Note: The job is a remote job and is open to candidates in USA. MSI is a leading Managing General Agent (MGA) that focuses on crafting specialized insurance solutions. The Head of Distribution Strategy & Program Growth is a senior leadership role responsible for driving strategic growth by expanding distribution partnerships and launching new insurance programs, while collaborating cross-functionally to bring profitable programs to market.
Responsibilities
- 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
- 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
- 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
Skills
- 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
Company Overview
MSI is a leading managing general agency (MGA) that thrives on solving challenges, delivering responsive service, and providing an easy insurance experience. It was founded in 2015, and is headquartered in Keller, Texas, USA, with a workforce of 501-1000 employees. Its website is https://msimga.com/.