the wholesale market. This position will drive new business initiatives and lead strategic efforts to broaden TII market share, increase revenue, and expand product distribution.

Job Description

What You Will Do:

New Business Development & Partner Acquisition

• Research and target potential wholesale partnerships across non-travel agency distribution channels, including but not limited to cruise lines, tour operators, hotels and resorts, airlines, employee benefits platforms, technology providers, and event ticketing companies and develop a strategic approach to enter these markets and drive new business opportunities helping them increase revenue through insurance sales while meeting TII's defined profitability and margin goals for each partnership
• Lead the planning and execution of strategic partnerships and launches with new partners, focusing on maximizing TII's reach that align with their core offerings and exceed minimum deal thresholds in revenue and profitability
• Build and nurture strong relationships with key decision-makers at targeted companies, including airlines, cruise lines, hotel groups, tour operators, credit unions and technology platforms, to gain deep understanding of their business needs and design tailored travel insurance solutions

Sales Strategy & Revenue Growth

• Collaborate with wholesale partners to identify and implement TII's travel insurance products as part of their ancillary offerings, helping them increase revenue through insurance sales while providing peace of mind to their customers
• Understand partner needs and business models to develop and present tailored travel insurance, event insurance, and assistance solutions that align with their core offerings
• Create compelling value propositions that demonstrate how TII's products enhance their customers' experiences
• Leverage TII's suite of services to drive additional revenue streams for partners, focusing on travel insurance, event ticket insurance, travel assistance, and concierge services

Collaborate with Cross-Functional Teams

• Work with the product, marketing, underwriting, and finance teams to develop and optimize compelling insurance products, promotional campaigns, and sales collateral that resonate with the needs of non-traditional travel distribution channels
• Collaborate with internal technology teams and e-commerce specialists to create seamless insurance integration and optimization for partners' online booking platforms, ensuring a smooth purchasing experience for customers

Strategic Planning & Performance Analysis

• Develop and execute a clear strategy for targeting and acquiring new business within the wholesale market
• Define goals, revenue targets, and growth plans aligned with TII's objectives.
• Monitor the performance of existing partnerships and stay informed about market trends, competitor activities, and emerging opportunities
• Use data-driven insights to refine sales strategies and enhance TII's competitive positioning

Partnership Management & Account Transition

• Lead the onboarding process for new partners and ensure a seamless transition to the Account Management team for ongoing support
• Establish clear expectations and maintain a close working relationship with partners to ensure their needs are met
• Remain actively involved in partner relations, attending key events, meetings, and conferences to foster strong working relationships and drive continuous growth and development of each partnership

Industry Representation & Networking

• Determine which industry events, trade shows, conferences, and meetings with stakeholders across the travel, hospitality, technology, and employee benefits sectors TII will attend.
• Act as a subject matter expert for TII's solutions in non-traditional travel insurance channels, positioning the company as a top provider of travel protection services in new and emerging markets

Pipeline Development & Deal Closure

• Build, manage, and maintain a robust, qualified pipeline of prospective partners with clearly defined stages, timelines, and revenue potential, ensuring a consistent flow of opportunities to meet quarterly and annual growth goals
• Own the full sales cyclefrom initial outreach and strategic pitch through deal negotiation and contract executionfocused on securing high-impact, profitable partnerships
• Proactively forecast, report, and communicate pipeline performance and projected deal flow using Salesforce or similar tools, ensuring transparency and alignment with leadership

What YOU Will Bring To C&F:

• Extensive business development and sales experience
• Strong strategic planning and negotiation skills, with the ability to develop creative partnership solutions and close high-value deals with partners across a diverse range of industries
• Proven ability to meet and exceed sales targets, with experience analyzing sales performance and optimizing strategies to drive continuous growth
• Understanding of online booking systems, e-commerce platforms, and technology integrations to support partner sales optimization and customer experience
• Exceptional verbal and written communication skills, with the ability to build trust and maintain strong relationships with partners at all levels
• Ability to collaborate effectively with cross-functional teams, including product, marketing, finance, and technology, to align business development strategies with company objectives
• Demonstrated success in building and managing a high-performing sales pipeline with complex, high-value B2B deals
• A track record of negotiating and closing multimillion-dollar partnerships, with clear evidence of driving bottom-line profitability
• Experience in developing go-to-market strategies that shorten sales cycles, accelerate deal closure, and expand long-term partner value

Requirements:

• A bachelor's degree in business, sales, marketing, or equivalent experience is required
• A minimum of 15 years in a business development, sales, or C level role within travel, hospitality, technology, or a related industry is required
• Proficiency with Salesforce Experience with Salesforce or similar CRM systems for managing partner data, tracking sales pipelines, and producing reports for leadership teams is required
• Up to 50% travel required, including international travel, with attendance at key partner meetings, industry events, and conferences required
• Proven experience in developing and expanding business within the wholesale market

What C&F Will Bring To You

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Crum & Forster is committed to ensuring a workplace free from discriminatory pay disparities and complying with applicable pay equity laws. Salary ranges are available for all positions at this location, taking into account roles with a comparable level of responsibility and impact in the relevant labor market and these salary ranges are regularly reviewed and adjusted in accordance with prevailing market conditions. The annualized base pay for the advertised position, located in the specified area, ranges from a minimum of $134,700.00 to a maximum of $253,200.00. The actual compensation is determined by various factors, including but not limited to the market pay for the jobs at each level, the responsibilities and skills required for each job, and the employee's contribution (performance) in that role. To be considered within market range, a salary is at or above the minimum