Business Development Representative

Role Overview

• Achieve divisional performance goals, including new written premium, total written premium, profitability, and submission flow metrics.
• Lead compensation reviews and performance initiatives with distribution partners to drive profitable growth.
• Set and manage territory goals through disciplined sales planning aligned to agency objectives.
• Own the territorial sales plan in partnership with underwriters and designated distribution partners.
• Lead divisional sales activity, including agency visits (in person and virtual), pipeline management, risk triage, and binding of new and renewal business.
• Monitor agency performance, develop action plans, and adjust strategies to achieve desired outcomes.
• Translate national Middle Market strategy into effective local execution to capture targeted market share.
• Serve as the marketing and sales lead for Middle & Large business efforts within the assigned division.
• Identify and share market intelligence and evolving distribution trends with underwriting and leadership partners.
• Build strong internal relationships across Underwriting, Product, Service, and Claims to deliver results.
• Provide strategic direction to underwriting teams to uncover and pursue new business opportunities.
• Develop deep understanding of agency operating models and build One Hartford relationships at regional, state, and local levels.

Requirements

• Minimum 5 years of combined sales and underwriting experience, preferably within Middle Market commercial insurance.
• Demonstrated success achieving financial and production goals across a defined territory or portfolio.
• Experience partnering with distribution (agents/brokers) to drive profitable growth.
• Proven ability to operate effectively within a matrixed organization, aligning across underwriting, product, service, and claims.
• Results oriented and accountable — consistently delivers against growth, profitability, and execution goals.
• Strategic thinker with execution discipline — connects national strategy to local action and measurable outcomes.
• Relationship driven influencer — builds trust-based partnerships with agents, underwriters, and internal stakeholders.
• Strong communicator and presenter — able to clearly articulate value propositions, insights, and recommendations to varied audiences.
• Comfortable with ambiguity — navigates evolving priorities and market conditions with sound judgment.
• Deep understanding of the Middle Market customer, products, and competitive landscape.
• Ability to evaluate risk, opportunity, and profitability in partnership with underwriting.
• Skilled at pipeline and territory management, using data and insight to prioritize effort and resources.
• Demonstrated ability to leverage data, analytics, and AI enabled tools to enhance decision making and sales performance.
• Comfort interpreting insights from Salesforce and other digital platforms to drive actions, not just reporting.
• Curiosity and openness to adopting new tools, technologies, and ways of working to improve outcomes.
• Ability to lead through influence, providing direction without formal authority.
• Partners effectively with underwriting to uncover new opportunities and improve submission quality and outcomes.
• Actively shares market intelligence and insights to elevate broader team performance.
• Continuous learner who seeks feedback, adapts quickly, and evolves with changing business needs.
• Demonstrates resilience and flexibility in a fast paced, changing environment.
• Models a growth mindset and supports modern underwriting and sales practices.

Benefits

• Short-term or annual bonuses
• Long-term incentives
• On-the-spot recognition