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AVP Retail & Wholesale Distribution
senior · Sales & Business Development
Reports to: VP, Business Development
About the Role
We are seeking an AVP, Retail and Wholesale Distribution to lead our national retail and wholesale distribution team and drive top-line growth across our Equipment Breakdown, Cyber, and Renewable Energy product lines, with additional products expected to join the portfolio over time. This is a high-visibility leadership role managing a team that owns the day-to-day direct agent and broker relationships nationwide — the AVP is accountable for that team's strategy, performance, and results.
The ideal candidate is a field sales activation and enablement expert — someone who thrives on coaching, training, and developing business development talent, and who knows how to translate that coaching into measurable results: submission activity, new business premium growth, total gross written premium (GWP), and retention.
What You'll Do
- Lead, coach, and develop a team of 7-8 business development professionals responsible for managing agent and broker relationships across the country.
- Build and execute a national distribution strategy across Equipment Breakdown, Cyber, and Renewable Energy, with the flexibility to onboard new products as the portfolio expands.
- Design and lead sales activation and enablement programs — training curricula, coaching cadences, and performance frameworks — that build a high-performing, consultative sales team.
- Instill sales discipline and process across the team, including consistent CRM utilization, pipeline management, and agency management practices, to drive accountability and predictable production.
- Set annual production goals, submission activity targets, and new business premium growth targets for the team, while owning total gross written premium (GWP) and profitability across the book.
- Own reporting and results communication to senior management, including performance trends, pipeline health, and market intelligence.
- Cultivate and manage relationships with key trading partners, including retail agents, wholesale brokers, and MGAs, to expand distribution reach and deepen existing partnerships.
- Serve as an external face of the organization to agents and brokers, clearly communicating our value proposition and ensuring intermediaries have the support they need to do business with us.
- Represent the company at major industry conferences, trade events, and broker/agent forums.
- Partner cross-functionally with underwriting, product, marketing, and actuarial teams to align distribution strategy with appetite, pricing, and product development.
- Monitor competitive positioning, market trends, and distribution channel performance to inform strategy and identify new growth opportunities.
- Recruit, hire, and build bench strength on the distribution team, supporting succession planning and long-term team development.
Requirements
- A bachelor’s degree in sales/marketing, underwriting is preferred.
- 12+ years in the insurance industry in distribution management
- Experience working with senior management in developing tactical sales plans
- Track record in achieving key performance indicators and metrics
- Supervisory or management experience leading teams and seasoned professionals
- Experience in project and time management
- Experience in business finance (P&L)
Preferred Qualifications
- Significant experience in P&C insurance distribution and sales leadership, ideally within specialty lines (Equipment Breakdown, Cyber, or Renewable Energy experience strongly preferred).
- A demonstrated track record of building, coaching, and leading high-performing sales/business development teams.
- Deep knowledge of retail and wholesale distribution channels and how to manage agent and broker relationships effectively.
- A genuine passion for sales enablement — someone who has designed or run coaching and training programs that moved production numbers, not just delivered content.
- A track record of instilling sales discipline and process rigor within a team, including consistent CRM adoption, pipeline management, and structured agency management practices.
- Strong executive presence and relationship-building skills, with experience representing an organization externally at industry events.
- Comfort operating with autonomy while managing accountability to senior leadership through clear, data-driven reporting.
- Willingness to travel regularly to support the national team, trading partners, and industry events.
At The Hartford Steam Boiler, a subsidiary of Munich Re, we see Diversity and Inclusion as a solution to the challenges and opportunities all around us. Our goal is to foster an inclusive culture and build a workforce that reflects the customers we serve and the communities in which we live and work. We strive to provide a workplace where all of our colleagues feel respected, valued and empowered to achieve their very best every day. We recruit and develop talent with a focus on providing our customers the most innovative products and services.
We are an equal opportunity employer. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. The work environment characteristics, and any physical and mental requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.