Vice President – Distribution Strategy

About Us

At Selective, we don't just insure uniquely, we employ uniqueness.

Selective is a midsized U.S. domestic property and casualty insurance company with a history of strong, consistent financial performance for nearly 100 years. Selective's unique position as both a leading insurance group and an employer of choice is recognized in a wide variety of awards and honors, including listing in Forbes Best Midsize Employers in 2025 and certification as a Great Place to Work® in 2025 for the sixth consecutive year.

Employees are empowered and encouraged to Be Uniquely You by being their true, unique selves and contributing their diverse talents, experiences, and perspectives to our shared success. Together, we are a high-performing team working to serve our customers responsibly by helping to mitigate loss, keep them safe, and restore their lives and businesses after an insured loss occurs.

Overview

Identifies business development opportunities and leads collaborative cross-functional teams to execute key strategies related to geographic expansion, agency appointment strategies, agency development programs and innovative technology to support our distribution partners. Aligns with cross-regional distribution partners to further strengthen relationships, maximize appointment opportunities, establish mutual goals and leads effort to capitalize on opportunities for profitable growth. Leads Information Technology (IT) efforts related to agency compensation. Responsible for the technical training for internal employees, the corporate and insurance trainee program, and agency programs for distribution partners. All job duties and responsibilities must be carried out in compliance with applicable legal and regulatory requirements.

Responsibilities

• Maintains a strategic view of aggregators and larger cross-regional agency partners, including changes in their distribution strategies, merger and acquisition (M&A) strategies, small business processes and technological advancements. Responsible for the aggregator/larger cross-regional agency management practice and ensures efficient communications across regional partners and aggregator offices. Shares key performance metrics and partners with our regional offices and various lines of business to identify and capitalize on growth opportunities.
• Develops the infrastructure and tactics to support the standardized approach to aggregator/larger cross-regional agency relationship management. Identifies, develops, executes and monitors opportunities to increase production in partnership with the regional offices, including additional agency appointments, segment or line of business specific opportunities, and specialty programs.
• Leads the development and implementation of a 3-5 year distribution strategy with a focus on aligning and maximizing impact in small business, personal lines, flood, middle market, large accounts, geographic expansion and aggregator relationships to achieve growth and diversity goals.
• Develops and executes on the agency compensation strategy. This includes profit sharing programs and commission levels, incentive programs, custom PSA changes, and leads IT efforts related to agency compensation.
• Aligns strategic and tactical plans for measurement and monitoring of objectives, course corrections and resource utilization. Exhibits a good working knowledge of current business conditions, the competition and territory specific issues. Cultivates strong business relationships, overcomes obstacles and pursues business opportunities.
• Leads partnership efforts with commercial lines underwriting and the regions on unique distribution opportunities, including centralized service models supporting these opportunities, agency diversity equity and inclusion (DE&I) initiatives, and geographic expansion to maximize growth opportunities.
• Responsible for the development, execution and communication of agency technical training, sales training and consulting programs that support key business objectives and provide a competitive advantage in the marketplace. Manages the Company’s membership and represents Selective in major industry associations. (IIABA and PIA) including optimizing effectiveness of participation in various programs such as Trusted Choice.
• Partners with Marketing and the regional offices to plan and execute agency engagement initiatives including Producer Councils, Road Shows, Visions and Views webcasts, PCEP, CX Council, Women’s Agency Leadership, Annual Agency Survey and similar items.
• Leads the development, execution and enhancement of insurance technical training for underwriting which includes efforts to support the Learning Management System (LMS). Responsible for coordinating strategic and support initiatives related the LMS global support learning needs. Partners with CL and PL UW Teams to build curriculum, provide product training materials and onboard new employees. Responsible for the strategic direction of technical training, identifying skill gaps as well as the success of in-person training content, logistics and outcome.
• Leads the development, enhancement and execution of the corporate and insurance operations trainee program, including a track for agency trainees. Travel represents approximately over 50% of employee’s time and a valid driver’s license.

Qualifications

Knowledge and Requirements

• Must have a valid state-issued driver’s license in good standing and be able to drive an automobile.
• Demonstrated superior leadership capability. Excellent relationship building, networking and customer service skills.
• Strong communication and presentation skills, with the ability to articulate strategy to a variety of audiences.
• Strong financial, underwriting, marketing, sales and agency operations acumen.
• Ability to motivate, lead, develop and retain a high-performing sales staff.
• Demonstrated excellent sales, negotiation and influencing skills. Demonstrated drive, dependability and integrity.

Education and Experience

• Bachelor’s degree and/or MBA or other related degree preferred
• CPCU or other relevant industry designation preferred
• 10+ years Commercial P&C insurance industry underwriting, Agency Management, Agency Operations, Marketing or field sales experience.

Total Rewards

Selective Insurance offers a total rewards package that includes a competitive base salary, incentive plan eligibility at all levels, and a wide array of benefits designed to help you and your family stay healthy, achieve your financial goals, and balance the demands of your work and personal life. These benefits include comprehensive health care plans, retirement savings plan with company match, discounted Employee Stock Purchase Program, tuition assistance and reimbursement programs, and 20 days of paid time off. Additional details about our total rewards package can be found by visiting our benefits page.

The actual base salary is based on geographic location, and the range is representative of salaries for this role throughout Selective's footprint. Additional considerations include relevant education, qualifications, experience, skills, performance, and business needs.

Pay Range

USD $206,000.00 - USD $266,000.00 /Yr.
Additional Information

Selective is an Equal Employment Opportunity employer. That means we respect and value every individual’s unique opinions, beliefs, abilities, and perspectives. We are committed to promoting a welcoming culture that celebrates diverse talent, individual identity, different points of view and experiences – and empowers employees to contribute new ideas that support our continued and growing success. Building a highly engaged team is one of our core strategic imperatives, which we believe is enhanced by diversity, equity, and inclusion. We expect and encourage all employees and all of our business partners to embrace, practice, and monitor the attitudes, values, and goals of acceptance; address biases; and foster diversity of viewpoints and opinions.

For Massachusetts Applicants

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.