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Property & Casualty Practice Leader - Washington, DC

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General Description:  The Practice Leader position at USI is responsible for leading profitable revenue growth by executing USI’s long term global growth strategy in their specific geographic market. USI’s vision is to become the dominant middle market broker in the United States and each market we serve. We deliver world class solutions to middle market customers with quantifiable positive financial impact.  The seismic challenges the insurance brokerage business faces in the coming years include; demand by customers for value based relationships, compensation transparency,  industry consolidation and a need to recruit and train professionals to perpetuate the intellectual capital vital  to a successful consulting practice. USI’s has built a platform and processes to meet these challenges in order to achieve rapid growth and realize our vision of becoming the pre-eminent middle market insurance brokerage firm.

We seek an experienced, dynamic, ambitious insurance executive who is inspired by this vision and will be motivated by these challenges to execute the strategy and tactics necessary to grow our practice in the greater DC Metro area. If you want to be part of an innovative, rapidly growing company with a strong sales culture and have the necessary credentials, you should consider leadership at USI.       


  1. Achieve USI’s New Business, Retention, Growth and profitability objectives by leading producers through skillful execution of the USI strategy and tactics and our growth platform.
  2. Facilitate and execute USI’s Industry leading prospect Engagement Platform with producers to build a pipeline of qualified prospects and obtain 1st appointments.

  1. Work with producers to help them build quality target prospect lists.

  2. Responsible for distribution of suspects and prospects to producers by working with both the local CRM Champion and the USI Data Integrity Team.

  3. Lead and execute effective Engagement Platform sessions on a weekly basis for both new and established producers.

  4. Coach and mentor producers on prospect warming techniques using USI’s topic of the month library.

  5. Coach and mentor producers as they interact with prospects to set 1st appointments.


  1. Lead and Execute the sales process with producers deploying USI’s ONE Advantage platform including; OMNI Solution library, Network of Technical resources and Enterprise huddles that enables USI producers to bring differentiating   solutions to our prospects and clients.

  1. Coach and mentor producers to utilize best practices, institutionalized in USI Core process of Get, Prep, Advance, Close and Keep, in every step of the sales process.
  2. Through partnership with the Mid-Atlantic Technical resource team, integrate the effective utilization of USI’s claims, loss control and analytics team in the sales and service process
  3. Lead the sales process for USI producers by actively participating in, preparing for and going out on 1st appointments and the ensuing sales process from advance through the close.
  4.  Responsible for the ownership of pipeline management driving producer behavior utilizing the USI ONE and USI core processes.
  5. Accountable for line of sight new and lost business forecasting for the current quarter.
  6. Drive utilization and keep current all prospecting and relationship building opportunities within the company’s sales force automation system (CRM).

  1. Lead the Customer Stewardship Process utilizing USI’s One Advantage platform to deliver consultative solutions that bring positive financial impact in-order-to achieve USI retention objectives.

  1. Through partnership with the Mid-Atlantic Technical resource team, facilitate the effective utilization of USI’s claims, loss control and analytics team in client service process.
  2. Work effectively with Senior Producers with large books of business to support delivery of consultative solutions and retain clients
  3. Identify and prioritize key accounts within the practice and act as the key stewardship executive to develop relationships with C Suite decision makers.  
  4. Partner with Operations Manager to drive the Stewardship process and Account Management services.
  5. Utilizing USI’s client risk assessments, proactively identify at risk accounts and lead the strategic efforts to retain those accounts.
  6. Partner with the Operations manager to attract, retain and develop account management talent.  


  1. Work in partnership with the regions Human Resource Officer and recruiters to identify, attract, screen and hire new producers to meet recruiting objectives.

  1. Support the regional recruiting team in efforts to source, screen, hire and on board new producers.
  2. Directly interview, assess, facilitate and hire new producers.
  3. Initiate and manage the on boarding of new producers.
  4. Take ownership of mentoring, coaching, guiding and leading new producers from start date to successful validation   

  1. Other Responsibilities

  1. In DC Metro, based on the size and scope of the position a 2nd practice leader will report to this position.
  2. Participate in M & A activity as necessary including on-boarding and integrating acquired practices.
  3. Support the cross-selling process with both sales and prospects.
  4. Positively and proactively represent USI in meetings, seminars, trade shows and networking events following USI National Strategy and graphic standards.
  5. Develop positive carrier relationships with oversight of override and contingent programs



  • 15+ years in the Insurance industry
  • Leadership ability and experience
  • Ability and gravitas to work with senior level producers effectively  
  • Inspired by the opportunity to be part of a company that is transforming the insurance brokerage business
  • Extensive experience operating in the insurance brokerage business
  • Demonstrated success in leading retail, commercial insurance producers
  • A deep understanding of the entire sales and client service process
  • Strong technical understanding and grasp of the Property and Casualty and risk management business
  • A consultative, positive and resourceful approach to dealing with prospect, clients and associates
  • Highly developed organization and time management skills
  • Excellent listening skills
  • Strong written and verbal communications
  • Strong degree of self- awareness
  • Goal and results driven
  • High energy and activity level
  • Ability to interact effectively with senior level management and C suite Executives

  • Vertical knowledge and broker experience in one or more of the following: Industrial, Construction, Government, Technology, Health Care, Real Estate




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