Captive Insurance Specialty Practice Lead

Work Location:

Hours:

Pay Details:

TD is committed to providing fair and equitable compensation opportunities to all colleagues. Growth opportunities and skill development are defining features of the colleague experience at TD. Our compensation policies and practices have been designed to allow colleagues to progress through the salary range over time as they progress in their role. The base pay actually offered may vary based upon the candidate's skills and experience, job-related knowledge, geographic location, and other specific business and organizational needs. 

As a candidate, you are encouraged to ask compensation related questions and have an open dialogue with your recruiter who can provide you more specific details for this role.

Line of Business:

Job Description:

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:

• Bachelor's degree or progressive work experience in addition to experience below
• 10+ Years of related experience
• Series 7, Series 63 + 65 or 66
• Prior experience in leadership roles in several industry specific professional and nonprofit organizations
• Comprehensive knowledge of Captive Insurance Industry
• Captive Insurance and Risk Management professional designations required
• Ability to formulate complete investment policy statements and proposed investment policies based on actuarial projections for captive insurance Clients
• Systematic, integrated thinker
• Enterprise Business Acumen, has business credibility
• Has a personal energy and edge, creates positive turbulence and is resilient
• Strong execution skills and action oriented
• Ability to negotiate, manage relationships, and influence across business lines
• In-depth understanding of various statutory and NAIC requirements required
• Proven personal sales management ability, with sales management experience preferred
• Strong interpersonal and relationship management skills required
• Ability to coach and mentor members on the team for personal and professional enrichment
• Excellent communication skills, both written and verbal

Physical Requirements:

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

• Domestic Travel – Occasional
• International Travel – Never
• Performing sedentary work – Continuous
• Performing multiple tasks – Continuous
• Operating standard office equipment - Continuous
• Responding quickly to sounds – Occasional
• Sitting – Continuous
• Standing – Occasional
• Walking – Occasional
• Moving safely in confined spaces – Occasional
• Lifting/Carrying (under 25 lbs.) – Occasional
• Lifting/Carrying (over 25 lbs.) – Never
• Squatting – Occasional
• Bending – Occasional
• Kneeling – Never
• Crawling – Never
• Climbing – Never
• Reaching overhead – Never
• Reaching forward – Occasional
• Pushing – Never
• Pulling – Never
• Twisting – Never
• Concentrating for long periods of time – Continuous
• Applying common sense to deal with problems involving standardized situations – Continuous
• Reading, writing and comprehending instructions – Continuous
• Adding, subtracting, multiplying and dividing – Continuous

The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties and skills required. The listed or specified responsibilities & duties are considered essential functions for ADA purposes.

Who We Are:
TD is one of the world's leading global financial institutions and is the fifth largest bank in North America by branches/stores. Every day, we deliver legendary customer experiences to over 27 million households and businesses in Canada, the United States and around the world. More than 95,000 TD colleagues bring their skills, talent, and creativity to the Bank, those we serve, and the economies we support. We are guided by our vision to Be the Better Bank and our purpose to enrich the lives of our customers, communities and colleagues. 

TD is deeply committed to being a leader in customer experience, that is why we believe that all colleagues, no matter where they work, are customer facing. As we build our business and deliver on our strategy, we are innovating to enhance the customer experience and build capabilities to shape the future of banking. Whether you’ve got years of banking experience or are just starting your career in financial services, we can help you realize your potential. Through regular leadership and development conversations to mentorship and training programs, we’re here to support you towards your goals. As an organization, we keep growing – and so will you.

Our Total Rewards Package

Our Total Rewards package reflects the investments we make in our colleagues to help them and their families achieve their financial, physical and mental well-being goals. Total Rewards at TD includes base salary and variable compensation/incentive awards (e.g., eligibility for cash and/or equity incentive awards, generally through participation in an incentive plan) and several other key plans such as health and well-being benefits, savings and retirement programs, paid time off (including Vacation PTO, Flex PTO, and Holiday PTO), banking benefits and discounts, career development, and reward and recognition. Learn more

Additional Information:
We’re delighted that you’re considering building a career with TD. Through regular development conversations, training programs, and a competitive benefits plan, we’re committed to providing the support our colleagues need to thrive both at work and at home.

Colleague Development
If you’re interested in a specific career path or are looking to build certain skills, we want to help you succeed. You’ll have regular career, development, and performance conversations with your manager, as well as access to an online learning platform and a variety of mentoring programs to help you unlock future opportunities. Whether you have a passion for helping customers and want to expand your experience, or you want to coach and inspire your colleagues, there are many different career paths within our organization at TD – and we’re committed to helping you identify opportunities that support your goals.

Training & Onboarding
We will provide training and onboarding sessions to ensure that you’ve got everything you need to succeed in your new role.

Interview Process
We’ll reach out to candidates of interest to schedule an interview. We do our best to communicate outcomes to all applicants by email or phone call.

Accommodation

TD Bank is 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, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law.

If you are an applicant with a disability and need accommodations to complete the application process, please email TD Bank US Workplace Accommodations Program at USWAPTDO@td.com.  Include your full name, best way to reach you and the accommodation needed to assist you with the applicant process.