Business Development Account Manager
- SGI CANADA
- Job Category
- Insurance, Marketing & Communications, Sales and Business Development
- Job Type
Our President and CEO likes to refer to us as ‘the little insurance company that did.’ We’re not that small anymore and we’ve got a long history of setting goals and knocking them out of the park. Now we’re looking to our future filled with growth, transformation and change, with a keen eye towards identifying opportunities, monitoring the market, and working collaboratively with key stakeholders. The goal is to drive sustainable growth through brand recognition and forging strong relationships. As SGI CANADA looks to continue its journey into the British Columbia market, the Business Development Account Manager will be looked upon to develop lasting relationships with brokers and increase SGI’s brand recognition within the mainland.
Saskatchewan Government Insurance (SGI) is a Crown corporation that is a subsidiary of Crown Investments Corporation of Saskatchewan (CIC), employing over 2,000 people with its corporate head office located in Regina, Saskatchewan. Our operations are split between the Saskatchewan Auto Fund, which administers Saskatchewan’s auto insurance program, and SGI CANADA, a fully-competitive property and casualty insurer operating in five Canadian provinces. SGI CANADA’s property and casualty product offerings include insurance for automobiles, homes, farms and commercial enterprises. SGI CANADA also offers a non-standard auto product in Ontario under the trade name Coachman Insurance Company. The Auto Fund administers Saskatchewan’s drivers license and vehicle registration program, as well as a number of driver and vehicle safety programs.
SGI CANADA works with a network of 190 independent brokers throughout Saskatchewan, as well as 218 brokers operating in Manitoba, Alberta, British Columbia and Ontario. The Auto Fund works with a network of nearly 400 private motor license issuers throughout Saskatchewan.
In 1944, the Government of Saskatchewan created the provincial Crown corporation that is known today as SGI. It was created to make sure the people of Saskatchewan had access to affordably priced insurance with adequate and consistent coverage. At that point in time, poor economic conditions had driven many insurers out of the province.
In 1980, the compulsory vehicle insurance program for the province (the Saskatchewan Auto Fund) was separated from the competitive insurer offering additional property and casualty products (SGI CANADA), although both continued to be administered by SGI.
SGI CANADA has been operating in Manitoba since 1993. In 2001, it purchased 100% of the shares of Coachman Insurance Company operating in Ontario. It has been doing business in Alberta since 2006 and in British Columbia since 2015. In 2017, it began selling products in Ontario under the SGI CANADA brand name, in addition to the Coachman name.
SGI’s Key Goals
SGI’s areas of focus are:
We’re your insurance company, offering protection that benefits you, your family and your community.
- Accelerate growth through great customer experiences.
- Achieve the safest roads in Canada while caring for customers.
INTEGRITY Doing the right thing (by being accountable, honest, trustworthy and fair
CARING Understanding that empathy, courtesy and respect make an impact
INNOVATION Transforming how we do things today for an even more successful tomorrow
SGI CANADA growth – Accelerate sustainable, profitable growth that protects the company’s competitiveness and financial viability
Customer centricity – Develop a deeper understanding of how to increase value for customers; strengthen ability to deliver that value
Traffic safety – Prevent deaths, injuries and property damage caused by traffic collisions
Operational excellence – Enhance foundational business structures and processes, and develop employees to optimize delivery of the strategic plan. Better use of data and technology to more fully understand and serve customers - from segmentation by key customer characteristics to developing value-added services and products that meet customers’ needs – is critical to achieving our strategic business objectives.
We also recognize that, to be truly customer-centric, we must first be employee-centric. So, we’re also working to ensure employees are engaged and have the tools, training and desire to achieve corporate goals. If you’re thinking this position has a lot to do with those tools, you’re right.
