Market Leader

1 month ago

Washington, United States Riggs Counselman Michaels & Downes Inc Full time
Market Leader - Washington D.C.

Working at RCM&D and SISCO is ideal for those seeking a challenging, rewarding and upwardly mobile career in risk management, insurance and employee benefits. Dedicated to fostering their continued success and growth, we are deeply invested in our employees.

The Market Leader (ML) is the most senior executive leader within a specified Market (Office) of the firm. Collaborating with operating company President, Sales Leader (SL), Practice Leaders (PL) and Division Directors (DDs) (collectively, Growth Leaders), the ML drives sales resource planning, revenue opportunities, retention strategies and develops marketing and sales plans articulated in an annually updated Market Growth Plan.

Key Responsibilities:

  • Provide exceptional service (brokerage, risk advisory, risk consulting) to retain clients.
  • Develop and maintain carrier and vendor relationships.
  • Recruit, train, and develop Market talent leveraging the L&D leader, talent acquisition partner and SMEs across the company.
  • Generate thought leadership content (personally or as assigned to the team) and represent the Market publicly.
  • Formulate and execute a Market business plan.
  • Collaborate with the M&A team on tuck-in acquisitions.
  • Achieve a target of 10% year-over-year organic growth for the Market.

Detail:

  • Generate consistent personal new business activity.
  • Collaborate with Growth Leaders on new business meetings, meeting prep and RFP responses to drive prospective sales to conclusion.
  • Work with Marketing and Communications to develop sales collateral and campaign materials.
  • Recruit, train, and mentor market focused sales staff as per the annual business plan.
  • In conjunction with Growth Leaders, develop action plans to enhance performance and productivity of underperforming sales personnel.
  • Regularly collaborate with the Sales Leader.
  • Commit to the growth described in the Market Growth Plan.
  • Build a talent pipeline for every role within the Market and create a succession plan for the Market.
  • Share expertise with team members and catalog knowledge for firm-wide access.
  • Identify Market changes and develop new products/services to meet client needs.
  • Publicize the firm‘s expertise and seek relevant speaking opportunities.
  • Prospect target agencies for acquisition with the M&A team.
  • Maintain awareness of competitive landscape, expansion opportunities, customers, and relevant industry developments.
  • Work with Client Service Team Leaders and Client Executives to retain existing accounts in addition to generating new business. In addition, assist these colleagues with cross sales and up sales.
  • Perform annual performance reviews for direct reports in coordination with other leaders.

Leadership Skills:

  • Team-building capability.
  • Credibility with clients and colleagues.
  • Strong interpersonal and communication skills.
  • Commitment to leadership and motivation.
  • Open-mindedness and flexibility.
  • Financial acumen to manage practice group finances.
  • Strong sales acumen.
  • Humility.

Finding and cultivating talent is a hallmark of our organization. RCM&D looks for the best and brightest risk management, insurance and employee benefits professionals to join our firm. As a growing and vibrant business, we also recruit savvy marketing, sales, finance, human resources, technology and administrative colleagues to manage and operate our business.

About Us

RCM&D is ranked among the top independent insurance advisory firms in the United States. Our specialized teams provide strategic solutions and consulting for risk management, insurance and employee benefits. Founded in 1885, we leverage over a century of experience along with strong local, national and global reach to meet all of your business objectives. RCM&D Self-Insured Services Company (SISCO) is a Third Party Administrator and a trusted partner in claim management, consulting and advisory services for clients.

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