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VP Producer - Employee Benefits

Location:

AZ - Phoenix

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Why USI?

Ready to join an innovative, industry-leading sales organization? Accelerate your success with USI.

USI is one of the largest insurance brokerage and consulting firms in the world, with over $2 billion in revenue and more than 8,000 associates located in approximately 200 offices in the U.S. and abroad. 

At USI, we take your success seriously and our leadership team is dedicated to helping you win and keep business. We have created one of the most dynamic personal and professional development cultures in the industry. We invest heavily in our sales professionals through our unique professional development platform and one-of-a-kind program to reward and recognize sales excellence.

National and Local Sales Training and Support

The USI ONE Advantage® distinguishes USI as a leading insurance brokerage and consulting firm. This game-changing value proposition delivers unique enterprise solutions to our clients and drives our sales professionals’ development and success. Complementing these resources, USI offers a full suite of industry training and sales support programs led by award-winning experts.

Premier Sales Reward and Recognition

Our annual incentive program, USI PEAK, recognizes and rewards our sales professionals for achieving superior results. We are proud to honor and celebrate the passion, drive, and work ethic of the talented individuals that build our great teams.

Unique Employee Programs and Deep Community Engagement

We turn care into action with our award-winning wellness program, college scholarships for associates' children, and financial help in times of need. Our annual community service initiative engages associates in hands-on regional service projects helping hundreds of thousands of people each year.

Committed to a Diverse and Inclusive Work Environment  
USI values diversity and is dedicated to ensuring a fair, diverse, and inclusive work environment for all. Our diversity and inclusion program, "I'm With U," advances these initiatives to champion our team members and the communities we serve.

Nationally Ranked and Recognized as a Top Insurance Workplace

  • 2nd largest privately held broker of U.S. business and the 9th largest insurance broker in the world, Business Insurance 2020 Agents and Brokers Rankings + Directory.
  • 2nd largest privately held employee benefits broker ranked by global benefits revenue, Business Insurance 2020 Agents and Brokers Rankings + Directory.
  • 5th largest independent commercial lines broker and one of the top five largest privately held brokers of personal lines business in the U.S., Insurance Journal 2020 Top 100 Independent Property/Casualty Agencies & Insurance Journal 2020 Top 50 Personal Lines Agencies.
  • One of Insurance Business America’s Top Insurance Workplaces, three years in a row (2018-2020).
  • Gold recipient, American Heart Association’s Workplace Health Achievement Index, three years in a row (2018-2020).
  • Named to Business Insurance’s 2021 list of Best Places to Work in Insurance.
  • Ranked as one of Forbes Best Large Employers in America (2018-2019).

General Description: The Producer is an outside sales position responsible for driving new business sales revenue growth, as well as existing client revenue retention and growth based upon assigned book of prospects and clients.

Responsibilities:

  • Achieve new business sales goals on an annualized basis based on our target market of employers with 200-2,000 employees. Booked new business of $150K per year.
  • Demonstrate technical knowledge necessary to communicate our solutions effectively to a non-insurance buyer.
  • Declare a primary vertical and if necessary, a secondary vertical as agreed with Leader. Participate in all vertical meetings, conference calls, etc.
  • Systematically use U Engage to support sales processes.
  • Strategize with sales leader and senior account staff to retain a minimum of 92% of business year over year utilizing the OMNI and Risk Assessment as part of our “Keep” process.
  • Demonstrate proficiency at discovery process (sales due diligence) and  conceptual presentation promoting USI competitive differentiation, including proficiency at understanding, articulating and delivering the USI ONE Advantage and specific solutions customized to each prospect.
  • Ability to develop  a superior sales business plan and active participation in the USI Engagement Platform and other effective prospecting strategies that generate sufficient new business leads and first appointment activity volume of 8 appointments per month.
  • Successfully penetrate assigned prospect targets utilizing the Engagement Platform process.
  • Demonstrate ability to identify and overcome sales obstacles on a prospect-specific basis
  • Attend and actively participate in USI University and USI Fast Start sessions.
  • Demonstrate strategic thinking and innovation based on knowledge of the market, carriers and products, including understanding of important technical/financial issues.
  • Prepare for and participate actively in the Get, Prep, Close and Keep meetings for all first appointments; close presentations, and renewals and individual Producer 1:1 meetings.
  • Participate on a regular basis in prep, close, and keep meeting of other producers in the same vertical.
  • Master the use of the USI Presentation template along with supportive OMNI output and associated solution pages.
  • Create positive synergy and pursue cross selling opportunities with other practices (Property/Casualty, EB, USICG, etc.) to enhance prospect and client relationships.
  • Input accurate and timely information into sales automation platform (U Engage) relative to first appointments, follow-up appointments, conceptual/finalist meetings, etc to facilitate realistic corporate sales and revenue projections. 
  • Actively lead account management staff in annual stewardship process, benefit objective setting process, pre-renewal process, final renewal delivery, and other significant Account Management services for assigned client book of business.
  • Manage overall client relationship; Drive consistent and predictable profitability, client satisfaction and organic growth.
  • Demonstrate strong knowledge of USI competitors, targeting prospects serviced by weaker brokers for faster sales growth.
  • Collaborate with leaders in the selection of appropriate account management staff and subject matter experts in order to effectively conduct sales presentations to prospects with subject matter experts for each opportunity.
  • Successfully develop and deploy sales and marketing strategies along with periodic communications to optimize USI’s position in the marketplace.
  • Positively and proactively represent USI in meetings, seminars, trade shows and networking events.
  • Work collaboratively with the account management team and national/regional resources to maximize results.
  • Understand and communicate client objectives to account management personnel.   
  • Drive appropriate staff utilization for assigned book of business and collaborate with account management staff to keep current.

Knowledge, Skills and Abilities:

  • 3-5 years in insurance brokerage, carrier, or related business to business sales experience including calling on senior executives and a track record of financial success.
  • Must be personable and highly motivated to grow personal success.
  • Superior written and verbal communication and presentation skills.
  • Excellent organizational and follow-up skills.
  • Strong and/or developing 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 with strong customer focus.
  • Goal orientated.
  • Ability to deal with senior level management and have a top level executive presence.
  • College degree and current insurance licensing are preferred.

#LI-JJ1

USI is committed to providing a full-suite of competitive benefits for our growing population and its diverse needs. We offer a wide range of health, welfare and financial benefits including medical, wellness, dental and vision, 401(k), flexible spending and health savings accounts, short and long-term disability, life insurance and other unique employer-sponsored and voluntary programs. USI also offers a generous paid family leave benefit as well as paid holiday time.

Job ID:

18114

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Notice to 3rd Party Recruiters

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.

We endeavor to make this site accessible to any and all users. If you would like to contact us, please email recruiting@usi.com