Employee Benefits Select Practice Leader

6 days ago

Falls Church, United States USI Insurance Services Full time
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.
  • Undergrad 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.

Physical Demands:

Work is performed in a climate controlled office environment with minimal noise and limited to no exposure to chemicals or toxins. Employees operate office equipment including telephone - headset, computer, computer monitors, keyboard, mouse, copier, scanner, and mail machine. Physical tasks of job include driving, walking, sitting, standing, and bending.

Analysis of Physical Demands:

 Constantly (over 66% of time) work performed requires employees to drive to client appointments, have repetitive foot movements, walk on uneven or slippery surfaces to and from work and occasionally reach outward to grab things and bend. Frequently (34%-66% of time) work performed requires employees to handle and grasp things, walk on normal surfaces, stand and bend. Frequently (34%-66% of time) work performed requires employees to use repetitive hand motions such as typing, using a keyboard, and sitting at a desk. Rarely (< than 1 hour per week) work performed requires lifting/carrying items that range from 10-50lbs, pushing/pulling items that range from 10-50lbs, twisting/ turning including reaching over shoulder or above head, kneeling or squatting.

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.

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