Since 2000, Crum & Forster’s Accident & Health division (A&H) has offered a diverse portfolio of specialty insurance and reinsurance products nationwide. We place a strong focus on product development and creative distribution methods, along with excellent client service and support.

In addition to our robust domestic portfolio, which spans both special risk and medical solutions, A&H works on an international basis through various partnerships. Our global capabilities provide our partners with even broader flexibility in underwriting solutions.

The qualities and capabilities of Crum & Forster Accident & Health demonstrate our philosophy of building meaningful, long-term partnerships and our dedication to providing alternative strategies in an ever-changing insurance market.

The A&H Medical Business Unit (MBU) takes a full-spectrum approach to designing and servicing a robust slate of products tailored to needs in Employer Stop Loss, Excess Medical, Life, and Ancillary and Supplemental benefits. Our diversified business model includes program partnerships as well as direct sales in Employer Stop Loss. At year-end 2023, the MBU recorded $741M in gross premium written.

Information about the Role, Line of Business and Team:

This position is responsible for leading and achieving premium growth for the Crum & Forster Stop Loss (CFSL) team on a national basis consistent with overall Medical Business Unit (MBU) objectives, all while leading the Sales team and provide ongoing training and support to help meet individual and team sales and profitability objectives.

What you will do:

• Manage national CFSL Sales team, drive and role model the A&H culture, values and core competencies within their team to build a high-performance culture and provide coaching and performance feedback.
• Develop, coordinate and be accountable for achieving annual and longer-term business plans on a national basis for all CFSL Sales regions in conjunction with CFSL and MBU leadership focusing on new business sales, renewal persistency, loss ratio and close ratio.
• Establish a detailed understanding of and be able to clearly articulate CFSL's ESL products and services, value proposition, risk appetite, profitability and performance goals. Ensure sales team understands and can clearly communicate these goals.
• Establish detailed knowledge of existing CFSL producers; support sales team in strengthening C&F relationship through participation in producer calls and visits to retain desirable business.
• Ensure new production sources align with company strategy and financial objectives
• Coordinate with underwriting leadership and work with the Sales team to improve underperforming producers or to better allocate resources and producer focus.
• Ensure consistent flow of communication and workflow alignment between CFSL Sales and Underwriting, Claims, and other CFSL functional teams.
• Understand and mitigate potential channel conflicts across C&F ESL portfolio
• Identify customer needs and collaborate across the organization to design innovative solutions.  Create and implement sales strategies to develop new production sources through cross selling and producer sourcing tools to achieve regional and national sales goals.
• Coordinate C&F representation at multiple industry events each year including attendance at many of the events.
• Build and maintain positive and collaborative relationships within all areas of the organization.
• Lead and coordinate CFSL sales team participation in regular sales/underwriting meetings and other communication forums critical to the success of the collective team.
• Ensure sales feedback, reporting and forecasting tools are current and complete for all quote opportunities. On a regular basis, review block and producer analysis on designated producer metrics to ensure CFSL and producer accountability.
• Coordination with C&F Marketing and Communications teams to develop current and future industry data and marketing collateral.
• Maintain awareness of market trends, products, market participants and competitive practices, identify emerging threats to the department, analyze and evaluate new developments and trends in the market to identify business potential.
• Key Participant in strategic discussions and initiatives to ensure CFSL sales team is aligned with MBU/A&H goals.
• Participate in continued education to further their knowledge of Crum & Forster’s product offerings.
• Manage territory updates to ensure consistency across team.
• Oversee sales compensation and incentive programs.
• Establish and manage Sales team budgets.
• Drive and role model the A&H culture, values and C&F core competencies within their team

What YOU will bring to C&F:

• Advanced knowledge of Employer Stop Loss, including underwriting terminology and process, key market participants, and competitive landscape.
• Strong knowledge of and ability to employ successful selling methods and techniques for stop loss and other A&H products including the development of marketing strategies and sales presentations.
• Exceptional relationship-building and interpersonal skills
• Excellent verbal and written communication skills
• Strong leadership and management skills
• Excellent organizational and time management skills with ability to multi-task with an emphasis on quality and customer service
• Strong negotiation and influencing skills

Requirements:

• Bachelor's degree from an Accredited institution required and advanced degree a plus
• Industry designations applicable to area of specialization a plus
• 12+ years of related work experience in underwriting and/or sales
• Strong computer skills and Microsoft Office skills including Outlook, Word, Excel and PowerPoint
• Knowledge of Connexure a plus
• 50% Travel required

• 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. Our programs are focused on your whole family’s wellness, including your physical, mental and financial wellbeing
• A core C&F tenet is owning your career development, so we provide a wealth of ways for you to keep learning, including tuition reimbursement, industry-related certifications and professional training to keep you progressing on your chosen path
• A dynamic, ambitious, fun and exciting work environment
• We believe you do well by doing good and want to encourage a spirit of social and community responsibility, matching donation program, volunteer opportunities, and an employee-driven corporate giving program that lets you participate and support your community

We value inclusivity and diversity. We are committed to equal employment opportunity and welcome everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. If you require special accommodation, please let us know.

For California Residents Only:  Information collected and processed as part of your career profile and any job applications you choose to submit are subject to our privacy notices and policies, visit https://www.cfins.com/onlineprivacypolicy/ca/noticeatcollection/ for more information.

Crum & Forster is committed to ensuring a workplace free from discriminatory pay disparities and complying with applicable pay equity laws.  Salary ranges are available for all positions at this location, taking into account roles with a comparable level of responsibility and impact in the relevant labor market and these salary ranges are regularly reviewed and adjusted in accordance with prevailing market conditions. The annualized base pay for the advertised position, located in the specified area, ranges from a minimum of $123,200.00 to a maximum of $231,800.00. The actual compensation is determined by various factors, including but not limited to the market pay for the jobs at each level, the responsibilities and skills required for each job, and the employee’s contribution (performance) in that role. To be considered within market range, a salary is at or above the minimum of the range. You may also have the opportunity to participate in discretionary equity (stock) based compensation and/or performance-based variable pay programs.

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