Agency Development Manager

Are you a phone-first sales leader who loves turning conversations into lasting agency partnerships? Join Kinsale Insurance, a leading excess and surplus (E&S) lines carrier headquartered in Richmond, VA. Through Aspera, our in-house wholesale brokerage, we work directly with retail agents on both personal and commercial lines and place business with Kinsale. We’re known for our high-quality, high-touch approach and innovative, personalized solutions that help clients manage complex risks.

As Agency Development Manager at Aspera, you’ll be a hands-on, phone-first sales leader who appoints new retail agencies, grows the production of established ones, and helps build Aspera’s sales team. You’ll shape the sales process from the ground up and help define how Aspera shows up for every agent it works with.

• Identify, recruit, and appoint new retail agencies in Aspera’s target markets and lines of business, setting clear appointment targets.
• Move prospects from first conversation to signed contract through outbound calling, email follow-up, and conference and expo follow-up, and drive pending contracts to completion.
• Onboard new agents with a welcome call, first-submission support, and a 30/60/90-day activation plan.
• Create and design the sales process, call cadences, scorecards, and CRM reporting that drive team performance.
• Monitor production for every new agency through its first year against the quote-ratio and premium goals set at appointment.
• Hold quarterly check-in calls with established agencies to review production, quote activity, and growth opportunities, and cross-sell Aspera’s additional products and lines, such as Commercial, to agencies already appointed.
• Call underperforming agents directly, diagnose the cause, and set written performance plans with specific targets and dates, escalating or reassessing agencies that do not respond.
• Build relationships by traveling to agencies, staying in touch with performing and underperforming agencies by phone, and attending industry conferences and expos.
• Work with Marketing on campaigns that re-engage agencies with decreased activity, and partner closely with Kinsale Underwriting, Marketing, and Business Development operations so agents have one consistent experience.

• Bachelor’s degree and 5+ years of experience in insurance sales, distribution, or agency/broker management.
• Working knowledge of retail agency operations and business flow from agent to wholesaler to carrier.
• Familiarity with surplus lines and commercial or personal lines products.
• Insurance producer license, or the ability to obtain and maintain the required license.
• Strong communication, coaching, and relationship-building skills, with an entrepreneurial mindset and comfort with phone-first selling.
• Proficiency with CRM tools and data-driven reporting, plus an aptitude for leveraging AI tools and emerging technologies to enhance productivity.
• Willingness to travel to agencies and industry events is a plus.

• Competitive Pay & Bonus Opportunities – Rewarding performance and initiative.
• Comprehensive Benefits – Health, dental, and vision insurance with up to $3,600 (individual) or $7,000 (family) in HSA contributions per year.
• Work-Life Balance – Generous paid time off including 22 days of PTO and 10 paid company holidays.
• Career Growth – Clear promotion paths, mentorship, and ongoing professional development.
• Retirement & Security – Up to 6% matching 401(k) contributions on base salary and bonus, standard life insurance, and disability coverage.
• Continuous Learning – Annual $3,000 reimbursement for educational training and certifications.

Kinsale values strong financial responsibility. A credit check will be conducted as part of the selection process for roles that require sound judgment, trustworthiness, or access to sensitive information.

If you’re motivated, relationship-driven, and ready to build something at Aspera, this is your opportunity to lead agency growth for a top-performing E&S insurer. Join Kinsale Insurance and grow in a company that rewards initiative, collaboration, and excellence.

Apply today and start building your future with us!

$100,000 – $150,000
This posted range is our best estimate; starting salary will be based on experience level. Additionally, the posted range reflects only base salary and does not include annual bonuses, benefits, or reimbursements.