Job description
AS NATIONAL DISTRIBUTION LEAD YOU WILL:
- Build and execute a national distribution strategy with the largest wholesale brokerages and retail agencies, making Counterpart their preferred partner for management and professional liability insurance.
- Drive submission growth while improving hit rates by analyzing data, choosing the right partners, and building strong relationships with wholesale brokers and retail agents.
- Partner with territory managers on the achievement of their territory budgets through joint planning, shared customer visits, knowledge sharing, and hands-on coaching.
- Create performance incentive plans and organize marketing events that motivate wholesale brokers and retail agents to actively promote Counterpart to their clients.
- Analyze market data to spot untapped opportunities with wholesale and retail partners, then develop specific growth plans to help them expand their book of business.
- Build a winning sales culture across the company by sharing best practices, coaching teams, and helping everyone think and act like a salesperson.
- Launch training programs and marketing campaigns that help both wholesale partners and retail agents understand and sell more Counterpart policies.
- Track and report competitive insights and internal performance metrics to keep leadership informed and guide better business decisions.
- Be the face of Counterpart at industry events, wholesale conferences, and retail agency meetings, showing why we’re different and better than traditional carriers.
WE LOOK FOR TEAMMATES WHO HAVE:
- Active relationships with key leaders at major wholesale brokerages (RT Specialty, CRC, Amwins, etc.) and retail agencies (Marsh, Lockton, Acrisure, etc.)
- Deep understanding of how to articulate complex value propositions that resonate with distribution partners, using data-driven storytelling to secure buy-in from senior executives
- Experience using data analytics to identify market opportunities, optimize partner selection, and build evidence-based distribution strategies
- Strong command of management and professional liability coverage (D&O, E&O, EPL, Fiduciary, Crime) with ability to translate technical features into business benefits
- Track record of transforming distribution relationships from transactional to strategic through consultative selling and value creation
- Demonstrated success launching new insurance products across multiple distribution channels using test-and-learn approaches
- Experience building business cases that quantify mutual value creation and using performance metrics to influence partner behavior and drive adoption
WHO YOU WILL WORK WITH:
- Tanner Hackett, CEO & Founder: Having founded two other major startups, including Button and Lazada, Tanner now spends his time focused on mental health through his philanthropy, Open Minded.org, in addition to reading, surfing, yoga, and enjoying the outdoors.
- Tobias Schuler, Head of Data & Analytics: Tobias was previously the Head of Data and Analytics at Digital Partners, a Munich Re company. Tobias led a team that built out data integrations, business intelligence and advanced analytics across all insurtech partners spanning various P&C lines of businesses. Tobias is also a FCAS and has built systems to enable leading class insights for underwriting, actuarial, claims and finance experts while focusing on democratizing data.
- Satwik Mysore, Risk Engineer Territory Lead: After graduating with an actuarial science degree, Satwik has spent most of his career at Travelers, where he built one of the largest and most profitable management liability books by forming strong broker relationships.
- Brad Bahler, Risk Engineer Territory Lead: Brad has over a decade of experience in management liability underwriting. He managed one of the largest books of small business management liability risks at Travelers, where he was known for his deep understanding of coverage, outstanding submission response times, and boundless enthusiasm for the space.
- Jake O’Donnell, Risk Engineer Territory Lead: Jake started his insurance career at Chubb, where he was able to develop and grow a profitable book of private-for-profit and non-profit management liability business. Jake is known for his exceptional service to industry brokers and his extensive knowledge of management liability. Jake also is a CPCU designation recipient.
- Tim Kalteux, Risk Engineer Territory Lead: With more than 2.5 decades of experience in management liability, Tim has a deep knowledge of marketing and underwriting, and a long history building meaningful and lasting broker relationships. Throughout his tenure at companies like Great American Insurance and AIG/LexPro, Tim built his expertise in underwriting, marketing and business development in the private for-profit sector.
WHAT WE OFFER
- Fully remote workplace
- Unlimited Vacation: We offer flexible time off, allowing you to take time when you need it.
- Work from Anywhere: Counterpart is a fully distributed company, meaning there is no office. We allow employees to work from wherever they do their best work, and invite the team to meet in person a couple times per year.
- Stock Options
- Health, Dental, and Vision Coverage
- 401(k) Retirement Plan
- Parental Leave
- Home Office Allowance: to set up your home office with the necessary equipment and accessories.
- Wellness Stipend
- Book stipend
- Professional Development Reimbursement
- No working birthdays: Take your birthday off, giving you the opportunity to relax, enjoy your special day, and spend time with loved ones.
- Charitable Contribution Matching
COUNTERPART’S VALUES
- Conjoin Expectations - it is the cornerstone of autonomy. Ensure you are aware of what is expected of you and clearly articulate what you expect of others.
- Speak Boldly & Honestly - the only failure is not learning from mistakes. Don’t cheat yourself and your colleagues of the feedback needed when expectations aren’t being met.
- Be Entrepreneurial - control your own destiny. Embrace action over perfection while navigating any obstacles that stand in the way of your ultimate goal.
- Practice Omotenashi (“selfless hospitality”) - trust will follow. Consider every interaction with internal and external partners an opportunity to develop trust by going above and beyond what is expected.
- Hold Nothing As Sacred - create routines but modify them routinely.Take the time to reflect on where the business is today, where it needs to go, and what you have to change in order to get there.
- Prioritize Wellness - some things should never be sacrificed. We create an environment that stretches everyone to grow and improve, which is fulfilling, but is only one part of a meaningful life.
Our estimated pay range for this role is $160,000 to $220,000. Base salary is determined by a variety of factors, including but not limited to, market data, location, internal equitability, and experience.
We are committed to being a welcoming and inclusive workplace for everyone, and we are intentional about making sure people feel respected, supported and connected at work—regardless of who you are or where you come from. We value and celebrate our differences and we believe being open about who we are allows us to do the best work of our lives.
We are an Equal Opportunity Employer. We do not discriminate against qualified applicants or employees on the basis of race, color, religion, gender identity, sex, sexual preference, sexual identity, pregnancy, national origin, ancestry, citizenship, age, marital status, physical disability, mental disability, medical condition, military status, or any other characteristic protected by federal, state, or local law, rule, or regulation.
