CL Practice Leader

General 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

• 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