Vice President of Business Development

JOB SUMMARY:

Venbrook Claims Services is seeking a driven and accomplished Vice President, Business Development – Complex & Specialty Claims to lead revenue growth across Venbrook’s full suite of claims management and third party administration services. This is a senior commercial leadership role that combines deep technical claims expertise with a mandate for new client acquisition, existing account expansion, and building a high-performing business development function aligned with Venbrook Claims’ national growth objectives.

Reporting to the Head of Sales, the VP will serve as a key member of the claims leadership team and will own end-to-end sales strategy and go-to-market execution across TPA services, complex and specialty claims, excess and surplus lines, independent adjusting, catastrophe services, and SIU. The ideal candidate is a proven senior claims leader who has overseen large, complex, and high-severity TPA portfolios including commercial property, casualty, excess liability, D&O, and specialty exposures, and who brings the executive presence, established carrier relationships, and market credibility to drive sustained, scalable growth for Venbrook Claims. This leader will also serve as a trusted technical resource in client-facing settings, providing program governance expertise, financial oversight capabilities, and subject matter depth that differentiates Venbrook in competitive pursuits.

POSITION REQUIREMENTS:

Complex and Specialty Claims Expertise: Deep technical knowledge of complex, high-severity TPA claims across commercial property, casualty, excess liability, D&O, and specialty lines. Demonstrated ability to serve as an escalation point for coverage, authority, reserving, and strategic claim decisions. Fluency in exposure analysis, large loss management, delegated authority frameworks, and claims strategy as applied to TPA and managed care environments. This expertise is the foundation upon which all client-facing conversations, proposals, and partnerships are built.

P&C and Specialty Claims Oversight: Experience overseeing property, casualty, and specialty claims teams handling large-exposure, complex files. Ability to bridge commercial development and claims operations to ensure client promises are supported by delivery capability. Skilled at representing Venbrook’s handling capabilities with credibility when discussing file complexity, authority levels, litigation management strategy, and program governance. Experience with TPA operating models, trust accounts, and delegated authority programs strongly preferred.

Sales Leadership and Revenue Ownership: Demonstrated ability to build and lead a business development function from strategy through execution. Proven track record of meeting or exceeding revenue targets in a complex B2B services environment, with ownership of the full sales lifecycle from pipeline development through contract close.

Insurance Industry Expertise: Deep knowledge of the claims and TPA marketplace, including third party administration, independent adjusting, and specialty lines. Established relationships with decision-makers at insurance carriers, MGAs, captives, brokers, and self-insured organizations operating in high-exposure casualty and excess lines segments.

Strategic Market Development: Ability to identify, evaluate, and pursue new market opportunities across product lines, geographies, and client segments. Translates market intelligence and competitive dynamics into actionable sales strategy aligned with organizational priorities.

Client Relationship Management: Executive-level relationship development skills with the ability to cultivate and maintain long-term partnerships with C-suite and senior operational stakeholders. Skilled at navigating complex procurement processes and multi-stakeholder decision environments, particularly among carriers, captives, MGAs, and self-insureds managing high-severity programs. Experienced presenting claim outcomes, trends, and performance results through QBRs, stewardship meetings, and executive forums.

Financial and Program Governance: Understanding of loss funding activities, claim payment oversight, reserving practices, and trust account governance. Ability to review financial reporting tied to claim outcomes, funding utilization, and program performance. Ensures fiduciary compliance and financial transparency in partnership with Finance and Operations leadership.

Team Building and Claims Leadership: Experience recruiting, developing, and leading business development teams as well as senior adjusters and claims leaders handling complex files. Provides coaching, technical guidance, and mentorship to elevate expertise and judgment across the organization. Partners closely with Shared Services to ensure operational support, reporting accuracy, and workflow alignment.

Communication and Executive Presence: Exceptional verbal and written communication skills with the ability to develop and present compelling proposals, RFP responses, and capability presentations to senior decision-makers. Represents Venbrook Claims with credibility and professionalism in all market-facing settings.

CRM and Pipeline Management: Advanced proficiency with Salesforce or comparable CRM platforms. Skilled at building accurate pipeline forecasts, tracking team performance metrics, and delivering data-driven reporting to executive leadership.

Cross-Functional Collaboration: Ability to partner effectively with claims operations, finance, marketing, and technology teams to ensure seamless client onboarding, service delivery, and relationship continuity. Bridges commercial and operational functions to drive client satisfaction and retention.

DUTIES/RESPONSIBILITIES:

• Develop and own the annual business development strategy, revenue targets, and go-to-market plan for Venbrook Claims Services across all service lines and client segments, with particular emphasis on complex and specialty TPA programs including excess liability, D&O, commercial property, and casualty.
• Accountable for delivering against assigned annual new business revenue targets and sales quotas, with responsibility for building and executing the pipeline required to achieve growth objectives.
• Serve as senior-level technical resource and escalation point for coverage, authority, reserving, and strategic claim decisions; ensure alignment between client expectations, program intent, and Venbrook’s claims handling capabilities on large and complex accounts.
• Identify, pursue, and close new business opportunities with insurance carriers, MGAs, captives, brokers, self-insured entities, and public sector organizations, with a focus on clients managing high-severity, complex casualty, excess/umbrella, D&O, and specialty claims programs.
• Build and manage a robust sales pipeline; maintain accurate opportunity data, forecasting, and reporting within Salesforce.
• Develop and deliver executive-level presentations, proposals, and RFP responses in partnership with operations and subject matter experts; present claim outcomes, performance trends, and program results to clients through QBRs, stewardship meetings, and executive forums.
• Represent Venbrook Claims at industry conferences, associations, trade events, and client forums to drive brand visibility and relationship development.
• Establish and manage strategic partnerships and referral relationships with brokers, consultants, reinsurers, and channel partners active in the excess, surplus lines, and specialty claims marketplace.
• Collaborate with the Chief Claims Officer and executive leadership team on pricing strategy, service offerings, and competitive positioning for large-exposure programs.
• Partner with P&C and specialty claims operations leadership on client implementation and program onboarding, including authority frameworks, reporting structures, escalation protocols, and trust account governance; ensure ongoing service delivery supports retention and account expansion on high-value files.
• Monitor the competitive landscape, market trends, and client needs, particularly in the complex casualty, excess, E&S, D&O, and specialty TPA segments, to inform service innovation and sales strategy refinement.
• Develop and maintain account management discipline for existing client relationships, identifying opportunities to expand scope and deepen engagement across claims service lines.
• Provide governance and oversight of trust accounts and loss funding activities in partnership with Finance, ensuring accuracy, transparency, and fiduciary compliance across complex TPA programs.
• Lead authority reviews, file audits, and quality assurance efforts for complex and specialty claim portfolios; partner with Quality and Operations teams to identify trends, drive corrective action, and improve outcomes.
• Lead the response process for RFPs and competitive bids, coordinating internal stakeholders to produce compelling, differentiated proposals.
• Establish and report on key performance metrics including pipeline volume, win rates, revenue contribution, and client retention.
• Partner with marketing to develop thought leadership content, collateral, digital campaigns, and event strategy that support business development objectives.