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Practice Leader - Employee Benefits

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About USI

USI -- (Understand, Service, Innovate) is an Insurance Brokerage and Consulting firm that delivers property and casualty, employee benefits, personal risk, program and retirement solutions to large risk management clients, middle market companies, smaller firms and individuals. We are a leading national middle market broker with nearly $1.7 billion in revenue, and have uniquely invested in tools and resources to aid our associates in their success. USI has more than 7,400 dedicated and innovative professionals in approximately 150 offices across the United States. USI has become a premier insurance brokerage and consulting firm by leveraging the USI ONE Advantage®, an interactive platform that integrates proprietary and innovative client solutions, networked local resources and expertise, and enterprise-wide collaboration to deliver customized results with positive, bottom line impact. USI attracts best-in-class industry talent with a long history of deep and continuing investment in our local communities. For more information, visit usi.com.

The Employee Benefits Practice Leader is responsible for driving new business and managing existing client revenue retention and growth based upon assigned book of prospects and clients. The focus is also on helping the Producers drive continuous revenue growth for the location office. Our 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. The Practice Leader will be a key part of the Leadership Team reporting directly to the Regional Practice Leader. This position is in the Salt Lake City, Utah office.

 
  • Execute and lead the USI Core sales processes of Get, Prep, Close and Keep.
  • Successfully develop and deploy sales and marketing strategies with clients and prospects.
  • Achieve new business sales goals on an annualized basis based on our target market of companies.
  • Responsible for coaching and mentoring a team of Producers with a focus on capturing new business.
  • Demonstrate proficiency in discovery process (sales due diligence) and conceptual presentation promoting USI competitive differentiation—including understanding, articulating and delivering the USI ONE Advantage® value proposition and specific solutions customized for each prospect.
  • Collaborate with leaders in selecting appropriate team to effectively conduct prospect sales presentations including subject matter experts and account management staff tailored to each opportunity.
  • Demonstrate strategic thinking and innovation based on knowledge of the market, carriers and products, including understanding of important technical/financial issues.
  • Create positive synergy and pursue cross selling opportunities with other USI practices to enhance prospect and client relationships across the company.
  • Work collaboratively with the account management team and local/regional and national resources to maximize results.
  • Create positive synergy within practice to encourage two way cross-selling.
  • Responsible for distribution of suspects and prospects to producers by working with both the local CRM Champion supported by the USI Data Integrity Team.
  • Positively and proactively represent USI in meetings, seminars, trade shows and networking events following USI National Strategy and graphic standards.
  • 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).


REQUIREMENTS

  • 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.
  • Experience coaching and /or mentoring Producers.
  • A consultative, positive and resourceful approach to dealing with prospect, clients and associates.
  • Strong visibility within the HR and benefits community.
  • Ability to deal with senior level management and have a top level executive presence.
  • 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 and heavy CRM usage

*LI-EEO1

Job ID:

15533

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