Business Development Manager

At Safety National, we don’t just offer jobs – we build careers with purpose! Since 1942, we’ve been an industry leader, valuing integrity, teamwork, and stability while providing competitive rewards, top-tier benefits, career growth opportunities, and flexible work options that promote balance. With tuition reimbursement, wellness perks, and a strong community impact, we invest in your success - both personally and professionally. Ready to grow with us? Apply today!

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This opportunity is in the Business Development department

The Business Development Department serves as a liaison between brokers and underwriters, advocating the position of each to identify production sources and achieve revenue goals within the designated territory. The team is comprised of dynamic individuals who value collaboration, creativity, innovation, and teamwork. We rely on data and technology to guide our next steps, and we foster a consultative sales approach that listens to our clients’ needs and tailors customized solutions.

Role Description:

Are you a relationship-driven insurance professional who thrives on building strategic partnerships, identifying new business opportunities, and driving results? As an Business Development Manager, (internally known as, Account Executive Manager) in our Business Development department, supporting our California territory, you will play a key role in expanding Safety National's market presence, strengthening broker relationships, and driving profitable growth. You will serve as a trusted liaison between brokers, underwriters, and internal business partners, leveraging your industry expertise and consultative sales approach to deliver insurance solutions that meet our clients' evolving needs.

In this role, you will manage and expand broker and production source relationships throughout your assigned territory, identifying opportunities for new business, cross-selling, and renewal retention. You will collaborate closely with underwriting and service teams to develop effective quoting and renewal strategies, identify opportunities for additional premium growth, and deliver exceptional service to our broker partners. Your knowledge of workers' compensation insurance, alternative funding arrangements, and the regional broker network will be instrumental in helping you achieve territory objectives.

You will also have the opportunity to represent Safety National at regional industry conferences, broker meetings, and networking events, strengthening our reputation as a trusted specialty insurance partner. Through strategic territory planning, targeted travel with underwriters, and proactive relationship management, you will establish a consistent marketing presence and uncover opportunities to grow our business.

Your responsibilities will include reviewing quotes with underwriters to prioritize follow-up activities, maintaining accurate Salesforce records, preparing timely trip reports and monthly performance updates, and gathering valuable market intelligence to share across the organization. You will develop a strong understanding of Safety National's MAP Client Services offerings and communicate their features and benefits to clients. Additionally, you will participate in service team initiatives, support the evaluation of new Third-Party Administrators, assist with premium collection efforts when needed, and collaborate with Business Development leadership to advance departmental objectives.

If you are a self-motivated professional who enjoys building meaningful relationships, developing creative solutions, and making a measurable impact, this opportunity offers the autonomy to manage your territory while benefiting from the support of an experienced and collaborative team. This position is based out of our Burbank Regional Office and requires a minimum of 50% travel to support broker relationships, business development activities, and company initiatives.

Qualifications:

Education:

• A bachelor's degree in Business Administration, Insurance, Risk Management, Finance, Marketing, or a related field is required.

Required Qualifications:

• 5 or more years of experience working with an insurance carrier, insurance broker, or Third-Party Administrator (TPA).
• Experience with workers' compensation insurance products.
• Experience with alternative funding concepts for workers' compensation, including deductibles, retrospective rating, and self-insurance.
• Working knowledge of the insurance broker network within the assigned territory.
• Demonstrated experience or aptitude in insurance sales, business development, and relationship management.
• Strong communication and interpersonal skills with the ability to establish and maintain productive relationships with brokers, clients, underwriters, and internal business partners.
• Excellent organizational and time management skills with the ability to manage competing priorities, maintain accurate records, and meet deadlines.
• Ability to work independently with limited supervision while contributing effectively to a collaborative team environment.
• Self-motivated work ethic with a commitment to achieving new business, cross-selling, and renewal retention goals.
• Proficiency with Microsoft Office applications and experience utilizing sales database software.
• Ability to remain stationary for extended periods while working at a computer, operate standard office equipment, and occasionally lift or move office materials weighing up to 10 pounds.
• Ability and willingness to travel a minimum of 50% to support broker relationships, business development activities, and company initiatives.
• Must be presently authorized to work in the U.S. without a requirement for work authorization sponsorship by our company for this position now or in the future.
• This position allows for a hybrid work schedule which includes a minimum of 3 days per week in our California Regional Office, located in San Francisco, California. All employees are required to submit work from home requests and follow our Work From Home policy, which will be provided to all candidates selected to interview.

Preferred Qualifications:

• Established relationships with insurance brokers and production sources throughout California.
• Experience developing and executing territory-specific business development strategies.
• Demonstrated success in identifying new business opportunities, expanding existing accounts, and achieving renewal retention goals.
• Experience collaborating with underwriting teams to evaluate insurance opportunities and develop competitive solutions.
• Familiarity with Salesforce or similar customer relationship management platforms.
• Knowledge of Third-Party Administrator relationships and workers' compensation service delivery models.
• Experience representing an insurance organization at industry conferences, networking events, and broker meetings.
• Strong presentation and consultative selling skills, including the ability to explain complex insurance products and services to diverse audiences.

Protect the confidentiality, integrity and availability of information and technology assets against unauthorized disclosure, destruction and/or alteration, in accordance with Safety National policies, standards, and procedures.

Safety National is a leading specialty insurance and reinsurance provider. Our culture is built upon relationships, which allow us to demonstrate our expertise gained through our rich 80-year history. As a wholly-owned subsidiary of Tokio Marine, Inc., we appreciate the benefits and support provided by our affiliation with one of the top 10 insurance companies in the world.

Total Rewards That Put Employees First

In our vision to be First with Co-Workers, compensation that includes base salary, holiday bonus, and incentive awards is only a small portion of the comprehensive total rewards package we offer. Our total rewards approach recognizes and rewards the time, talents, efforts, and results of our valued employees. Highlights of our exceptional benefits include generous health, dental, and vision coverage, health savings accounts, a 401(k)-retirement savings match and an annual profit sharing contribution. We proudly offer family forming benefits for adoption, fertility, and surrogacy, generous paid time off and paid holidays, paid parental and caregiver leave, a hybrid work environment, and company-paid life insurance and disability. To support employees in their career journeys, we provide professional growth and development opportunities in addition to employee recognition and well-being programs. Apply today to learn more.

Safety National is committed to fair, transparent pay and we strive to provide competitive, market-based compensation. In our vision to be First with Co-Workers, compensation is only one piece of the comprehensive total rewards package we offer. The target base salary range for this position is $165,000 to $215,000. Compensation for the successful candidate will consider the candidate’s particular combination of knowledge, skills, competencies, experience and geographic location.