[Hiring] Director of Business Development and Key Accounts @Crum & Forster

Role Description

The Director, Business Development & Key Accounts, plays a crucial role in driving new business growth and increasing market share for Travel Insured International within the travel agency distribution channel across both consortia and non-consortia segments.

• Identify, prospect, and acquire new top-tier and mid-tier travel agency partnerships across consortia and non-consortia channels.
• Open and activate new business accounts for personal production and transition appropriate accounts to Regional BDMs for ongoing management, maintaining a strong pipeline of opportunities.
• Develop and execute strategic growth plans to achieve new business premium and account targets through disciplined follow-up, consistent sales execution, and field engagement.
• Create and deliver tailored presentations, proposals, co-op programs, and bonus override structures that drive measurable partner growth, activation, conversion, retention, and ROI.
• Represent TII at industry conferences, trade shows, and consortium events to generate leads, expand relationships, and strengthen the new business pipeline.
• Meet or exceed weekly KPIs for sales activity, pipeline development, and new business production.
• Serve as the primary point of contact for an assigned portfolio of top accounts, with responsibility for growing revenue, market share, and overall book health.
• Build and maintain strong relationships with agency owners and key stakeholders, conducting regular business reviews to assess performance, address concerns, and identify growth opportunities.
• Develop and execute strategic account plans that enhance client satisfaction and expand adoption of additional products and services.
• Proactively resolve client issues by leveraging internal resources and cross-functional support as needed.
• Build and maintain relationships with travel agency owners, consortia, and key industry stakeholders.
• Represent Travel Insured International through event attendance, networking, and speaking engagements, while providing event coverage for Host or Regional BDMs when needed.
• Monitor industry trends, market dynamics, and competitive activity to identify opportunities and inform channel strategy.
• Lead by example in business development, account management, strategic planning, and problem-solving.
• Support team members in strengthening their sales and account management capabilities while fostering a collaborative, innovative, and inclusive team environment.
• Partner with Regional Business Development Managers to onboard and transition newly opened accounts for long-term success.
• Manage pipeline activity, forecasting, account performance, and initiative tracking in Salesforce and other reporting tools, ensuring compliance and alignment with company goals.
• Use AI tools and data-driven insights to identify opportunities, optimize outreach, improve conversion, and deliver performance reporting to senior leadership.
• Perform other duties as assigned.

Qualifications

• Influencing the Sale: Advanced ability to convince prospective partner executives and agency owners to partner with TII.
• Strategic Account Management: Demonstrated ability to build and maintain long-term relationships with top accounts and stakeholders.
• Relationship Management: Superior interpersonal skills with the ability to cultivate deep, trusted relationships.
• Collaborative Leadership & Mentorship: Ability to work cross-functionally while mentoring and guiding peers.
• Cross-Functional Collaboration: Ability to work effectively across product, marketing, finance, underwriting, and technology teams.
• Communication & Presentation: Strong verbal and written communication skills with the ability to deliver polished presentations.
• Negotiation: Advanced negotiation skills with the ability to structure mutually beneficial partnerships.
• Analytical & Problem-Solving Skills: Expertise in analyzing complex account and pipeline data.
• Resilience & Self-Direction: Maintains a high level of personal accountability for achieving outcomes.
• Driving for Results: Self-assured and persistent, with a focus on achieving sales targets and bottom-line growth.

Requirements

• Bachelor's degree or equivalent experience required.
• Minimum 8 years of travel industry experience required.
• Proven track record of acquiring new business, growing revenue, and exceeding sales targets.
• Proven track record of managing and growing large, complex, or top-tier accounts.
• Demonstrated experience building and managing relationships with travel agency owners, consortia, and industry stakeholders.
• Experience representing a company at industry conferences, trade shows, and events.
• Strong understanding of the travel agency distribution model.
• Familiarity with industry organizations, conferences, and trade associations.
• Proficiency with Microsoft Office Suite, including intermediate-level skills in Excel, Outlook, Word, PowerPoint, Teams, and OneNote.
• Proficiency in Salesforce or related CRM platforms preferred.
• Working knowledge of AI tools and a willingness to leverage technology.
• Travel required 25%–35% of the time.
• Ability to attend multiple conferences and events per year, including international travel.
• Must be able to work independently and effectively in a 100% remote environment.
• Strong time management and organizational skills.
• Comfortable working in a fast-paced, growth-oriented environment.
• Must maintain established weekly KPI levels for sales activity, pipeline development, and new business production.

Benefits

• 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.
• Tuition reimbursement, industry-related certifications, and professional training.
• A dynamic, ambitious, fun and exciting work environment.
• Matching donation program, volunteer opportunities, and an employee-driven corporate giving program.