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Practice Leader - Employee Benefits (Charlotte)

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General Description

The Practice Leader is responsible for driving continuous profitable revenue growth for their specific operation.  The Practice Leader will be a key part of the Executive Leadership Team reporting directly to Regional Leadership.


  • Execute and lead the USI Core processes of Hire, Get, Prep, Advance, Close and Keep.

  • Meet and exceed opco’s 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 who are 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 ales 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 two way cross-selling.

  • Develop internal resources / experts to assist all producers in closing business. 

  • Work with Operations Manager to enhance Value Proposition, Stewardship process and Account Management services.

  • Assist RCEO’s in finding and recruiting Acquisition candidates.

  • Drive consistent and predictable long term profitable new client relationships.

  • Responsible for distribution of suspects and 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 contingent 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

Knowledge, Skills and Abilities:

  • Minimum of 3 years of experience in Employee Benefits sales management experience

  • Proven successful sales experience is preferable

  • Strong understanding of Employee Benefits

  • Proven track record for meeting or exceeding revenue targets

  • A consultative, positive and resourceful approach to interacting with prospects, clients and associates

  • Strong visibility within the HR and benefits community

  • Highly developed organization and time management skills

  • Excellent listening skills

  • Strong written and verbal communications

  • Strong degree of self motivation

  • Goal orientated

  • Strong leadership with proven ability to build trust and work in a collaborative team environment

  • Ability to interact with senior level management and have a top level executive presence


Domestic travel to client sites typically within region


Job ID:


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