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Sales Leader, Property & Casualty Practice Leader - Denver

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Practice Leader, Sales Leadership

The Practice Leader is responsible for driving continuous profitable revenue growth for their specific operation.  The Practice Leader will be a key part of the Senior Leadership Team. This individual will be a strong partner to and will work collaboratively with our Practice Leader, Employee Benefits.


·     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 Property & Casualty and risk management business

·     Ability and gravitas to work with senior level producers effectively

·     Strong technical understanding and grasp of Property & Casualty 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 Property & Casualty 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

Travel Requirements

·     Domestic travel to client sites typically within region


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