General Description: Responsible for driving continuous revenue growth for Select Employee Benefits. Manage the Select sales producers and responsible for achieving sales and budget goals. The Practice Leader will be a key part of the Regional Executive Leadership Team.
Responsibilities:• Learn then lead USI’s proprietary One Advantage Platform, to include: • Omni: Proprietary, real time, interactive intranet-based client solutions. • Network: Vast experienced local resources, networked nationally. • Enterprise: Combining Omni solutions with the Network for comprehensive results.• Responsible for full cycle management of Select Producers. Provide leadership and coaching to staff to generate revenue and meet sales goals.• Drive behaviors to ensure that staff is working to meet revenue growth targets. Includes prospecting, generating first appointments, and closing new business opportunities.• Partner with internal recruiting team to source, screen, hire and onboard new producers/brokers. New Producers should be capable of generating new revenue that exceed $100k per year on an annualized basis.• Create positive relationships with other practices to drive a robust cross-sell process.• Ensure Select producers maintain robust pipelines with quality prospects.• Lead huddle meetings to prepare for new business appointments.• Join Select producers on new business appointments.• In conjunction with local CRM Champion, facilitate prospects to Select producers.• Ensure Select producers maintain robust pipelines with quality prospects.• Develop positive carrier relationships.
Key Performance Metrics:• Simple Net New (SNN): New business exceeds lost business. • Direct contribution margins (controllable within the practice).• Organic revenue growth. • Execution of USI One Advantage. • Execution of best practices (Huddles, Sales Activation, Hiring).
Knowledge, Skills and Abilities:• Employee Benefits brokerage sales experience. • Bachelor’s degree preferred.• Proven track record for meeting or exceeding performance targets.• Prior sales leadership of Employee Benefits or other business is a plus. • Must hold Life & Health insurance license. • Ability to coach/mentor in concert with recruiting and hiring sales producers.• Possess a consultative, solutions based selling approach.• Executive presence with polished and well developed written and oral communication skills.• Must be a collaborative and passionate leader with high integrity.• Familiar with a cross-sell approach. Proactive sales management and tracking. Selling coverage as opposed to price.