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Practice Leader -Employee Benefits - San Francisco

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The Employee Benefits 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. This individual will be a strong partner to and will work collaboratively with our Practice Leader, Property & Casualty.


  • 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 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 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



Experience, Knowledge, Skills and Abilities:

  • 15+ years in the Insurance industry including extensive experience operating 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 Employee Benefits and risk management business

  • Ability and gravitas to work with senior level producers effectively

  • Strong technical understanding and grasp of Employee Benefits 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 HR and benefits community

  • Highly developed organization and time management skills

  • Excellent listening skills

  • Strong written and verbal communications

  • High level of energy and personal drive; goal oriented



Domestic travel to client sites typically within region. 



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