Director of Business Development

The Role : We are seeking a Director to lead our Business Development team.

Location : We offer full time in-office hybrid and Remote flexibility.

Who we are : HUB Customer Central (HCC) is a leading insurance contact center in Canada. Our technology-driven and digital expertise is unique making us an industry trailblazer.

Why were different : In 2021 HUB won the prestigious Stevie Award for Employer of the Year - Insurance. This award recognizes the worlds best companies to work for and their ongoing commitment to the growth development and wellness of employees.

Were about communities too. HUB / HCC is committed to a formal program HUB Gives that encourages employees to donate their time creativity and passion to community causes. We believe in contributing to where we live work and play.

OBJECTIVE

This is a newly designed role at HCC focused on leading strategic growth through B2B partnerships that embed home and auto insurance products into third-party ecosystems. This role is responsible for the ongoing management and updating of the partner prospect list assessment and outreach to prospective partners. This role serves as the external face of HCC and the VIU by HUB brand to potential partners understanding our embedded business model co-creating with the CSMO solution designs both from program mechanics and financial models to drive mutually beneficial commercial agreements. Internally this role will collaborate with finance webapps operations BI compliance to ensure partnership solutions are viable scalable and compliant. Additionally this role will support the CSMO in the partner program implementations and ongoing key partner relationships post-launch ensuring all programs run smoothly and drive profitable business growth.

KEY RESPONSIBILITIES

Partnership Strategy and Market Expansion

Continue to refine and develop out the partner prospect list for embedded insurance partnerships (home and auto).

Continue to identify high-value verticals for prospecting.

Analyze emerging distribution trends in embedded insurance and competitive landscape to guide strategic focus.

Build and maintain a robust pipeline of potential partners from discovery to deal execution.

Business Development and Deal Execution

Lead outreach relationship building with potential partners.

Co-design with the CSMO partner solutions aligned with the nuances of the partners needs and ecosystems that are mutually win-wins.

Collaborate with legal and finance teams to structure contracts and financial models that strike sustainable long term growth profitability.

Support the CSMO in the overall business development sales cycle from RFP submissions initial pitch through to contract negotiations signature and implementation.

Partner Program Implementation

Work closely with internal cross-functional teams to translate partner needs into solution requirements.

Overall accountability of ensuring partner and HCC needs are accurately reflected in solution design and deliverables for launch.

Main liaison with partner throughout the implementation process to ensure they are up-to-date on progress and any issues.

Develop and maintain exceptional partner relationships.

Ensure an ongoing understanding of partner needs goals and objectives.

Act as the main point of contact for key partners ensuring their needs and expectations are met.

Address any partner challenges resolve conflicts and ensure smooth collaboration between our partners and all HCC teams.

Post-Launch Program Management and Growth :

Lead all regular partner update meetings and presentations providing updates and insights on program success and seek opportunities to grow and drive incremental revenue that meets both partner and HCCs objectives.

Ensure partner satisfaction and retention.

Accountable for the development and implementation of the annual partner program plan and budget that meets partner and HCC growth objectives. Ensure all annual plans align to a long-term strategic direction and growth forecast for each key partner.

Develop and implement ongoing program enhancements to meet growth targets.

HCC business lead on the execution of program enhancements ensuring they are on time scope / quality and budget.

Manage internal teams and resources to deliver high-quality work.

Track and analyze program performance providing data-driven insights and any recommendations to partners on a quarterly basis.

Leadership and Team Management :

Lead and mentor team members.

Provide direction and support to team members.

Foster a collaborative and positive team environment.

Financial Management :

Strong financial acumen and budget management

Support CSMO on Partner Program financial modelling and negotiations throughout the initial agreement stage.

Develop and manage annual partner program budgets.

Ensure programs are on budget and profitable.

Monitor and track program financial performance.

Experience preparing business cases and financial scenario analysis to support program enhancements.

Perform other duties as assigned.

QUALIFICATIONS

5-10 years in business development enterprise sales or partnership roles.

Demonstrated success in prospecting outreach and relationship building at senior levels (VPs founders product heads etc.)

Proven experience developing and securing key national partnerships with complex B2B digital-first solutions.

Proven track record of managing and successfully growing key strategic programs on either client or agency side.

Insurance sector experience preferred.

Experience and proficiency of digital-first programs.

Experience leading key accounts for a minimum of 3-5 years at a Senior Manager / Director level.

Minimum 10 years experience in progressive roles.

Bachelors degree in marketing business or a related field.

SKILLS & COMPETENCIES

Strong communication and interpersonal skills.

Excellent leadership and management skills.

Strategic thinking and problem-solving abilities.

Proven experience in exceptional partner relationship-building / account management and negotiation for large national companies and organizations.

Thought leadership of digital-first programs and platforms.

Ability to work under pressure and meet deadlines.

Strong project management and superior attention to detail.

WORKING ENVIRONMENT

Employees generally work in an office setting.

The majority of work is done sitting at a desk using a company issued phone and laptop computer with opportunities to move about the office when needed.

If you require assistance or accommodation during our recruitment process please notify Human Resources so that we can review and consider how we may be able to assist you based on your individual needs.

#WeAreHCC

Department Business Operations

Required Experience : 5-7 years of relevant experience

Required Travel : Up to 25%

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Required Experience :

Director

Key Skills

Business Development,Sales Experience,Direct Sales,B2B Sales,Marketing,Sales Pipeline,Salesforce,Strategic Planning,Enterprise Sales,negotiation,Lead Generation,Contracts

Employment Type : Full-Time

Experience : years

Vacancy : 1