[Remote] Head of Distribution Strategy & Program Growth - MSI

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

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