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Practice Leader (Sales) - Property & Casualty - Falls Church, VA or Bethesda / Rockville, MD


DC - Washington, VA - Falls Church

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USI 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 approaching $2 billion in revenue, and have uniquely invested in tools and resources to aid our associates in their success. USI has more than 8,000+ dedicated and innovative professionals in approximately 200 offices serving clients in all 50 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

The Property & Casualty Sales Leader is responsible for managing a team of Producers focused on capturing new business. This position will report into the current Regional Property Casualty Practice Leader and is managing only and does not have an individual sales quota. The focus is on helping the Producers drive continuous revenue growth for the location office. Our Practice Leaders must have strong sales coaching and mentoring skills and have extensive depth of Property & Casualty Commercial Brokerage experience. This is a hands-on, tactical role supporting a team oriented sales process which includes going out on appointments with Producers. 

Practice Leader

The Practice Leader is responsible for helping to drive continuous profitable growth for their specific operation.  The Practice Leader is a key part of the Office / Regional Leadership team and reports directly to the Regional Property Casualty Practice Leader.  This Leader can be based in our Falls Church or Bethesda / Rockville area office.



·     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.

·     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 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 organizational 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



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.

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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.

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