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TPA Producer

Alternate Locations:

MA - Woburn

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General Description: This outside sales position is 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.


  • Achieve new business sales goals on an annualized basis. Booked new business of $150K per year.
  • Demonstrate technical knowledge necessary to communicate our solutions effectively to the buyer.
  • Participate in all meetings, conference calls, etc.
  • Strategize with TPA leaders and senior account staff to retain a minimum of 96% of business year over year.
  • Demonstrate proficiency at discovery process (sales due diligence) and conceptual presentation promoting TPA competitive differentiation.
  • Ability to develop a superior sales business plan.
  • Successfully penetrate assigned prospect targets. Demonstrate ability to identify and overcome sales obstacles on a prospect-specific basis.
  • Demonstrate strategic thinking and innovation based on knowledge of the self insured markets/products, including understanding of important technical/financial issues.
  • Master the use of the TPA Presentation template.
  • 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 (CRM) 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 TPA and USI competitors, targeting prospects serviced by weaker TPA's and brokers for faster sales growth.
  • Collaborate with TPA 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.
  • Positively and proactively represent USI/FutureComp in meetings, seminars, trade shows and networking events.
  • Work collaboratively with the account management team to maximize results.
  • Understand and communicate client objectives to account management personnel.

Knowledge, Skills and Abilities:

  • 5-7 years in TPA, 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.
  • Strong and/or developing understanding of TPA's and Property and Casualty.
  • Superior written and verbal communication and presentation skills.
  • Excellent organizational and follow-up skills.
  • A consultative, positive and resourceful approach to dealing with prospect, clients and associates.
  • Strong visibility within the TPA 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.

Job ID:


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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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