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Employee Benefits Practice Leader

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General Description

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


  • Execute and lead the USI Core processes of Get, Prep, Close and Keep.
  • Meet and exceed opco's top line revenue growth of 20% and Organic Growth of 10% on an annual and quarterly basis.
  • Accountable for line of sight new and lost business forecasting for the current quarter.
  • Responsible for the management of Producers and Operations Supervisor.
  • Strategize with Operations Manager to retain a minimum of 92% of business year over year.
  • Responsible for the ownership of pipeline management and at-risk accounts driving producer behavior utilizing the USI Omni and Risk Assessments.
  • Oversee local operations supervisor and staff.
  • Focus on recruiting hiring and on boarding new producers who are capable of driving new revenues that exceeds $300k per year 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 OpCo President & 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.
  • Understand and communicate USI's initiatives to OpCo executives and production team.
  • 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:

  • 4% SNN at 46% Margins
  • 15% new business and <10% lost business
  • Leading to Organic Revenue and OpInc Growth
  • Execution of best practices (Huddles, Sales Activation, Hiring) 

Practice Leader Metrics:

  • Expense Ratio of 2.5%
  • Full Time Manager can cover 10+ producers and $10mm+ revenue
  • Player coach model in small offices

 Knowledge, Skills and Abilities:

  • Strong understanding of Employee Benefits
  • A consultative, positive and resourceful approach to dealing with prospect, 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
  • High activity levels
  • Ability to deal with senior level management and have a top level executive presence

Job ID:


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