Business Development Manager

Crum & Forster Company Overview

Travel Insured International (TII), a Crum & Forster company, is hiring a Business Development Manager, Mid-Atlantic on our Sales and Account Management 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.

As a Business Development Manager, Mid-Atlantic you will be responsible for representing and selling Travel Insured International products in your assigned territory to the travel agency community. The Business Development Manager will develop and enhance strong agency relationships and mutually beneficial partnerships with the objective of growing incremental revenue and profitability. Accounts typically produce between $5k–500,000k annually in travel insurance premium.

The Business Development Manager, Mid-Atlantic will take a consultative selling approach with travel agencies and travel advisor to identify share shift opportunities from our competition, leverage preferred relationships, and execute engagement plans to grow incremental revenue.   

This is a 100% remote role.

Job Description

What you will do:

• Achieve and exceed sales targets by effectively managing territory and growing high-potential accounts.
• Attend and actively participate in regional sales meetings, training sessions for agency partners, and Quarterly Business Reviews (QBR).
• Coordinate and oversee marketing initiatives executed by travel partners.
• Create brand loyalty through joint marketing plans, agency education, and product differentiation.
• Develop and execute penetration strategies aligned with company sales strategy.
• Develop strategic partnerships with travel agents and agencies in assigned territory.
• Document all activities in Salesforce, including maintaining territory database and managing communication.
• Drive measurable growth and engagement across a territory of typically between 300–350 accounts.
• Gain revenue commitments and execute implementation plans with agencies.
• Leverage technology and social media platforms for training and engagement.
• Maintain engagement plans for top-tier accounts.
• Manage sales and cooperative marketing budget within established guidelines.
• Promote distribution through TII’s booking platforms in line with established goals.
• Respond promptly to agent needs, resolve issues, and provide superior follow-up.
• Evaluate ROI of trade shows and consumer events; participate as identified. Represent TII at events, trade shows, and industry functions to cultivate new business opportunities.
• Utilize all reporting tools which include analysis of profitability, trends, and goal tracking, biweekly reports summarizing competitive environment, trends, and observations and expense reports.
• Utilize a consultative sales approach to match agency needs with TII’s product offerings, including proactive outreach activities (calls, emails, virtual meetings).
• Perform other duties or special projects as assigned

What YOU will bring to C&F:

• Advanced ability to Influence the Sale: ability to convince current and prospective partners to represent and promote TII’s products.
• Advanced Relationship Management skills: superior interpersonal skills and the ability to work effectively and cultivate deep, trusted relationships both internally and externally, with a focus on consortia partners, host agencies, travel advisor networks.
• Ability to collaborate effectively with cross-functional teams, including product, marketing, finance, and technology, to align business development strategies with company objectives.
• Advanced Communication skills: strong verbal and written communication skills. Ability to deliver professional presentations, engagement and influence decision-makers at all levels within consortia and travel trade partners.
• Advanced ability to demonstrate resilience: Maintains a high level of commitment to personally getting things done, assuming personal responsibility for achieving outcomes and works effectively with little direction. Dependable and responsible.
• Advanced negotiation skills
• Advanced skill of Driving for results: Self-assured, responds confidently to objections, and does not give up easily. Proven ability to meet and exceed sales targets, with experience analyzing sales performance and optimizing strategies to drive continuous growth.
• Intermediate ability to deliver results: ability to focus on the bottom line and push self and others to meet established goals and KPI’s.

Requirements:

• A bachelor’s degree or equivalent experience is required
• Minimum 3 years in travel or hospitality sales are required  
• Experience working with consortia partners (such as Westa, MAST, TravelSavers, Affluent Travel Collection, NEST, ASTA, Travel Leaders Network, Signature Travel Network, Virtuoso, Ensemble, Chase Travel Group) is preferred
• Proficiency with Microsoft Office Suite, including Intermediate level skills with Excel, Outlook, Word, PowerPoint, Teams and One Note is required. Knowledge of or ability with Salesforce.com, or related CRM (Customer Relationship Management) and e-commerce channels is required.
• A Personal Lines or Property/Casualty Lines License is preferred. Training is provided internally.
• Travel a minimum of 50% of the time is required by car, plane, and/or train, including evenings and weekends, both domestically and internationally; must have a current passport
• Ability to attend multiple conferences/events per year, which may include international travel
• Must be geographically based within assigned territory, the Midwest region (100% remote)

What C&F will bring to you

• Competitive compensation package
• Generous 401K employer match
• Employee Stock Purchase plan with employer matching
• Generous Paid Time Off
• Excellent benefits that go beyond health, dental & vision. Our programs are focused on your whole family’s wellness, including your physical, mental and financial wellbeing
• A core C&F tenet is owning your career development, so we provide a wealth of ways for you to keep learning, including tuition reimbursement, industry-related certifications and professional training to keep you progressing on your chosen path
• A dynamic, ambitious, fun and exciting work environment
• We believe you do well by doing good and want to encourage a spirit of social and community responsibility, matching donation program, volunteer opportunities, and an employee-driven corporate giving program that lets you participate and support your community

At C&F you will BELONG

If you require special accommodations, please let us know. We are committed to equal employment opportunity and welcome everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you require special accommodations, please let us know. Belonging at C&F, is a mindset. It’s about fostering a culture of inclusion and connection, where everyone feels valued, heard, and empowered to thrive and where our social impact efforts help strengthen the communities where we live and work.

For California Residents Only:  Information collected and processed as part of your career profile and any job applications you choose to submit are subject to our privacy notices and policies, visit https://www.cfins.com/onlineprivacypolicy/ca/noticeatcollection/ for more information.

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 $71,300.00 to a maximum of $134,000.00. 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 of the range. You may also have the opportunity to participate in discretionary equity (stock) based compensation and/or performance-based variable pay programs.

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