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Select Practice Leader - New Jersey

Alternate Locations:

NJ - Florham Park

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Come be a part of our success story! We have built USI into a leading national middle market broker, and have uniquely invested in tools and resources to aid our associates in their success. What makes us different is our environment. USI has more than 6,000 dedicated and innovative professionals in approximately 150 offices across the United States, all with their own success stories. Our associates all have one thing in common--the USI team. USI leadership is dedicated to your professional growth and success, helping you CLOSE and KEEP business more effectively than anywhere else. USI is recognized nationally as a top 10 leader in insurance brokerage and consulting because of our people, and our culture as a team based, problem solving environment. We are growing and looking for bright, innovative professionals who can leverage our unique platform.

  • High Success Rate/Earning Potential/Recognition
  • National and Local Sales Training and Support
  • Extensive Resources
    • 2017 Insurance Business magazine nominated USI as a finalist in the following categories:
      • Insurance Industry Employer of Choice -- 100 Employees or MoreRetailer Agency of the Year -- $75M in Revenue or More
      • Corporate Social Responsibility for USI Gives Back
      • CEO of the Year -- Mike Sicard
  • 2017 PR News Winner for USI Gives Back program for the category of Corporate Social Responsibility on a Shoestring
  • 2017 USI National Wellness Program Receives American Heart Association Silver Workplace Health Achievement
  • 2017 USI ONE Advantage® Video Wins Bronze Award in 9th Annual Golden Bridge Awards
  • 2018 Corporate LiveWire Innovation & Excellence Awards Named USI "Insurance Brokerage and Consulting Firm of the Year" for fourth time in a row

General Description: The Practice Leader is responsible for driving continuous revenue growth for their specific operation and actively executing the USI Core Processes and supporting best practices embedded in Get, Prep, Close, Keep and Huddle. 

The Select Practice Leader will be a key part of the Operations Executive Leadership Team reporting directly to the Regional CEO with a dotted line to the National Practice Leader.  The Commercial Lines Select Practice leader is responsible for managing the regional commercial lines select sales with an emphasis on developing business from existing personal risk, commercial and employee benefits clientele as well as new prospects, with responsibility for achieving sales and budget goals.


  • Execute and lead the USI Core processes of Get, Prep, Close, Keep, Hire and Acquire.
  • provides leadership, coaching, counseling and guidance to staff.  Develops, assigns and monitors plans to ensure that staff is actively prospecting and effectively using time to meet sales goals.  Resolves escalated issues and problems by conferring with staff, other internal departments, outside contacts and customers as necessary.
  • Focus on supporting the regional recruiting team in efforts to source, screen, hire and on board new producers who are capable of driving new revenues that exceeds $100k per year on an annualized basis.
  • Train all new producers on the USI ONE Advantage and messaging issues/USI Solutions, work product the financial impact and sample case studies specific to each prospect using such tools as the OMNI and the 4x4 sales execution.
  • Drive utilization and keep current all prospecting and relationship building opportunities within the company’s sales force automation system (U Engage).
  • Responsible for distribution of suspects and prospects to producers by working with both the local Sales and Marketing Specialist supported by the USI Data Integrity Team.
  • Responsible for the ownership of pipeline management and at-risk accounts driving producer behavior utilizing the USI Omni, Risk Assessments, keep huddles, and peer reviews.
  • Create positive synergy within practice to encourage two way cross-selling.
  • Assist in developing sales and marketing strategies along with communications to optimize USI’s position in the marketplace.
  • Accountable for line of sight new and lost business forecasting for the current quarter.
  • Strategize with Operations Manager to retain a minimum of 90% of business year over year.
  • Act as the primary contact for commercial carriers and establish strategic annual growth plans.
  • Work with Operations Manager to enhance Value Proposition, Stewardship process and Account Management services.
  • Drive consistent and predictable long term profitable new client relationships.
  • 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.

   Key Performance Metrics:

  • 4% SNN at target profit margins
  • 15% new business and <10% lost business
  • Leading to Organic Revenue and OpInc Growth
  • Execution of best practices (Huddles, Sales Activation, Hiring)

Knowledge, Skills and Abilities:

·         5-8 years of successful sales experience in the brokerage space, in a leadership role in Property and Casualty

·         Must be highly skilled individual that is driven to motivate others to achieve sales goals

·         Ability to coach/mentor in concert with recruiting and hiring sales producers

·         Excited about and familiar with: a cross-sell approach; selling coverage as opposed to price, and proactive sales management and tracking

·         Ability to win the confidence of other practice leaders and producers with technical ability, presentation style and sophistication

·         Undergrad degree and Insurance designations i.e. CIC, ARM.


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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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