Advisor, Business Development

Definity includes some of Canada’s most long-standing and innovative insurance brands, including Economical Insurance, Sonnet Insurance, Family Insurance Solutions, and Petline Insurance. With strong roots that date back to 1871, we’ve grown to become a digital leader in the insurance industry. We’re proud to help our clients and communities adapt and thrive in a world of constant change.

Our promise to you: It’s better here. Why? Because we CARE, and we provide an employee experience that’s collaborative, ambitious, rewarding, and empowering.

Our ambition is to be one of Canada’s leading and most innovative P&C insurers. Come be a part of our journey, and love what you do.

Starting in September, Definity employees move to a hybrid work model so we can collaborate, build mentoring relationships, and solve complex or cross-functional business opportunities together. Our teams work in whichever environment best supports what they're working on and who they're working with. We're actively reinventing our offices as welcoming workspaces that optimize collaboration and empower leaders to use our space to strengthen team dynamics. Our tools and processes seamlessly connect employees from multiple locations, and our culture encourages respectful engagement and flexibility. Leaders work with their teams to determine the right balance of on-site and remote work that best meets the needs of their team, cross-functional engagement, responsibilities and timelines, plus those of our customers, our broker partners, and the company culture.

What can you expect in this role?
The Advisor, Business Development contributes to Economical’ s growth and profitability by actively managing and growing relationships within the existing Broker network as well as building relationships with new Brokers in the candidates Territory.
Reporting to the Director, Business Development the incumbent is responsible for delivering profitable gross written premium (GWP), growth and Broker satisfaction to meet or exceed targets at the Territory level as set out by the Regional VP and Head Office Sales & Distribution (S & D).
This role develops and implements sales plans and manages the pipeline at a Territory and Broker level, actively monitors Broker performance (e.g., Broker reviews, Broker panel) and provides guidance, support and relevant training to Brokers within the Territory. The candidate leads the negotiation of terms, escalating and engaging Economical stakeholders where appropriate. The incumbent collaborates with peers in UW and Claims in his/her Region to share market intelligence and deliver a consistent Broker experience which meets or exceeds Broker expectations and needs.

Strategy and Planning:

• Develops an annual sales plan for the candidates Territory in alignment with the PI and CI strategies, Broker segmentation strategy, and the regional strategy; implements the sales plan to deliver against profitability and growth targets and KPIs set out for the Territory
• Involves Brokers and internal resources as required to explore alternatives, and identifies solutions that support Economical’ s goals of long-term, profitable growth for the Broker and Economical
• Collects and escalates market intelligence, and provides input to inform competitive analysis

Sales Management:

• Manages the pipeline of opportunities for Brokers within the candidates Territory, taking action to effectively identify, qualify, and convert opportunities to achieve or exceed KPIs; regularly collaborates with peers across the organization to identify and take advantage of opportunities and to enhance the Broker experience.
• Reports on open, closed and won opportunities within the candidates pipeline
• Participates in sales system meetings, where appropriate, and comes prepared with insights on Broker performance, pipeline opportunities, trends, risks, and issues within the candidates Territory
• Develops and implements sales strategies for large commercial accounts
• Negotiates agreements with Brokers, including portfolio transfers, new Broker appointments, etc., escalating and engaging Economical stakeholders where appropriate
• Effectively engages with Brokers to facilitate the negotiation services, terms and conditions, as well as to influence Brokers to recommend Economical as the insurer of choice
• Works collaboratively with all stakeholders to drive the required solution for the customer
• Develops feasible/profitable innovative solution(s) while working together with the Broker and Underwriters
• Integrates appropriate Broker feedback into proposals, and presents recommendation(s)
• Closes deals by agreeing with Brokers to mutually beneficial business plans

What do you bring to the role?

• University degree in any discipline, or College diploma in a relevant discipline
• 5 years of Property and Casualty experience, preferably in sales or marketing
• Preference will be given to candidates with sales experience and previous commercial lines underwriting experience
• CIP designation, or a commitment to completing the CIP is required (Additional designations are considered an asset (e.g., FCIP, Certified Sales   Professional (CSP)
• Valid driver's license with a driving record acceptable to the company
• Exceptional customer service, verbal and written communication skills
• Strong ability to influence and effectively negotiate with stakeholders
• Preference will be given to bilingual candidates in select regions

We also take potential into consideration. If you don’t have this exact experience, but you know you have what it takes, be sure to give us more insight through your application and cover letter.

Go ahead and expect a lot — you deserve it, and we’ve got it: 

• Hybrid work schedule for most roles
• Company share ownership program
• Pension and savings programs, with company-matched RRSP contributions
• Paid volunteer days and company matching on charitable donations
• Educational resources, tuition assistance, and paid time off to study for exams
• Focus on inclusion with employee groups, support for gender affirmation surgery, access to BIPOC counsellors, access to programs for working parents
• Wellness and recognition programs
• Discounts on products and services

Our inclusive work environment welcomes diversity and supports accessibility. If you require accommodation at any time during the recruitment process, please let us know by contacting: [email protected]

Background checks
This role requires successful clearance of a background check (including criminal checks and leadership references).

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