Program Business Development Manager

HSB, a Munich Re company, is a specialty insurer and risk solutions provider known for its industry-leading equipment breakdown coverage. We combine deep engineering expertise with cutting-edge technology to help clients prevent loss and ensure operational resilience. Our offerings include equipment breakdown insurance and other specialty coverages (cyber, EPLI, service line, home appliances), along with a suite of risk management services powered by 1,200 engineers and inspectors, IoT sensors, AI, and predictive analytics. HSB is redefining insurance by focusing on prevention—not just protection.

This role is part of our Custom Risk Solutions division, which focuses on the fast-growing segment of the P&C market, including E&S carriers, large commercial risk writers, MGAs, programs, Lloyds, and pools. The division manages over 100 client relationships and has ambitious growth goals.

Open to all HSB/Munich Re Offices + Remote Options

About the Role

The Programs Business Development Manager is responsible for driving new business and managing strategic relationships with program administrators. The role focuses on MGAs, MGA aggregators, brokerage firms with delegated authority practices, and program managers serving the public sector.

This individual will be accountable for profitable growth through new client acquisition, cross-sell within existing accounts, and strategic account planning. The role also requires building executive-level relationships, partnering across internal teams to deliver tailored solutions, and shaping go-to-market strategies that align client priorities with HSB’s growth objectives.  Lastly, the role will ensure consistency and customer centric focus on placement of program opportunities.

Key Responsibilities

Business Development:

• Prospect for growth opportunities with new and existing program administrators, including cross-selling HSB products and expanding distribution.
• Maintain an accurate pipeline and advance opportunities from initial engagement through solution design, negotiation, and contract execution.
• Coordinate program placement with Client Integration Teams for our white-label embedded products reinsured through our client carrier relationships.
• Act as the primary liaison with our Primary and Surplus (P&S) teams for standalone programs written on HSB paper. 
• Representing Custom Risk Solutions at conferences, client events, and speaking engagements as a market-facing subject matter expert.
• Stay current on HSB offerings and develop tailored solutions that combine insurance, engineering, technology, and risk management capabilities.

Relationship Management

• Serve as the primary relationship owner for program administrator accounts and build strong relationships with C-suite and other key decision-makers.
• Develop a deep understanding of each client’s strategy, operations, priorities, and challenges to create account plans aligned with their needs and HSB’s value proposition.
• Partner with P&S and Broker Relationship Leaders of the broader Global Specialty Insurance (GSI) organization on client management and business development opportunities involving major broker relationships such as Alliant, AmWins, Aon, Brown & Brown, CRC, Gallagher, Marsh, and Ryan Specialty.
• Lead cross-functional teams in communicating client strategies and coordinating tailored solutions.

Education

• 7+ years of experience in a client-facing role within the insurance industry, with a significant portion spent in the programs space.
• Proven business development experience, including prospecting, solution design, deal negotiation, and contract execution.
• Experience managing strategic client relationships and delivering profitable growth.
• Experience leading cross-functional teams in account management or client-focused solution selling roles.
• Bachelor’s degree required or equivalent work experience; Master’s degree preferred.

Knowledge & Skills

Knowledge:

• Deep understanding of the specialty property & casualty (P&C) insurance market, particularly in segments such as MGAs, E&S, programs, and Lloyd’s.
• Solid grasp of commercial and personal lines specialty products, including equipment breakdown, cyber, EPLI, service line, and home appliance coverage.
• Familiarity with value-added services in insurance, including risk management, engineering services, and technology-based solutions (e.g., IoT, predictive analytics).

Skills:

• Strong consultative sales skills with the ability to identify client needs and tailor complex insurance and risk management solutions.
• Strong relationship management skills, with demonstrated ability to build executive-level client relationships across complex organizations.
• Strategic thinking and account-planning skills, with the ability to align client objectives to growth opportunities.
• Strong cross-functional leadership and collaboration skills in developing and delivering client solutions.
• Outstanding communication and presentation skills, capable of articulating complex insurance solutions in a compelling way to varied stakeholders.
• Proficiency in CRM tools (e.g., Salesforce/Grand Central) for managing pipelines, tracking engagements, and reporting on business development activities.

At The Hartford Steam Boiler, a subsidiary of Munich Re, we see Diversity and Inclusion as a solution to the challenges and opportunities all around us. Our goal is to foster an inclusive culture and build a workforce that reflects the customers we serve and the communities in which we live and work. We strive to provide a workplace where all of our colleagues feel respected, valued and empowered to achieve their very best every day. We recruit and develop talent with a focus on providing our customers with the most innovative products and services.   

We are an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.  The work environment characteristics, and any physical and mental requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee.  Other duties, responsibilities and activities may change or be assigned at any time with or without notice.

The Company is open to considering candidates in numerous locations, including California.  The salary range posted below applies to the Company’s Hartford CT location.

•    The salary range for this position is $ 138,400 - $203,000 plus opportunity for company bonus.  In addition, the company provides a variety of benefits to employees, including health insurance coverage, an employee wellness program, life and disability insurance, a retirement savings plan, paid holidays and paid time off (PTO).

•    The salary estimate displayed represents the typical salary range of candidates hired. Factors that may be used to determine your actual salary may include your specific skills, how many years of experience you have and comparisons to other employees already in this role. Most candidates will start in the bottom half of the range.