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Practice Leader - Personal Risk - Houston


TX - Dallas, TX - Fort Worth

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General Description:

The Personal Risk Practice leader is responsible for managing the regional personal lines sales with an emphasis on developing business from existing commercial and employee benefits clientele as well as new prospects, with responsibility for achieving sales and budget goals. This role is also responsible for developing a personal book of business in concert with leadership activities.


  • Recruits, hires and trains additional personal risk specialist for vacant and planned position according to personal insurance growth plan.
  • Conduct weekly sales and training sessions virtually to reinforce USI ONE Advantage messaging and branding.
  • Establishes and implements sales goals, strategies, programs, policies and procedures in support of overall division objectives, including budget.
  • Manages personal lines producers, assigning sales responsibilities and evaluating results; provides leadership, coaching, counseling and guidance to staff. Develops, assigns and monitors plans to ensure completion of goals and objectives. Resolves escalated issues and problems by conferring with staff, other internal departments, outside contacts and customers as necessary.
  • Leads personal lines producer sales activities. Ensures that staff is actively prospecting and effectively using time to meet sales goals. Coordinates team's identifying, meeting and qualifying potential insurance customers.
  • Evaluates results on an ongoing basis to ensure sales efforts remain on budget. Takes active personal role in sales development efforts, typically assisting with more complex customer situations as needed.
  • Maintains staff partnerships with commercial and employee benefits areas, other subject matter experts and other division management to bring them into the sales process as appropriate to analyze prospect situations, propose insurance solutions and facilitate closing of sales.
  • Coordinates producer responsibility for maintaining existing client accounts with commercial and employee benefit practice leaders. Manages producer time commitments with practice leaders to achieve the right balance of sales vs. account retention responsibilities.
  • Performs a variety of other related sales and service work, taking non-business development customer calls related to commercial, employee benefits and other business lines and coordinating service with appropriate line of business personnel.
  • Ensures regular and timely communication of important client and other information between staff and other internal and external contacts; ensures that communication channels are established and used so that important information is exchanged as needed.
  • Represents the division as appropriate in its relationships with major customers, carriers, industry groups, regulatory agencies and professional associations. Networked and ability to influence candidates and clients.
  • Ability to source and attract candidates from professional network.
  • Creating prospect list from existing list of business clients.
  • Maintaining activity records in USI CRM and sales tracking program.
  • Collecting, assessing, quoting and presenting personal insurance solutions to prospective clients.
  • Creating clients in agency client management system (Sagitta).
  • Develop and support cross-selling strategies for existing clients, as well as new relationships.
  • Provide consultative advice to clients on personal risk management solutions based upon their individual needs.
  • Develop and oversee the preparation of proposals for Executive Risk Management prospects.
  • Conduct the researching, gathering of information and assist in the writing of responses to clients.
  • Attend meetings with existing and prospective clients.

 Knowledge, Skills and Abilities:

  • 5-8 years of sales experience in the HNW brokerage space, preferably in a leadership role.
  • Ability to win the confidence of P&C/EB producers with technical ability, presentation style and sophistication.
  • Ability to coach/mentor in concert with achieving personal production goals and leading by example.
  • Excited about and familiar with: a cross-sell approach; selling coverage as opposed to price and proactive sales management and tracking.
  • Networked and ability to influence candidates and clients.
  • Ability to source and attract candidates from professional network.
  • Undergrad degree and Insurance designations i.e. CIC, ARM.


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