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Practice Leader

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The Employee Benefits Sales Practice Leader is responsible for managing a team of Producers focused on capturing new business. This position is managing only and does not have an individual sales quota. The focus is on helping the Producers drive continuous revenue growth for the location office. Our Practice Leaders must have strong sales coaching and mentoring skills and have extensive depth of Employee Benefits Brokerage experience. This is a hands-on, tactical role supporting a team oriented sales process which includes going out on appointment with Producers.  This position's location is Carmel, Indiana.

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 Senior Practice Leader with a dotted line to the Regional VP. 


  • Execute and lead the USI Core processes of Hire, 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.
  • 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.
  • 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.
  • 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 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:

  • 6% 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:

  • Full Time Manager can cover 10+ producers and $10mm+ revenue
  • Player coach model in small offices

 Knowledge, Skills and Abilities:

  • Minimum of 10 years of experience in sales in Employee Benefits with a brokerage company.
  • Minimum of 3 years sales management minimum with extensive sales experience capturing new business, prospecting, etc.
  • Proven track record of success in sales with experience focused on prospecting new business, getting first appointments, etc. (vs. servicing accounts).
  • Must have middle market experience with capturing accounts over 100 lives.
  • Must have experience and knowledge of self-insured and alternative funding.
  • Must has experience in the following EB disciplines: Pharmacy, Population Health, Benefit Admin Technology, ERISA compliance.
  • P&L, meet and exceed top line revenue growth and organic growth with a proven track record for meeting or exceeding revenue targets.
  • A consultative, positive and resourceful approach to dealing with prospect, clients and associates.
  • Strong visibility within the HR and benefits community.
  • Proven track record of success in sales with experience focused on prospecting new business, getting first appointments, etc. (vs. servicing accounts).
  • Proven track record for meeting or exceeding revenue targets.
  • 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.


 * Domestic travel to client sites typically within region of 25% - 30% of work time.


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Notice to Recruiters and Agencies regarding unsolicited resumes or candidate submissions without prior express written approval.
Resumes submitted or candidates referred to USI Insurance Services by any external recruiter or recruitment agency by any means (including but not limited to via Internet, e-mail, fax, U.S. mail and/or verbal communications) without a properly executed written contract for a specified position by an authorized member of the Talent Acquisition team become the property of USI Insurance Services. The Company will not be responsible for, or owe any fees associated with, referrals of those candidates and/or for submission of any information, including resumes, associated with individuals.

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