Job Description

Head Of Business Development

Comprehensive Brokerage Services (CBS) is a Brokerage General Agency (BGA) specializing in life insurance and related financial products. CBS offers enhanced services to meet the insurance needs of independent financial professionals and their clients. CBS is owned by Kestra Holdings, an industry-leading wealth management platform for independent financial professionals nationwide. Our advisor-focused culture is built on innovation and advocacy, enabling advisors to offer comprehensive securities and investment advisory solutions to their clients.

Lead with Purpose. Partner with Impact This role is responsible for elevating the performance of the Insurance Specialist team, driving strategic business development, and serving as a senior execution partner to CBS leadership. The position combines day‑to‑day IS management, advisor and firm growth initiatives, and executive‑level coordination across advanced sales, marketing, and firm leadership. Success is defined by stronger IS execution, deeper advisor and firm penetration, and the addition of high‑quality new financial services firm relationships.

The Head of Business Development is a leadership role responsible for driving firm-wide growth through strong execution, people leadership, and strategic business development. This role leads the Insurance Specialist team, expands relationships with high-quality advisory firms, and partners closely with executive leadership to turn strategy into results. Success in this role is defined by improved sales execution, deeper advisor and firm engagement, and the addition of new, high-quality RIA relationships. This is not an individual contributor sales role. The focus is on leadership, coaching, process discipline, and growth strategy. This is a leadership and business development role with no personal case production responsibility. The focus is on people, process, execution, and growth. Must live in or near the Minneapolis–St. Paul metro area. This role requires regular in‑person collaboration with the Insurance Specialist team and CBS leadership.

What You'll Do:

• Own the day‑to‑day leadership of the Insurance Specialist team.
• Lead weekly pipeline reviews and enforce activity standards across the full funnel, including quoting activity, application volume, placement efficiency, and overall case quality.
• Drive consistent improvement in case design, advisor engagement, and penetration within assigned accounts.
• Partner with leadership on hiring, onboarding, performance management, territory and account assignments.
• Develop Insurance Specialist capability through coaching, shadowing, structured training, and practical playbooks.
• Hold Insurance Specialists accountable to individual business plans and agreed execution standards.
• Lead efforts to attract new relationships and deepen existing accounts.
• For new relationships, focus on positioning the CBS story with RIAs and advancing opportunities to the point where firm leadership can close.
• Target the addition of at least one large, high‑quality RIA relationship per quarter.
• For existing accounts, increase penetration by advisor count, case count, and product mix.
• Drive strategic and tactical business planning for key accounts, including executive outreach, joint calls, roadshows, and coordinated efforts through the Insurance Specialist team.
• Leverage conferences, referrals, outbound outreach, and disciplined follow‑up to create and advance opportunities.
• Ensure strong preparation before conferences, effective execution on site, and structured follow‑up afterward.
• Serve as a liaison between Insurance Specialists, advanced sales, marketing, and CBS leadership.
• Translate strategy into execution across teams.
• Partner with marketing on advisor‑facing initiatives, conference strategy, and messaging alignment.
• Work closely with advanced planning to ensure appropriate escalation and integration on complex cases. Participate as a member of the CBS Brokerage leadership team.

Operating rhythm and success measures

• First 90 days Develop a deep understanding of the CBS business, team, and growth priorities. Build strong working relationships with Insurance Specialists and leadership. Learn the advisor and client base, including where CBS has been most successful and where improvement is needed. Take ownership of weekly pipeline reviews. Enforce monthly business plans and quarterly account plans. Conduct ride‑alongs and coaching as needed. Establish credibility internally and externally.
• Ongoing cadence Lead weekly pipeline and activity reviews. Enforce monthly Insurance Specialist business plans and quarterly key account plans. Improve funnel performance from quote through placement. Increase advisor and firm penetration. Advance RIA opportunities to leadership handoff. Support conference planning, execution, and follow‑up.
• Travel expectations Approximately 25 percent, including conferences, advisor and client meetings, and ride‑alongs.

What You Bring :

• 5+ years of experience as a life or annuity wholesaler or similar senior insurance sales role
• Strong technical insurance knowledge and case design expertise
• Proven ability to lead, coach, and manage sales professionals
• Experience working directly with financial advisors and senior firm leadership
• Strong executive presence and communication skills
• Experience working at a brokerage general agency (BGA)
• Series 6 and Series 63
• Wholesaler experience. Experience working at a brokerage general agency preferred.

Internal Application Policy:

Internal applicants must be in good standing and have a minimum of 1 year of service with Kestra. Internal applicants must also have a minimum of 1 year service in current role unless approved by EVP.

Benefits to support you:

• Competitive pay and benefits with a large employer (over 1600 employees nationwide)
• 401(k), health insurance, and a competitive benefits package
• Work in a supportive, collaborative environment committed to professional excellence
• Help clients navigate meaningful financial decisions with confidence
• Opportunities for training, development, and long-term growth within the firm
• Tuition reimbursement for qualified expenses

Kestra Values: Our Mission is Powering Financial Independence, enabling the growth and success of investing clients and the advisors who serve them. We do that by living our values: Serve, Make it Happen, and One team.

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