Business Development Manager, Insurance

Who we are:

Geotab ® is a global leader in IoT and connected transportation and certified “Great Place to Work™.” We are a company of diverse and talented individuals who work together to help businesses grow and succeed, and increase the safety and sustainability of our communities.

Geotab is advancing security, connecting commercial vehicles to the internet and providing web-based analytics to help customers better manage their fleets. Geotab’s open platform and Geotab Marketplace ®, offering hundreds of third-party solution options, allows both small and large businesses to automate operations by integrating vehicle data with their other data assets. Processing billions of data points a day, Geotab leverages data analytics and machine learning to improve productivity, optimize fleets through the reduction of fuel consumption, enhance driver safety and achieve strong compliance to regulatory changes. 

Our team is growing and we’re looking for people who follow their passion, think differently and want to make an impact.  Ours is a fast paced, ever changing environment. Geotabbers accept that challenge and are willing to take on new tasks and activities - ones that may not always be described in the initial job description. Join us for a fulfilling career with opportunities to innovate, great benefits, and our fun and inclusive work culture. Reach your full potential with Geotab. To see what it’s like to be a Geotabber, check out our blog and follow us @InsideGeotab on Instagram. Join our talent network to learn more about job opportunities and company news.

Geotab cares about your safety. You may be required to be vaccinated based on the nature of your work (ex: travel requirements) or due to changing local governmental health requirements.

Who you are:

We are always looking for amazing talent who can contribute to our growth and deliver results! Geotab is seeking a Business Development Manager, Insurance who will be responsible for the growth and development of strategic business relationships in the Insurance channel, providing vision for sales strategies and the associated execution plan. If you love technology, and are keen to join an industry leader — we would love to hear from you!

What you’ll do:

As a Business Development Manager you will have a global scope with a focus of efforts in North America on insurance, risk management business and insurance Marketplace Partner onboarding & support in order to drive sustainable financial growth and develop strong relationships with customers. Your core areas of responsibility will be: Insurance and Fleet Risk Management Subject Matter Expertise; Curate assigned portfolio; Insurance partner relationship onboarding & management; Drive Partner success; Risk management direct-to-fleet sales support.

The industry specific expertise we are looking for in the ideal candidate is an understanding of insurtech, insurance, telematics, risk management, safety & claims products. A willingness to collaborate with insurance companies, brokers, claims and fleet organizations to deliver underwriting and claim supportive solutions.

• Create, evaluate, and implement strategic business plans for the growth and development of opportunities within the assigned market.
• Initiate, lead and manage the end-to-end process as the subject matter expert (SME) to build, qualify and establish cooperative contracts for Geotab’s sales channels to execute against.
• Devise and deploy all business development goals and objectives pertaining to the assigned market including the preparation of sales targets and budgets.
• Identify and convert fleet leads from business partners for assigned insurance companies and brokers.
• Monitor and update business development activity within associated tools and maintain a pipeline of activity through the development of partners, contracts, and resellers.
• Use knowledge of the market and competitors to identify and develop Geotab’s unique selling propositions and differentiators.
• Provide expert leadership and guidance as SME: Develop a deep knowledge base of the insurance & claims industry and maintain top-of-mind awareness of trends and shifts; Effectively communicate the value of Marketplace to potential new Insurance Partners and persuade them to join the Marketplace ecosystem; Risk management direct-to-fleet sales support with BDMs, PAMs & Resellers; Stay informed on the current competitive landscape in the category including leaders and startups; Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership and identify potential new business opportunities; Be available to Partner Account Managers (PAMs) & Resellers to educate and share knowledge as SME.
• Manage and nurture the relationship with Insurance Partners: Engage and collaborate with the teams involved with Partner onboarding; Lead the Partner through the onboarding process; Encourage Partners to use Geotab’s latest API’s where applicable and to pursue deep integrations, keeping the end user experience at the forefront; Attend weekly shared services meetings; Continue to develop Partner relationships, schedule regular phone calls and touch point meetings post-launch activities.
• Drive Insurance Partner success in the Marketplace: Conduct quarterly business reviews with the Partners to review their performance on the Marketplace platform; Ensure Partners are held accountable to agreed upon standards during the onboarding process (e.g. security, support service levels, etc.); Review with Partners any escalations or feedback from Resellers, identify areas to improve the overall end customer experience; Drive collaboration between Partner and the Marketplace marketing team; Support CEMs and Resellers they engage with to understand Marketplace Partners and solutions.

• 5-8 years experience in sales, business development or a similar role  - Insurance Industry experience required
• Proven track record in developing new sales and accounts.
• Experience in telematics, insurance, risk management, safety or claims preferred.
• Strong aptitude for understanding technical and business requirements.
• Able to anticipate and understand insurance partner’s & customer’s needs and provide viable solutions.
• A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and relationship management skills.
• Excellent verbal and written communication skills, including comfort with delivering presentations and training.
• Strong project management skills; able to identify needs, develop effective solutions and manage projects through to completion.
• Strong analytical skills with the ability to problem solve to well-judged decisions.
• Strong time management skills, an effective multi-tasker. 
• Must stay relevant to technology and should have the flexibility to adapt to the growing technology and market demands.
• Technical competence using software programs, including, but not limited to, Google Suite for business (Sheets, Docs, Slides), Customer Relationship Management (CRM) tools.
• Ability to travel internationally.

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If you got this far, we hope you're feeling excited about this role! Even if you don't feel you meet every single requirement, we still encourage you to apply.

Why job seekers choose Geotab:

Work from home and flex work arrangements

Home office reimbursement program

Baby bonus & parental leave top up program

Online learning and networking opportunities

Electric vehicle purchase incentive program

Competitive medical and dental benefits

Retirement savings program

*The above are offered to full-time permanent employees only

How we work:

At Geotab, we have adopted a flexible first working model in that we have systems, functions, programs and policies in place to support both in-person and virtual work. However, you are welcomed and encouraged to come into our beautiful, safe, clean offices as often as you like. When working from home, you are required to have a reliable internet connection with at least 50mb DL/10mb UL. Virtual work is supported with cloud-based applications, collaboration tools and asynchronous working. The health and safety of employees are a top priority. We encourage work-life balance and keep the Geotab culture going strong with online social events, chat rooms and gatherings. Join us and help reshape the future of technology!

We believe that ensuring diversity is fundamental to our future growth and progress and is an integral part of our business. We believe that success happens where new ideas can flourish – in an environment that is rich in diversity and a place where people from various backgrounds can work together. Geotab encourages applications from all qualified individuals.  We are committed to accommodating people with disabilities during the recruitment and assessment processes and when people are hired. We will ensure the accessibility needs of employees with disabilities are taken into account as part of performance management, career development, training and redeployment processes. If you require accommodation at any stage of the application process or want more information about our diversity and inclusion as well as accommodation policies and practices, please contact us at careers@geotab.com. Click here to learn more about what happens with your personal data.