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Director of Business Development - Carrier Relations, Dovetail Insurance

Location: New York, New York, United States

Secondary Locations: Philadelphia,Pennsylvania,United States;Chicago,Illinois,United States;Atlanta,Georgia,United States;Columbia,South Carolina,United States;

Company: Marsh

Job ID R_024289-en

Director Business Development -  Carrier Relations, Dovetail Insurance

Formed in 2006, Dovetail envisioned a faster way to process insurance transactions. With an experienced insurance operations team, Dovetail continues to deliver advanced, technology-based services and solutions with as much innovation as ever. Dovetail is based in Columbia, South Carolina and offers its services across all states in the US. 

This role is responsible for the growth of profitable new carrier relationships at Dovetail Insurance, including the development of all aspects of a clear sales process, from pre-sale through presentation, close, onboarding and institutionalization. Dovetail provides a growing range of insurance products for businesses and organizations, matching the right carrier with the right customer via a broad agent network


  • Drive increased revenue and profitability in support of Dovetail’s aggressive growth targets
  • Executes sales disciplines and best practices, including cold calls
  • Qualifies prospects based on Dovetail’s guidelines for new business
  • Identifies external and internal referral sources and partners closely with those resources
  • Lead the creation of sales proposals and presentations and works with the referral source partner to coordinate the delivery of those presentations to prospects
  • Participate in new business contract negotiations and Client Relationship Management
  • Transitions carriers from successful close to a Client Executive or Account Manager and supports the Client Executive in implementation of new business deals and remains engaged supporting expanded business opportunities and account stewardship
  • Utilizes information sources internally and externally to gather appropriate data to properly position Dovetail to succeed in the market
  • Organizational Coordination - Identifies and actively pursues new business opportunities, engaging and leveraging Dovetail and Marsh leadership as appropriate
  • Develops sales strategies for increasing target market sales and manages the execution of those strategies
  • Identifies and cultivates potential referral sources and develops relationships through personal contact and presentation of the company’s resources
  • Generates additional revenue opportunities by introducing and leveraging other Marsh products and services as appropriate
  • Participates in relevant events and conferences that enhance the reputation and increase opportunities for Dovetail
  • Product Development  - Provide market feedback to the company leadership regarding

    competitive offerings, prospect needs and generate product development ideas.

  • Builds a sales process and discipline for Dovetail Insurance, including development of core presentations, graphics, Stewardship Report and Carrier Reports, working with Dovetail, Victor and Marsh resources
  • Ensures all regulatory requirements are met and complies with all internal policies and procedures
  • Monitoring competitors and reviewing Dovetail’s offering in light of competitors developments 


  • Minimum of ten years of successful sales experience
  • Experience in insurance technology, carrier relationship management or related fields
  • Competency in Microsoft Office and Salesforce
  • Excellent negotiation skills, and a proven track record of success in complex and lengthy sales cycle opportunities
  • Experience in working with senior management to align sales strategies and solutions
  • Excellent verbal and written communication skills

 Marsh & McLennan Companies offers competitive salaries and comprehensive benefits.  For more information about our company, please visit us at:  We embrace a culture that celebrates and promotes the many backgrounds, heritages and perspectives of our colleagues and clients. For more information, please visit us at:

Marsh & McLennan Companies and its Affiliates are EOE Minority/Female/Disability

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