Business Development Manager, Florida Regional Accounts
The Business Development Manager, Florida Regional Accounts is a growth-oriented, revenue-driving role focused on new account acquisition and expanding HOMEE’s presence across Florida-based property insurance carriers. This role is responsible for identifying, engaging, and converting new carrier relationships, while also expanding existing partnerships through increased adoption and new use cases.
Description
Job Summary
The Business Development Manager, Florida Regional Accounts is a growth-oriented, revenue-driving role focused on new account acquisition and expanding HOMEE’s presence across Florida-based property insurance carriers. This role is responsible for identifying, engaging, and converting new carrier relationships, while also expanding existing partnerships through increased adoption and new use cases.
Serving as a primary commercial lead in the region, this role owns the full sales cycle—from prospecting and discovery through deal execution and expansion. The Business Development Manager partners closely with Sales, Product, and Operations to align HOMEE’s solutions with carrier pain points, position differentiated workflows, and clearly articulate measurable business impact.
Success in this role is defined by new logo wins, pipeline generation, revenue growth, and expansion across lines of business—with a focus on building long-term, strategic partnerships that deliver sustained value beyond initial engagement.
Key Responsibilities
Revenue Ownership & Account Growth
- Own revenue growth for assigned carrier accounts, including upsell, cross-sell, and increased program utilization.
- Develop and execute account growth plans aligned to carrier priorities, claims strategy, and HOMEE product capabilities.
- Identify expansion opportunities across new claim types, programs, or carrier business units.
Strategic Account Management
- Serve as the primary commercial point of contact between HOMEE and carrier clients, building trusted relationships with Claims, Vendor Management, Innovation, and Leadership.
- Lead business reviews focused on account performance, ROI, adoption trends, and growth opportunities.
- Position HOMEE as a strategic partner, not just a vendor, by aligning solutions to carrier KPIs and long-term claims transformation initiatives.
Sales Partnership & Deal Support
- Partner with Sales on Florida-focused account expansion strategy, commercial discussions, and pricing conversations.
- Support solution positioning and workflow alignment discussions (post-sale and expansion-focused), ensuring clear articulation of value and impact.
- Lead discovery sessions to uncover carrier pain points, workflow gaps, and unmet needs that inform expansion strategy.
Data-Driven Value Storytelling
- Leverage performance analytics, KPIs, and outcome data to demonstrate value, justify expansion, and support commercial discussions.
- Participate in analytic review sessions to translate operational performance into revenue-driving insights.
- Proactively identify risks to retention or growth and lead mitigation strategies.
Internal Coordination & Execution
- Coordinate cross-functional resources (Operations, Product) to support account expansion and successful execution.
- Advocate for carrier needs internally while balancing scalability and product strategy.
- Maintain accurate account plans, forecasts, and activity tracking in CRM systems.
Required Skills & Abilities
- Strong communication skills with an ability to influence carrier stakeholders.
- Demonstrated experience owning and growing strategic accounts and existing relationships with Florida carriers.
- Ability to translate operational performance into commercial value and revenue opportunity.
- Proven consultative selling and discovery skills within complex, regulated environments.
- Comfort leading data-driven business reviews and growth discussions.
- Ability to operate independently while coordinating cross-functional teams.
- Strong judgment, business acumen, and ability to prioritize in a fast-paced environment.
- Proficiency with Microsoft Office tools (Word, Excel, PowerPoint).
- Experience with CRM platforms such as Salesforce or HubSpot preferred.
- Willingness and ability to travel to client and company locations.
Education & Experience
- Bachelor’s degree in business, marketing, or a related field preferred.
- Minimum 3-5 years of experience in the property insurance claims ecosystem.
- Prior experience in Florida carrier account management, sales, partnerships, or revenue-owning roles strongly preferred.
- Experience working with carriers and claims technology platforms required.
- Leadership or senior-level client management experience a plus.
How This Role Is Measured
- Account revenue growth and expansion
- Product adoption
- Retention and long-term partnership value
- Relationship depth and influence