USI Insurance

General Description:

The Practice Leader / Producer is a key member of the leadership team, responsible for driving revenue growth by leading and developing a team of Producers within the P&C practice while managing their own book of business. This role develops and executes a strategic business plan focused on coaching and development, client retention, recruiting, and delivering sustained, profitable revenue growth.

Key Responsibilities:

Practice Leader

• Lead execution of USI sales processes (Get, Prep, Close, Keep), including ownership of quarterly new and lost business forecasting, and drive consistent revenue growth (20% total, 10% organic).
• Maintain vertical expertise and broker experience in Industrial, Construction, Real Estate, or other areas as required.
• Lead, coach and develop Producers; foster a collaborative, high-performance team environment.
• Strategize with Operations to achieve at least 92% client retention and enhance value proposition, stewardship, and service delivery.
• Oversee pipeline health and at-risk accounts, guiding producer activity through Omni and risk assessment tools.
• Recruit, hire, and onboard high-performing Producers capable of generating $300K+ in annualized revenue.
• Deliver ongoing training on USI ONE Advantage, solutions, and sales execution tools (e.g., OMNI, 4x4).
• Facilitate regular Engagement Platform sessions for both new and established producers.
• Promote cross-selling and leverage internal expertise to strengthen client solutions and close business.
• Oversee prospect distribution and optimize sales strategy in partnership with Marketing and Data teams.
• Represent USI in the market (events, networking), build carrier relationships, and align local execution with national strategy.
• Communicate and reinforce USI initiatives across leadership and production teams.
• Maintain accurate and active use of the company’s sales force automation system (U Engage) for pipeline and relationship management.

Producer

• Achieve annual new business goals and maintain an active pipeline.
• Develop and execute a focused sales plan within a defined industry vertical.
• Apply strong technical knowledge to effectively communicate USI solutions to non-insurance buyers.
• Lead the sales cycle with strong discovery, positioning, and delivery of customized solutions using USI ONE Advantage, including proficiency with USI presentation tools and OMNI outputs.
• Penetrate assigned prospect targets and navigate sales obstacles using the Engagement Platform process.
• Leverage market, carrier, and product knowledge to Identify market opportunities, target competitive accounts, and deliver strategic solutions.
• Actively participate in sales meetings (Get, Prep, Close, Keep) and collaborate within the vertical on shared opportunities.
• Collaborate across practices to drive cross-selling and enhance prospect and client relationships.
• Build and manage client relationships, driving profitability, retention, and organic growth.
• Partner with account management on stewardship, renewals, and ongoing client strategy.
• Maintain accurate, timely data in U Engage to support forecasting and performance tracking.
• Attend and participate in USI University and USI Fast Start sessions.

Key Performance Metrics:

• 4% SNN at 47% margins
• 15% new business; <10% lost business
• Organic revenue and operating income growth
• Execution of best practices (huddles, sales activation, hiring)

Knowledge, Skills and Abilities:

• 7-10 years of experience in insurance brokerage, carrier, or B2B sales.
• College degree and active insurance license preferred.
• Strong understanding of Property & Casualty.
• Consultative, resourceful, and client-focused approach.
• Strong market presence and relationship-building skills.
• Highly organized, self-motivated, and results driven.
• Excellent listening skills and a customer-focused approach, with the ability to understand needs and build trusted relationships.
• Exceptional written and verbal communication and presentation skills, with the ability to engage and influence senior-level stakeholders (executive presence).