Practice Leader (Sales) - Property & Casualty at USI Holdings Corporation in Washington, DC
Practice Leader The Practice Leader is responsible for helping to drive continuous profitable growth for their specific operation. The Practice Leader is a key part of the Office / Regional Leadership team and reports directly to the Regional Property Casualty Practice Leader. This Leader can be based in our Falls Church or Bethesda / Rockville area office.
Responsibilities:
Execute and lead the USI Core processes of Hire, Get, Prep, Advance, Close and Keep. Meet and exceed top line revenue growth and Organic Growth on an annual and quarterly basis. Accountable for line of sight new and lost business forecasting for the current quarter. Strategize with Operations Manager to retain business year over year. Responsible for the ownership of pipeline management and at-risk accounts coaching producer behavior utilizing the USI Omni and Risk Assessments. Focus on recruiting, hiring and on boarding new producers capable of driving new revenues on an annualized basis. Train all new producers on the USI ONE Advantage and messaging issues/USI Solutions the financial impact and sample case studies specific to each prospect using such tools as the OMNI and the 4x4 sales execution. Lead and execute effective Engagement Platform sessions on a weekly basis for both new and established producers. Create positive synergy within practice to encourage cross-selling. Develop resources / experts to assist all producers in closing business. Work with Operations Manager to enhance Value Proposition, Stewardship process and Account Management services. Drive consistent and predictable long term profitable new client relationships. Responsible for distribution of prospects to producers by working with both the local CRM Champion supported by the USI Data Integrity Team. Assist in developing sales and marketing strategies along with communications to optimize USI's position in the marketplace. Positively and proactively represent USI in meetings, seminars, trade shows and networking events following USI National Strategy and graphic standards. Work collaboratively to maximize results in all markets. Develop positive carrier relationships with oversight of override and programs. Drive utilization and keep current all prospecting and relationship building opportunities within the company's sales force automation system (CRM). Key Performance Metrics:
Simple Net New (SNN):
New business exceeds lost business Direct contribution margins (controllable within the practice) Organic revenue growth (net of rate, exposure and acquisitions changes) Execution of USI One model Recruiting, hiring and development of team Experience, Knowledge, Skills and Abilities:
15
years in the Insurance industry including extensive experience in the insurance brokerage business Demonstrated leadership ability and experience with ability to build trust and work in a collaborative environment; minimum of 3 years of experience in Property & Casualty and risk management business Ability and gravitas to work with senior level producers effectively Strong technical understanding and grasp of Property & Casualty and risk management business A deep understanding of the entire sales and client service process Proven track record for meeting or exceeding revenue targets A consultative, positive and resourceful approach to interacting with prospects, clients and associates Ability to interact with senior level management and have a top level executive presence Strong visibility within the Property & Casualty community Highly developed organizational and time management skills Excellent listening skills Strong written and verbal communications High level of energy and personal drive; goal oriented Travel Requirements Domestic travel to client sites typically within region
Salary Range:
$250K -- $500K+
Minimum Qualification
SalesEstimated Salary: $20 to $28 per hour based on qualifications.
Responsibilities:
Execute and lead the USI Core processes of Hire, Get, Prep, Advance, Close and Keep. Meet and exceed top line revenue growth and Organic Growth on an annual and quarterly basis. Accountable for line of sight new and lost business forecasting for the current quarter. Strategize with Operations Manager to retain business year over year. Responsible for the ownership of pipeline management and at-risk accounts coaching producer behavior utilizing the USI Omni and Risk Assessments. Focus on recruiting, hiring and on boarding new producers capable of driving new revenues on an annualized basis. Train all new producers on the USI ONE Advantage and messaging issues/USI Solutions the financial impact and sample case studies specific to each prospect using such tools as the OMNI and the 4x4 sales execution. Lead and execute effective Engagement Platform sessions on a weekly basis for both new and established producers. Create positive synergy within practice to encourage cross-selling. Develop resources / experts to assist all producers in closing business. Work with Operations Manager to enhance Value Proposition, Stewardship process and Account Management services. Drive consistent and predictable long term profitable new client relationships. Responsible for distribution of prospects to producers by working with both the local CRM Champion supported by the USI Data Integrity Team. Assist in developing sales and marketing strategies along with communications to optimize USI's position in the marketplace. Positively and proactively represent USI in meetings, seminars, trade shows and networking events following USI National Strategy and graphic standards. Work collaboratively to maximize results in all markets. Develop positive carrier relationships with oversight of override and programs. Drive utilization and keep current all prospecting and relationship building opportunities within the company's sales force automation system (CRM). Key Performance Metrics:
Simple Net New (SNN):
New business exceeds lost business Direct contribution margins (controllable within the practice) Organic revenue growth (net of rate, exposure and acquisitions changes) Execution of USI One model Recruiting, hiring and development of team Experience, Knowledge, Skills and Abilities:
15
years in the Insurance industry including extensive experience in the insurance brokerage business Demonstrated leadership ability and experience with ability to build trust and work in a collaborative environment; minimum of 3 years of experience in Property & Casualty and risk management business Ability and gravitas to work with senior level producers effectively Strong technical understanding and grasp of Property & Casualty and risk management business A deep understanding of the entire sales and client service process Proven track record for meeting or exceeding revenue targets A consultative, positive and resourceful approach to interacting with prospects, clients and associates Ability to interact with senior level management and have a top level executive presence Strong visibility within the Property & Casualty community Highly developed organizational and time management skills Excellent listening skills Strong written and verbal communications High level of energy and personal drive; goal oriented Travel Requirements Domestic travel to client sites typically within region
Salary Range:
$250K -- $500K+
Minimum Qualification
SalesEstimated Salary: $20 to $28 per hour based on qualifications.
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