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Producer - Employee Benefits

Location:

AZ - Phoenix

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General Description: The Producer is an outside sales position responsible for driving new business sales revenue growth, as well as existing client revenue retention and growth based upon assigned book of prospects and clients.

Responsibilities:

  • Achieve new business sales goals on an annualized basis based on our target market of employers with 200-2,000 employees. Booked new business of $150K per year.
  • Demonstrate technical knowledge necessary to communicate our solutions effectively to a non-insurance buyer.
  • Declare a primary vertical and if necessary, a secondary vertical as agreed with Leader. Participate in all vertical meetings, conference calls, etc.
  • Systematically use U Engage to support sales processes.
  • Strategize with sales leader and senior account staff to retain a minimum of 92% of business year over year utilizing the OMNI and Risk Assessment as part of our “Keep” process.
  • Demonstrate proficiency at discovery process (sales due diligence) and  conceptual presentation promoting USI competitive differentiation, including proficiency at understanding, articulating and delivering the USI ONE Advantage and specific solutions customized to each prospect.
  • Ability to develop  a superior sales business plan and active participation in the USI Engagement Platform and other effective prospecting strategies that generate sufficient new business leads and first appointment activity volume of 8 appointments per month.
  • Successfully penetrate assigned prospect targets utilizing the Engagement Platform process.
  • Demonstrate ability to identify and overcome sales obstacles on a prospect-specific basis
  • Attend and actively participate in USI University and USI Fast Start sessions.
  • Demonstrate strategic thinking and innovation based on knowledge of the market, carriers and products, including understanding of important technical/financial issues.
  • Prepare for and participate actively in the Get, Prep, Close and Keep meetings for all first appointments; close presentations, and renewals and individual Producer 1:1 meetings.
  • Participate on a regular basis in prep, close, and keep meeting of other producers in the same vertical.
  • Master the use of the USI Presentation template along with supportive OMNI output and associated solution pages.
  • Create positive synergy and pursue cross selling opportunities with other practices (Property/Casualty, EB, USICG, etc.) to enhance prospect and client relationships.
  • Input accurate and timely information into sales automation platform (U Engage) relative to first appointments, follow-up appointments, conceptual/finalist meetings, etc to facilitate realistic corporate sales and revenue projections. 
  • Actively lead account management staff in annual stewardship process, benefit objective setting process, pre-renewal process, final renewal delivery, and other significant Account Management services for assigned client book of business.
  • Manage overall client relationship; Drive consistent and predictable profitability, client satisfaction and organic growth.
  • Demonstrate strong knowledge of USI competitors, targeting prospects serviced by weaker brokers for faster sales growth.
  • Collaborate with leaders in the selection of appropriate account management staff and subject matter experts in order to effectively conduct sales presentations to prospects with subject matter experts for each opportunity.
  • Successfully develop and deploy sales and marketing strategies along with periodic communications to optimize USI’s position in the marketplace.
  • Positively and proactively represent USI in meetings, seminars, trade shows and networking events.
  • Work collaboratively with the account management team and national/regional resources to maximize results.
  • Understand and communicate client objectives to account management personnel.   
  • Drive appropriate staff utilization for assigned book of business and collaborate with account management staff to keep current.

Knowledge, Skills and Abilities:

  • 3-5 years in insurance brokerage, carrier, or related business to business sales experience including calling on senior executives and a track record of financial success.
  • Must be personable and highly motivated to grow personal success.
  • Superior written and verbal communication and presentation skills.
  • Excellent organizational and follow-up skills.
  • Strong and/or developing understanding of Employee Benefits.
  • A consultative, positive and resourceful approach to dealing with prospect, clients and associates.
  • Strong visibility within the HR and benefits community.
  • Highly developed organization and time management skills.
  • Excellent listening skills with strong customer focus.
  • Goal orientated.
  • Ability to deal with senior level management and have a top level executive presence.
  • College degree and current insurance licensing are preferred.

#LI-DS1

Why USI?
With more than $2.5 billion in revenue and over 10,000 associates across 200+ offices nationwide, USI is one of the largest insurance brokerage and consulting firms in the world. At USI, we have created one of the most dynamic personal and professional development cultures in the industry. We invest heavily in our associates, and we take pride in celebrating their growth and success through our one-of-a-kind employee reward and recognition programs. We invite you to learn more about what makes USI an exceptional place to work!

Unrivaled Resources and Support
What truly distinguishes USI as a premier insurance brokerage and consulting firm is the USI ONE Advantage®, a game-changing value proposition that delivers to clients a robust set of risk management and benefit solutions with bottom-line financial impact. USI ONE® represents Omni, Network, Enterprise—the three key elements that set USI apart from the competition. Through USI ONE, we develop strategic, timely and effective risk management and benefit programs in terms that are easy to understand, and we demonstrate how the solutions can have a positive economic impact.

Premier Sales Rewards, Industry-Leading Programs, and Recognition 
In addition to competitive pay and commission, incentives, and benefits, USI recognizes our top sales associates through USI PEAK, recognizing and rewarding our sales professionals for achieving superior results. USI offers employee programs that recognize outstanding achievement and help our associates lead healthy, productive lives. We turn care into action with our award-winning wellness program, college scholarships for associates' children, and financial help in times of need.

Deep Community Engagement
We are committed to giving back to our local communities and supporting a culture of environmental sustainability. From sharing our time, talent, and resources to support local non-profit organizations, animal shelters, and environmental beautification and restoration projects – to partnering with eco-conscious vendors and taking steps to reduce our own environmental footprint – we’re working together as ONE to build a better future.

Committed to a Diverse, Equitable, and Inclusive Workplace
Our award-winning I’m With U diversity, equity, and inclusion program educated our associates to help them better understand and serve our clients, prospects, fellow team members, and local communities through curated education and training resources, employee support programs, and community outreach initiatives to build a more diverse, equitable, and inclusive culture.

Nationally Recognized as a Top Insurance Employer
  • Recognized as one of Insurance Business America’s Top Insurance Employers for six consecutive years (2018-2023).
  • Named to Business Insurance’s annual list of the Best Places to Work in Insurance four years in a row (2020-2023).
  • Recipient of the American Heart Association’s Gold Status for a maintaining a culture of health and well-being five years in a row (2018-2022).
  • Visit our Awards and Accolades page for a complete list of industry awards and recognitions.

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.

Job ID:

18114

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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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