General Description: 

The Producing Market Leader will be responsible for driving continuous new business revenue growth as well as maintaining existing business revenue growth, while also supporting and leading the account executive team within their designated division under the guidance and supervision of the Chief Executive Officer and/or division Practice Leader.  

Responsibilities:

·        Develop positive business relationships with brokers, both new and existing, to ensure continued sales growth.

·        Demonstrate proficiency at the discovery process (sales due diligence) and conceptual presentation. Promoting Emerson Reid’s competitive products and services in a concise and persuasive manner.

·        Ability to develop and follow through on a sales business plan that includes prospecting strategies that can generate new broker leads and first appointments.

·        Prepare for and participate actively in sales meetings and 1:1 meetings with the sales team.

·        Demonstrate strategic thinking and innovation based on insurance, market, carrier and product knowledge, to help guide the brokers through the complexities of health care reform.

·        Build and maintain strong relationships with carriers.

·        Strategize with the brokers on sales opportunities to grow the book of business. 

·        Comply with CRM tasks to track appointments and appropriately label broker opportunities.

·        Assist with the service function for most important cases including responsibility for additional lines of business sales, case conservation, all renewal and service activities.

·        Responsible for developing and overseeing assigned departments business plan in order to meet annual revenue expectations through new and existing clients.

·        Responsible for achieving annual revenue expectations as prescribed by ERC’s budget by developing a Practice Business Plan that will generate revenue from existing and new clients.

·        Responsible for the management of Account Executives (Producers).

·        Provide technical, expert and strategic support to the sales force in for the form of guidance, consulting, presentation participation and proposal leadership and review.

·        Accountable for line of sight new and lost business forecasting each quarter.

·        Strategize with Operations Manager to retain business year over year.

·        Create positive synergy within practice to encourage two-way cross selling.

·        Drive consistent and predictable long term profitable new client relationships.

·        Key driver to generate revenue from new and existing clients.

·        Develop an annual Practice Marketing and Sales Plan with the CMO and CEO.

·        Establish pricing strategies that are consistent with the requirements of the budget.

·        Participate in branding and visibility strategies to promote Emerson Reid, including seminar development and participation, authored articles, and professional meeting presentations.

·        Understand and communicate ERC’s initiatives.

·        Provide leadership and direction to the sales team to ensure Business Plan success.

·        Drive utilization and keep current all prospecting and relationship building opportunities within the company’s sales for automations system (U Engage).

·        Positively and proactively represent ERC in meetings, seminars, trade shows and networking events following USI’s national strategy.

·        Work collaboratively to maximize results in all markets.

Knowledge, Skills and Abilities:

·        Demonstrated ability to sell new business and maintain positive broker relationships

·        A positive, consultative sales approach

·        Strong degree of self-motivation

·        Goal oriented

·        High activity levels

·        Excellent communication, accounting, managerial and interpersonal skills.

·        Ability to creatively and proactively problem-solve

·        Ability to stay organized and focused in a busy environment

·        Personable and credible.

·        Professional and dependable

·        Exceptional sales, marketing and client relations skills.

·        Ability to plan and instruct staff members on information appropriate to their job responsibilities.

·        Ability to handle difficult behavior or conflict and bring to a timely resolution.

·        Strong understanding of Employee Benefits

·        Familiarity with products, services, competitive offerings, market needs and industry trends

·        Good understanding of alternate funding arrangements including full and partially insured, minimum premium, self-insured, etc.

·        Experienced in Microsoft Office products including Word, Excel and PowerPoint

·        Strong analytical skills; capable of using and interpreting benefit related facts and figures

·        Life, Accident & Health License is required

·        Bachelor’s Degree in Business preferred.