Carrier Performance Manager

The Carrier Performance Manager (CPM) is responsible for owning and optimizing relationships with assigned insurance carrier partners. This role drives carrier performance through a combination of relationship management, negotiation, performance ownership, strategic growth and cross-functional execution.

Each CPM serves as the owner of performance outcomes for their assigned carrier portfolio, with accountability for growth, profitability, and operational execution. This includes influencing carrier behavior, structuring and enforcing agreements, and ensuring alignment between carrier appetite, company strategy, and field execution.

The Carrier Performance Manager partners closely with internal stakeholders and carrier partners to maximize the value of each carrier relationship. This role requires strong business judgment, structured problem-solving, and the ability to influence outcomes both externally (carriers) and internally (Sales, Operations, Product, Finance).

The CPM is responsible for translating strategic priorities into carrier-specific actions, managing performance against defined metrics, and ensuring that commitments are clearly defined, measured, and enforced.

Job Responsibilities:

Carrier Relationship & Performance Ownership

• Own end-to-end relationships with assigned carriers, including executive engagement and escalation management, obtaining exclusive access to carrier executives 
• Drive performance outcomes across growth, profitability, and portfolio diversification
• Ensure alignment between carrier economics, company strategy, and field execution

Negotiation & Deal Management

• Structure and negotiate carrier agreements, including commissions, incentives, and performance terms
• Develop objective perspectives based on data (e.g., internal: performance data, external: market data/context) 
• Ensure commitments are clearly defined, tracked, and enforced

Performance Management & Business Reviews

• Monitor carrier performance and identify trends, risks, and opportunities
• Lead recurring business reviews (QBRs/MBRs) to align on performance and action plans
• Partner with analytics and operations to generate insights and drive accountability

Market Intelligence & Field Enablement

• Translate carrier appetite into clear guidance, placement strategies, and guardrails for the field
• Monitor market trends and carrier dynamics to inform decision-making and negotiation strategy
• Act as a bridge between carriers and internal teams to reduce friction and improve execution

Cross-Functional Leadership & Problem Solving

• Partner with Sales, Operations, Product, and Finance to drive aligned execution
• Proactively identify and resolve issues impacting carrier performance
• Use structured problem-solving to address complex, ambiguous challenges