Senior Business Development Underwriter - Middle Market

92128, San Diego


Are you looking for more than just a job? Do you want to have a voice and feel a sense of belonging? At ICW Group, we hire innovative people who consistently adapt, grow and deliver. We believe in hard work, a fun work environment, and embracing creativity that only comes about when talented people collaborate to develop solutions. Our mission is to create the best insurance experience possible.

Headquartered in San Diego with regional offices located throughout the United States, ICW Group has been named for seven consecutive years as a Top 50 performing P&C company offering the stability of a large, profitable and growing company combined with a small-company entrepreneurial spirit. Our purpose-driven ethos provides team members with opportunities to contribute, develop, and belong.

The Senior Business Development Underwriter will identify, solicit, underwrite, and sell new and renewal Commercial Agribusiness accounts, and may include Commercial Middle Market, that drive profitable growth and align with targeted classes and line of business goals. This role will apply sales, technical, and analytical skills to provide insurance solutions that help ICW's customers manage risk. This role exists to ensure Company goals are met by demonstrating a thorough understanding of ICW's appetite and strategies, while using internal and external data to make appropriate individual account and portfolio risk decisions.


Drives and manages a profitable and growing book of business.

  • Drives sale of the Company's products while operating with limited daily supervision and seeking technical direction for matters outside one's authority and general expertise.
  • Develops and applies underwriting concepts including risk selection, exposure and hazard identification and control, coverage implications, and loss analysis.
  • Utilizes risk insights, data, and models to drive informed decisions at the point of sale.
  • Researches and understands pricing components and rating methodology and correlates pricing to exposure, financial, and competitive analysis.
  • Collaborates with Underwriting Assistants to provide clear and concise quote proposals and subjectivities for presentation to the agent.
  • Develops and maintains agency and broker relationships.
  • Consultatively identifies coverage gaps and aligns with ICW's suite of products and value proposition to offer a solution that provides the contract certainty the customer needs.
  • Serves as the primary Company contact and representative with existing and prospective producers.
  • Administers and monitors underwriting rules and guidelines, insurance laws, regulations, and current industry changes for all product lines.

Directs new business development and Portfolio Management.

  • Underwrites, analyzes, and generates new and renewal business.
  • Operates within a standard letter of authority for all underwriting decisions while managing a book of business, generally with moderate to high technical complexity and coordination.
  • Completes file documentation according to best practices guidelines and state regulations and can clearly explain account decisions.
  • Manages assigned portfolio to achieve gross written premium, profitability, rate, retention, targeted class, and LOB mix on new business and portfolio management goals.
  • Develops an understanding of various financial reporting information and insurance performance measures in the management of risk (Power BI).
  • Supports strategic programs to promote new products, reposition existing products and integrate diverse corporate philosophies to support overall marketing and underwriting efforts.
  • Demonstrates an understanding of the market factors that can affect pricing (i.e., competition, distribution channels, organization's growth/profit strategy, regulation, reinsurance cost or branding).
  • Champion's or participates in special projects and initiatives as directed by leadership.

Delivers superior customer service through collaborative relationships.

  • Identifies, solicits, pipelines, negotiates, and closes accounts aligned with corporate strategy for commercial Agribusiness segments, and may include Commercial Middle Market.
  • Prioritizes and develops effective relationship management and producer activities to build trust, facilitate negotiation, and secure commitment to improve bind and retention ratios.
  • Serves as a customer industry advocate with a focus on improving the customer experience by understanding their risk and offering the best end to end solution for their insurance needs.
  • Operates with a franchise perspective to identify enhanced sell opportunities and create growth within other lines of business and customer segments. Partners with other business units to deliver comprehensive insurance solutions.
  • Conducts effective presentations to agents and customers.
  • Builds and maintains rigorous sales practices using all systems including and other sales tools and disciplines as defined by best practices.
  • Develops and implements a Territory Business Plan for assigned agency partner.
  • Effectively utilizes Claims, Risk Solutions and Operations to display service and/or technical expertise to build confidence in customers to further secure business opportunities.
  • Maintains a thorough knowledge of the geographic territory assigned with regard to production sources, competitor activity, and economic and demographic idiosyncrasies.


This role does not have direct reports but may mentor and/or train junior team members.


  • Bachelor's degree from four-year college or university or equivalent experience required.
  • Minimum 3 – 7 years of standard commercial lines experience required.
  • Experience with account size $100K and above preferred.
  • Current driver's license required.


  • Demonstrated success servicing the Company's clients and building and maintaining relationships with production sources.
  • Proven sales and effective relationship management skills.
  • Ability to apply fundamental to advanced Underwriting concepts, practices, and procedures in an area of specialization.
  • Ability to read and interpret documents such as submissions, loss control reports, and standard policy form/endorsements.
  • Demonstrated ability to lead special projects.
  • Very strong organizational skill with the ability to effectively handle multiple assignments, prioritize work, and meet deadlines in a dynamic and results driven environment.
  • Knowledge of Commercial Lines coverages (CAP, Property, GL, Excess, and WC).
  • Highly motivated with a proactive approach to deliverables.
  • Working knowledge and understanding of business and financials concepts.
  • Proficient analytical skills. Ability to work in a detail-oriented environment.
  • Excellent written and verbal communication skills.
  • Ability to effectively interact and communicate with all levels of external and/or internal business partners within scope of responsibility and immediate work group.
  • Customer centric mindset to service and resolution.
  • Proficient in Microsoft products and ability to quickly master proprietary and vended software applications.
  • Strong ability to identify, analyze, and solve problems as well as the ability to learn rapidly, adapt quickly to change, exercise influence, and manage and prioritize multiple concurrent projects.
  • Ability to exercise judgment, negotiate and make sound business decisions effectively based on letter of authority.
  • Demonstrates confidence in own abilities and is comfortable taking informed risk.
  • Ability to understand and seek ways to improve the quality and results of one's work. Monitor progress against agreed upon timeline and deliverables.
  • Raise awareness if achievement of committed work may be comprised and actively engages in mitigating the situation.


The salary range listed for this position, $99,166.86 to $167,238.07, is exclusive of fringe benefits and potential bonuses. If hired at ICW Group, your final base salary compensation will be determined by factors such as skills, experience and/or education. In addition, we believe in the importance of pay equity and consider internal equity of our current team members as part of any final offer. We typically do not hire towards the maximum of the range in order to allow for future and continued salary growth. We also offer a substantial benefits package outlined below.


  • Challenging work and the ability to make a difference
  • You will have a voice and feel a sense of belonging
  • We offer a competitive benefits package, with generous medical, dental, and vision plans as well as 401K retirement plans and company match
  • Bonus potential for all positions
  • Paid Time Off with an accrual rate of 5.23 hours per pay period (equal to 17 days per year)
  • 10 paid holidays throughout the calendar year
  • Want to continue learning? We'll support you 100%

ICW Group is committed to creating a diverse environment and is proud to be an Equal Opportunity Employer. ICW Group will not discriminate against an applicant or employee on the basis of race, color, religion, national origin, ancestry, sex/gender, age, physical or mental disability, military or veteran status, genetic information, sexual orientation, gender identity, gender expression, marital status, or any other characteristic protected by applicable federal, state or local law.