Job Title:   Distribution Manager - National Brokers/Franchisors
03 / 31 / 2013
Westfield Center

JOB SUMMARY:        Responsible for developing, implementing and evolving enterprise-wide distribution relationships with highly impactful unique agency structures for P&C operations (including Surety), Westfield Bank, and Westfield Services.  Focus areas: agency management for specified national brokers, franchisor, banks and private equity relationships including contracts and compensation management, as well as corporate relationship management. Works closely and collaborates with Distribution leadership team and Westfield revenue areas to execute specific tactical plans as needed.  Provides input and direction for agency management, including industry trend experience and agency review support. Examples of Key relationships include Brown & Brown, BB&T, Assured and Keystone.
A.  ESSENTIAL FUNCTIONS (Listed in order of importance, frequency or sequence, 1=most important/frequent, etc.). NOTE:  Indicate non-essential accountabilities with an asterisk*.  All other functions are “absolutely necessary for this job”.
  1. Accountable for implementation and evolution of the enterprise-wide distribution strategy as it relates to national brokers, franchisors, aggregators, large banks and private equity groups.  This includes accountability for agency corporate-level management as well as location level engagement.  Ensures strategy is aligned with corporate goals/initiatives, competitive business strategies and customer initiatives.  Manages an enterprise approach for specified Westfield agency relationships across P&C operations (including Surety), Westfield Bank, and Westfield Services, and facilitates enterprise cross-functional agency strategies when needed.
  2. Manages the communication needs of unique agency structures including brokers, franchisors, aggregators, banks and private equity groups as directed. Addresses general enterprise communication and marketing needs, manages attrition, and provides agency support.  Collaborates with internal Westfield revenue partners acting as a liaison with specified agencies and involves appropriate areas of the business as needed, if additional enterprise opportunities are present (including P&C operations inclusive of Surety, Westfield Bank, and Westfield Services).
  3. Enterprise-wide responsibility for the development, implementation, and evolution of the relationship management for assigned national brokers, franchisors, banks and private equity groups.  This includes enterprise-wide coordination and facilitation of business plans and strategies with the business units and department at all levels (corporate, regional and individual).
  4. Accountable for agency ‘life cycle’ management activities for specified agency relationships including appointments, rehabilitations, terminations, and coordination on merger and acquisition activities.  Facilitates transitions to the Distribution Resource team and the Distribution Specialist team to ensure appropriate and timely implementation of contract, licensing, and agency compensation changes.
  5. Accountable for agency compensation coordination for specified agency models in collaboration with business units. Duties include:  management of specifics for contingent compensation (APS/supplemental compensation), custom compensation, agency contests/incentives and entertainment/agency recognition programs.
  6. Manages the periodic review of agency needs (including agency service model) for the unique agency structures to ensure alignment with corporate goals and competitive business strategies. This work is to be coordinated with the Distribution Program Manager and Business Unit leadership to support and align with the long term Distribution vision.  Additionally provides insight on relationships, potential impacts, and industry trends to the Distribution Leadership team and business unit leaders which includes broader attrition needs.
  7. Provides general enterprise communication of data, trends, recommendations and solutions on agency needs for specified brokers, aggregators, banks and private equity groups.  Acts as a liaison for unique agency structures and involves appropriate areas of the business as needed (including P&C operations inclusive of Surety, Westfield Bank, and Westfield Services). 
  8. Accountable for the operational management (planning, execution, results assessment and continuous improvement) for the specified agency broker, franchisor, aggregator, bank and private equity portfolio.  Facilitates interaction, resource and delivery needs with other departments as needed (including the Distribution Resource team, ARC, IT, CMI among others) to ensure appropriate and timely implementation of such needs.     
  9. Accountable for prudent management of department expenses.  Establishes department budget in accordance with corporate guidelines; manages the department expenses throughout the year and provides quarterly reforecasts and variance explanations as needed.
  1. (*) Performs other functions as assigned to support operations.
  1. 7-10 years of progressively increasing knowledge and responsibility in the P&C industry experience (related to the Independent agency system and Broker/Franchisor/Aggregator Relations).
  2. 3-5 years leading an insurance operation with experience and successful results driving key agency planning activities.
  3. Ability travel up to 50% of the time.
  4. Bachelor’s degree.
  5. Demonstrated consultative ability to effectively collaborate and influence cross-functionally and across all levels of the organization despite organizational barriers, with goal toward solution-oriented results.
  6. Proven strategic thinker with ability to translate thoughts into practical actions.
  7. Excellent oral, written and interpersonal skills resulting in the ability to interact with all employee levels, both internally and within customer organizations.
  8. Proficient use of various office and computer equipment and software packages, including Microsoft 2010.
  9. Valid driver’s license and an acceptable driving record that conforms to company standards.
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. 
  1. Ability to work effectively in an office environment for 40+ hours per week (including sitting, standing and working on a computer for extended periods of time).
  2. Ability to communicate effectively in a collaborative work environment utilizing various technologies such as:  telephone, computer, web, voice, teleconferencing, e-mail etc.
  3. Ability to travel as required.
  4. Ability to operate an automobile within the parameters of the driving policy.
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