The Business Development Manager (BDM) is responsible for leading a team that drives profitable growth through the broker distribution channels. Through the leadership and support of Business Development Advisors (BDAs) and Broker Enablement Specialists (BESs), the BDM oversees brokerage business plans, portfolio performance, broker relationships, broker training and onboarding, and the adoption of broker-facing tools and digital platforms across the Personal, Commercial, and Farm segments. The role provides leadership, performance oversight, and cross-functional coordination to improve top
- and bottom-line results, strengthen broker partnerships, and ensure consistent execution of business development strategies. Leadership & Team Development Establish explicit performance expectations, goals, and development plans aligned with organizational objectives. Foster a high-performance culture focused on accountability, collaboration, and continuous improvement. Conduct regular performance reviews and coaching sessions. Support succession planning and talent development within the business development function. Oversee the execution of brokerage business plans and territory growth strategies. Monitor portfolio performance and ensure alignment with profitability and growth objectives. Drive new business opportunities and organic growth initiatives across broker partners. Identify market opportunities within Personal Lines, Commercial, Mid-Market, Farm, BizPak, and BizFarm segments. Ensure effective pipeline management, sales discipline, and execution of business development activities. Coordinate initiatives with Underwriting, Broker Solutions, Operations, Marketing, Claims, Product, and other internal stakeholders. Champion continuous improvement opportunities that enhance the broker experience and support business objectives. Broker Relationship Management Provide leadership support in managing strategic broker relationships and key accounts.



Participate in executive-level meetings with broker principals, owners, and senior leadership teams. Champion a broker-centric approach that strengthens long-term partnerships and loyalty. Performance Management & Reporting Establish and monitor key performance indicators (KPIs) for business development and broker engagement activities. Analyze production results, pipeline metrics, growth trends, and broker performance. Leverage data and insights to identify risks, opportunities, and corrective actions. Hold team members accountable for achieving sales, growth, and relationship management objectives. Broker Enablement & Capability Development Support broker adoption of digital tools, platforms, and self-service capabilities. Ensure effective onboarding, education, and training programs are delivered through the BES role. Support product launches, marketing initiatives, and broker communication strategies. Post-secondary education in Business, Commerce, Marketing, or a related field. 8+ years of insurance industry experience, including broker distribution, business development, sales leadership, or relationship management. Demonstrated success leading growth initiatives and managing broker relationships. Strong understanding of Personal Lines and Commercial Insurance distribution channels. Proven ability to analyze performance metrics and translate insights into action plans. CIP, CRM, FCIP or other relevant industry designation. Experience working with broker technology platforms and digital adoption initiatives. Knowledge of Farm, Mid-Market, and Small Business insurance segments. The salary for the successful candidate will be determined by various factors including but not limited to an individual's relevant experience, knowledge, skills, along with internal equity, and market considerations. Accommodation is available on request for candidates taking part in all aspects of the selection process. We do not use artificial intelligence or automated decision-making tools in any part of our hiring process.

📌 Service Sales BDM (Canada)
🏢 Heartland Mutual Insurance
📍 Canada