Commercial Lines Practice Leader - Sales Leader
Location:
NJ - Florham Park
Apply nowGeneral Description: The Practice Leader is responsible for driving continuous revenue growth for their specific operation. The 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.
Responsibilities:
- Execute and lead the USI Core processes of Get, Prep, Close and Keep.
- Vertical knowledge and broker experience in Industrial; Construction; or Real Estate
- Meet and exceed opco’s top line revenue growth of 20% and Organic Growth of 10% on an annual and quarterly basis.
- Accountable for line of sight new and lost business forecasting for the current quarter.
- Responsible for the management of Producers and Operations Supervisor.
- Strategize with Operations Manager to retain a minimum of 92% of business year over year.
- Responsible for the ownership of pipeline management and at-risk accounts driving producer behavior utilizing the USI Omni and Risk Assessments.
- Oversee local operations supervisor and staff.
- Focus on recruiting hiring and on boarding new producers who are capable of driving new revenues that exceeds $300k per year 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 ales 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 two way 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.
- Assist OpCo President & RCEO’s in finding and recruiting Acquisition candidates.
- Drive consistent and predictable long term profitable new client relationships.
- 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.
- 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.
- Understand and communicate USI’s initiatives to OpCo executives and production team.
- 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 (U Engage).
Key Performance Metrics:
- 4% SNN at 46% Margins
- 15% new business and <10% lost business
- Leading to Organic Revenue and OpInc Growth
- Execution of best practices (Huddles, Sales Activation, Hiring)
Practice Leader Metrics:
- Expense Ratio of 2.5%
- Full Time Manager can cover 10+ producers and $10mm+ revenue
- Player coach model in small offices
Knowledge, Skills and Abilities:
- Stone understanding of Property and Casualty
- A consultative, positive and resourceful approach to dealing with prospect, clients and associates
- Highly developed organization and time management skills
- Excellent listening skills
- Strong written and verbal communications
- Strong degree of self motivation
- Goal orientated
- High activity levels
- Ability to deal with senior level management and have a top level executive presence
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.
Industry-Leading Programs, Rewards, and Recognition
In addition to competitive pay, incentives, and benefits, USI recognizes associates through our Summit Awards program, rewarding excellence in those who build our brand each day. 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 time off policy, paid family leave benefit as well as paid holiday time.
Job ID:
26692