Captive Insurance Specialty Practice Lead

Pcs Regional Captive Account Manager

The PCS Regional Captive Account Manager manages a highly specialized line of business for the Wealth Group on a national and international scope. Manages complex insurance programs licensed as captive insurers. Responsible for client retention, relationship management and oversight on account administration for captive line of business. Leads the business development efforts of large multi-national companies domiciled domestically and offshore. Participates in leadership roles in associations that support the captive industry through networking, lobbying and education. Works with RWL and market Institutional RM designee to expand captive efforts through the Commercial and CSB. Train Institutional RM and IA in selling captive solutions.

Depth & Scope :

• Concentrates on the development of business with mature Captive portfolios. Captives licensed over 5 years have larger investment portfolios to manage
• Partners with retirement plans, corporate trust and institutional sales to complement the captive insurance line of business
• Introduces Self sourced Companies with captives to internal business partners across TD footprint
• Responsible for training institutional RM designee's and IA's in the sale implementation and management of captive accounts
• Leads the training and implementation of captive solutions to the designated RM's and IA's in local markets. Selectively participates in direct sales. Coaches on preparation, presentation, follow up and service
• Responsible for presenting at annual captive board meetings to large parent organizations and associations and for coaching Institutional IA's to present to next tier accounts
• Conducts annual relationship / investment review meetings with finance committees, subscriber advisory committees and Boards of Directors for captive insurance Clients
• Deepens the Client experience with specialized accounting for 4-4-5, FASB 157 and Schedule D reporting requirements
• Presents sample Investment Policy Statements and Proposed Portfolios to prospects that illustrate our working knowledge of industry payment patterns and lines of insurance business specific to tail coverages
• Responds to RFP requests for captive insurance Clients and attend finals presentations across U.S
• Evaluates sales results, activities and expenses for Institutional Account Advisor to remain on target
• Organizes and leads the annual Vermont Captive Conference sponsorships, receptions, marketing initiatives for all TD business partners including wealth management, commercial, cash management, retail and insurance
• Leads the Captive Insurance Team as the point person for all captive referrals from outside centers of influence for all products and services provided by TD Bank, N.A
• Manages the new business efforts for investment management services to cells in Northgroup Sponsored Captive. Northgroup is TD Bank's sponsored captive program licensed in the Vermont domicile
• Participates in leadership roles as a Board of Director and Committee Chair for various nonprofit organizations
• Actively promotes all of the divisions of TD in concert with the promotion of the Vermont Captive Domicile
• Reciprocates with introductions to our largest captive insurance Clients and their multi-national parent companies
• Participates in the launch of our One Wealth Strategy to our internal business partners
• Manages expenses to budget for Captive Insurance line of business
• Manages client retention to generate approximately $2 million in revenue for Captive Insurance line of business
• Monitors sales plan results for Institutional Account Advisor
• Recommends annual sponsorships and proposed changes to Captive Conference budget for education and networking
• Recommends the pricing structure on all Captive Insurance new business opportunities
• Solicits financial support from internal business partners in commercial lending and insurance to co-sponsor client events in the Captive Domicile
• Attends internal sales training and development as required and keeps current on the markets, economy and industry specifics
• Educates internal business partners, members of Institutional Sales Team and One Wealth partners on Captive Insurance
• Sells Captive Insurance, Institutional Wealth Management and other Company products and services that meet our criteria
• Serves as an expert in captive insurance to answer complex questions and add value to our captive services
• Maintains SalesForce for activity management, client database and pipeline information

Education & Experience :

Physical Requirements :

Never : 0%; Occasional : 1-33%; Frequent : 34-66%; Continuous : 67-100%