National Practice Lead, Real Estate Insurance

• Drive the vision, strategy, and brand for HUB's Canadian Real Estate practice.
• Accountable for setting and overseeing growth goals for the Canadian Practice.
• Work with markets in coordination with the Canadian Chief Marketing Officer while building and maintaining strong relationships with key insurers.
• Creating scalable product capacity to support larger and more complex projects, including strata risks with hospitality or other hybrid exposures.
• Developing exclusive products and coverages to better protect our clients and differentiate ourselves from others
• Developing a national-level view of real estate market dynamics — both by geography and asset class — while enabling local producers to win in their competitive environments.
• Driving consistency in proposals and application standards across the organization.
• Developing a strong value proposition and ancillary services that form part of a differentiated proposition.
• Accountable for implementing all HUB sales best practices and other sales initiatives as applicable for a practice environment, including development of internal resources/experts to assist producers in closing business.

• An ability to enhance and expand relationships with key domestic insurers and explore opportunities with international carriers, including Lloyd’s of London and other specialty markets.
• Demonstrate a deep understanding of current insurer appetites and capacity and proactively identify emerging or untapped underwriting opportunities.
• Leverage market insights to influence and expand carrier participation across a range of real estate exposures, including residential, commercial, and mixed-use.
• Maintain an informed perspective on insurer strategies and decision-making processes, including risk tolerance, preferred classes of business, and geographic preferences.
• Bring deep expertise in at least one of Canada’s major residential real estate markets — ideally Toronto, Vancouver, or Montreal — with the ability and commitment to develop comparable insight and influence across the others.
• Recognized within the insurance marketplace as a high-level, credible expert by key underwriters and market partners.
• Working with clients and carriers to stay ahead of the loss trends.
• Establish monthly touchpoints with the Canadian Practice members and key Stakeholders.

• Identify and engage key internal and external stakeholders across regions, business units, and insurer partners; quickly develop an understanding of their objectives, constraints, and decision-making dynamics.
• Take a broad industry view — not limited to insurance — to proactively position the firm in line with emerging trends in real estate construction, occupancy, and risk.
• Collaborate with internal partners, including warranty and specialty teams, to identify adjacent opportunities and build integrated offerings that enhance value for clients and deepen insurer engagement.
• Support long-term exposure forecasting and capacity modeling to help carrier partners better plan and price for evolving real estate risks.
• Demonstrate comfort with ambiguity and the ability to make sound, informed decisions in a complex, decentralized environment.
• Ability to develop creative solutions such as shared and layered programs, captives, limit of loss alternatives, alternative risk financing and new capacity solutions.

• Maintain strong visibility within Canada’s broader real estate sector, actively participating in national industry associations, events, and forums to enhance the firm’s brand, credibility, and access to strategic opportunities.
• Position the firm as a thought leader and expert broker within the real estate development, ownership, and asset management communities.
• Support sales teams by identifying and tapping into key industry contacts, RFP pipelines, and project announcements — enabling earlier engagement with large-scale players and new business opportunities.
• Leverage knowledge of market trends and institutional players to shape both strategic positioning and product development.

• Identify and capitalize on opportunities to cross-sell complementary insurance products such as course of construction and wrap-up policies within the real estate portfolio.
• Leverage real estate client relationships to expand into the personal insurance space, including habitation policies for residents of strata complexes and other insured parties.
• Collaborate closely with personal and commercial lines teams to ensure seamless integration and maximize wallet share across the broader insurance portfolio.
• Assist in developing and continuing relationships with large accounts, specifically the real estate component for these properties.

• A minimum of 7-10 years of progressive, successful experience with the insurance industry, agency, brokerage or a consulting firm.
• Bachelor’s degree or relevant professional experience
• Strong technical capability enabling the identification of opportunities to enhance our offerings with specialized coverage features such as terrorism, pollution, deductible structuring, and buy-downs — helping tailor solutions to increasingly complex real estate risks.
• Bring a strong working knowledge of underwriting practices and risk selection across the residential, commercial, mixed-use, and industrial real estate spectrum.
• Demonstrate a solid understanding of claims management, actuarial analysis and settlement dynamics in the real estate space, with the ability to help shape positioning on contentious or high-value matters.
• Be recognized by prospects, clients, and underwriting partners as a technically elite broker — someone whose expertise and judgment elevate the firm’s credibility and influence in the market.
• Be comfortable working with large datasets and exposure profiles to engage in intelligent, credible conversations with insurers around catastrophic risk pricing, including earthquake and flood exposure.
• Comprehensive understanding of fronting arrangements, reinsurance and actuarial work associated with these agreements. Expertise in casualty, particularly commercial real estate. A broader understanding of commercial lines would be beneficial (financial lines, cyber, etc.)
• Prioritizing team success over personal recognition to create a culture of collaboration.
• Maintaining a client-centric perspective in all decision-making processes.
• Acting as an enabler and integrator who builds alignment and shares credit across complex, matrixed environments.
• Demonstrating strong negotiation skills is essential for managing internal and external relationships.
• Insurance Licensing or Industry Certification Requirements as required.

Hub International