Head of Distribution Strategy & Program Growth - MSI

Why MSI? We thrive on solving challenges. As a leading MGA, MSI combines deep underwriting expertise with insurer risk capacity to create specialized insurance solutions that empower distribution partners to meet customers’ unique needs. We have a passion for crafting solutions for the important risks facing individuals and businesses. We offer an expanding suite of products – from fully-digital embedded renters coverage to high-value homeowners insurance to sophisticated commercial coverages, such as cyber liability and habitational property – delivered through agents, brokers, wholesalers and other brand partners.

Our partners and customers count on us to deliver exceptional service through a dedicated team that makes rapid resolutions a priority. We simplify the insurance experience through our advanced technology platform that supports every phase of the policy lifecycle. Bring on your challenges and let us show you how we build insurance better.

The Commercial Growth Leader is a senior leadership role responsible for driving strategic growth for a growing Managing General Agent (MGA) through two complementary pillars: expanding distribution through key wholesale and retail partnerships, and identifying, developing, and launching new insurance programs. The ideal candidate brings deep Property and Casualty expertise with multi-line experience across specialty markets, enabling them to evaluate program opportunities across a broad range of commercial lines. This role bridges the gap between market opportunity and internal execution, working cross-functionally with product development teams, business line leaders, marketing, and carrier/reinsurance partners to bring profitable programs to market and scale them through targeted distribution.

Business Development & Distribution

• Cultivate and maintain required relationships with key wholesale distribution partners and internal retail partners to drive program placement and premium growth.

• Represent the organization at industry associations including WSIA, Target Markets Program Administrators Association (TMPAA), and other relevant insurance industry events and conferences.

• Negotiate and manage distribution agreements, and strategic partnership agreements with favorable terms that support long-term growth objectives.

• Lead and manage the Business Development Team; provide mentoring, coaching, and ongoing training to drive individual and team performance.

• Conduct regular sales meetings, prospecting sessions, and pipeline reviews to ensure consistent activity and accountability across the team.

• Oversee sales activity and pipeline management through CRM platforms (e.g., HubSpot), driving prospect identification, campaign execution, and conversion.

Product Development & Program Strategy

• Identify new program opportunities by monitoring market trends, emerging risks, distribution gaps, and competitor activity across specialty verticals.

• Conduct market assessments for prospective programs, including evaluation of total addressable market, competitive landscape, key distribution channels, and carrier/reinsurer appetite.

• Develop business cases for new program opportunities to support leadership decision-making and carrier/reinsurer negotiations.

• Partner with internal product development teams and business line leaders to define program structures, coverage forms, underwriting guidelines, and rating frameworks for new and existing programs.

• Assist in the end-to-end program launch process — from concept through distribution rollout — coordinating across underwriting, compliance, operations, and technology.

• Collaborate with the marketing team to develop go-to-market strategies, campaigns, and promotional materials that drive producer awareness and program growth.

• Monitor and report on program performance metrics, identifying opportunities to optimize distribution, pricing, and marketing strategies.

Leadership & Cross-Functional Collaboration

• Act as a key voice of the market internally, providing leadership with ongoing intelligence on industry developments, distribution trends, and competitor positioning.

• Build and sustain a high-performance culture through recruiting, developing, and retaining a motivated and effective Business Development team.

• Work with CRMG Leadership and Business Development Leaders to align growth strategies with organizational goals and resource planning.

Qualifications, Knowledge & Experience

• Minimum 10 years of experience in the insurance industry, with significant experience in an MGA, wholesale brokerage, program administrator, or specialty carrier environment.

• 7+ years of experience in business development, sales management, or product/program development within the insurance industry.

• Deep understanding of the MGA/wholesale insurance marketplace, including program business structures, carrier relationships, and reinsurance frameworks.

• Established relationships with key wholesale distribution partners and select retail distribution partners.

• Established relationships with carrier partners and reinsurance partners operating in specialty or program business segments.

• Active involvement and relationships within WSIA, Target Markets Program Administrators Association (TMPAA), or other relevant insurance industry associations.

• Demonstrated ability to identify program opportunities and translate market insights into actionable business plans and proformas.

• Strong contract negotiation skills with prior contract negotiation experience with distribution partners required.

• Exceptional relationship-building skills with wholesale brokers, retail agents, carrier partners, and reinsurers.

• Ability to lead cross-functional teams and manage complex, multi-stakeholder initiatives from concept to launch.

• Strong analytical skills with the ability to assess market potential, evaluate program performance, and make data-driven recommendations.

• Excellent written, verbal, and interpersonal communication skills; ability to present effectively to internal leadership, carrier partners, and distribution audiences.

• Self-starter with a high degree of initiative, accountability, and the ability to influence without direct authority.

• Current P&C license as required by the applicable State Department of Insurance, or willingness and ability to obtain required licenses.

• Proficiency in Microsoft Office Suite; intermediate to advanced Excel skills; experience with CRM platforms (HubSpot or similar) and Agency Management Systems.

Working Conditions

• Ability to travel up to 50% of the time, including attendance at industry conferences, partner meetings, and distribution events.

IMPORTANT NOTICE:

This position description is intended to describe the level of work required of the person performing in the role and is not a contract. The essential responsibilities are outlined; other duties may be assigned as needs arise or as required to support the organization. All requirements may be subject to reasonable accommodation to applicants and colleagues who need them for medical or religious reasons.

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The Baldwin Group will not accept unsolicited resumes from any source other than directly from a candidate who applies on our career site. Any unsolicited resumes sent to The Baldwin Group, including unsolicited resumes sent via any source from an Agency, will not be considered and are not subject to any fees for any placement resulting from the receipt of an unsolicited resume.

Originally posted on Himalayas