Responsible for the overall account management and the relationship between brokers and SGI CANADA, including promoting and selling the company’s products, initiatives and strategic direction throughout the broker channel. Identifies opportunities for growth, prospects brokers to align to those opportunities, develops joint business plans and monitors results. Monitors market conditions, provides feedback and competitive intelligence to assist the company in achieving its corporate objectives. Works collaboratively with expertise from underwriting, analytics, product management, digital and marketing to deliver opportunities and training to their broker accounts as well as work as a team to monitor broker results against established key performance indicators (KPI’s).
Accountable to the Director, Alberta & BC Regional Operations, the Business Development Account Manager, located in Vancouver, B.C. will be looked upon for building strong and lasting relationships with brokers and other key stakeholders. The successful incumbent will have knowledge of the principles and practices of insurance, underwriting and claims policies and procedures and the various kinds of property and casualty insurance products and services (billing and technology) offered by the company. They will also have knowledge of the property and casualty insurance market in assigned jurisdictions, including the independent broker distribution channel model.
We’re looking for an individual who is driven to identify and pursue opportunities for SGI CANADA and has a vast understanding of business, marketing and sales strategies. This individual will be a technical and analytical thinker who can apply quantitative and analytical techniques to make data-driven decisions. They will also be skilled in preparing and presenting both oral and written presentations and business cases.
Education, Experience and Competencies
The ideal candidate will have at least five years in a senior technical insurance position with a successfully demonstrated background in business development within the insurance industry. They will also possess a bachelor’s degree in business administration, commerce or a related discipline. A chartered Insurance Professional designation would also be considered an asset.
The Business Development Account Manager is part of the leadership team and is responsible for ensuring that the organization maintains a viable financial position. As the Director, Alberta & BC Regional Operations will rely on the technical skills and experience of the incumbent in this role, candidates must be able to demonstrate the following technical competencies:
Accountability – Goes beyond basic expectations to implement customer/partner focused solutions
Business Acumen — Applies business fundamentals and thinks in future-oriented terms
Change Agility — Is nimble; shifts gears quickly & comfortably
Leadership — Leads self & others
Note: This section is not intended to be an exhaustive list of duties and responsibilities – other duties and responsibilities may be assigned.
Broker Account Management (70%)
- Develops and maintains effective business relationships with brokers, including understanding broker’s business model, ownership structure, and area of expertise.
- Uses internal data to provide analysis of existing business regularly to broker accounts.
- Plans, schedules and facilitates annual broker business planning sessions, establishes business goals/targets, develops and monitors broker action plans and performance results.
- Conducts quarterly reviews according to national business development standards.
- Solicits, analyzes and recommends the addition of new SGI CANADA brokers and if required, recommends the termination of appointed brokers.
- Promotes products, technology and strategic initiatives to brokers, including conducting presentations and training sessions. Works collaboratively with Underwriting, Corporate Analytics, Digital and Marketing to identify growth/efficiency opportunities best suited for brokers; develops business cases for consideration.
- Monitors purchased books of business, including analysis and reporting of results for three years. Leads and facilitates discussions on disputed claims; develops decision items when required.
- Supports the communication, change management and rollout of national and regional initiatives developed for brokers.
- Delivers existing broker programs; manages and addresses feedback resulting from program delivery. Ensures broker contract and industry compliance.
Broker Training and Support (20%)
- Coordinates broker training and support on commercial and personal line insurance products, automated insurance systems and broker compensation programs, bringing SGI CANADA expertise for delivery.
- Coordinates and attends broker training academies, seminars and councils to monitor and present.
- Promotes strategic alignment towards mutual objectives.
- Understands and communicates with marketing areas of improvement or opportunities to enhance the relationship with brokers.
External Industry Relationships (10%)
- Develops relationships with other members of the industry to monitor trends and activities in the market.
- Represents SGI CANADA at industry events.
- Solicits, collects and reports product feedback on the competitiveness of the company’s product, programs and commission/override structures.
- Actively monitors the marketplace for any relevant competitive intelligence.
We thank all interested applicants, however; only those selected to move forward will be contacted.