Chief Sales Officer

HUB International; Santa Barbara (CA); On-site; USD 250,000 - 400,000; Full time

Job summary

HUB International is seeking a Chief Sales Officer (CSO) for the CNC region to lead overall sales performance and producer development across Commercial Lines, Employee Benefits, Personal Lines, and Retirement & Private Wealth. You will guide Sales Leaders, set ambitious production goals, and drive cross-sell strategies with senior executives to grow revenue.

The CSO will foster a culture of accountability, coaching, and data-driven decision-making, partnering with HR and operations to optimize

Qualifications

• Strategic leadership experience in regional sales organizations.
• Proven track record of achieving growth targets across multiple lines of business.
• Ability to coach and develop Sales Leaders and teams.
• Strong cross-functional collaboration with marketing, product, and operations.
• Proficiency with CRM, data analytics, and pipeline management.

Responsibilities

• Develops and executes the regional sales strategy in partnership with leadership.
• Sets production goals and organic growth targets for all lines of business.
• Reviews pipeline data and reports results to executive stakeholders.
• Leads, coaches, and develops Sales Leaders to sustain high performance.
• Champions cross-sell initiatives across lines of business and partnerships.

Skills

Strategic leadership

Sales leadership

Executive leadership

Cross-functional collaboration

CRM expertise

People development

Tools

CRM software

Salesforce

Job description

About Hub

In a rapidly changing world, HUB advises businesses and individuals on how to prepare for the unexpected. As one of the worlds' largest insurance brokers, our focus is dedicated to providing our customers with the peace of mind that what matters most will be protected-through unrelenting advocacy and tailored insurance solutions that put our clients in control. Our growing team of professionals across North America represents a broad, deep and one-of -a kind aggregation of entrepreneurs and leaders recognized for their excellence throughout the insurance community.

About Hub

In a rapidly changing world, HUB advises businesses and individuals on how to prepare for the unexpected. As one of the worlds' largest insurance brokers, our focus is dedicated to providing our customers with the peace of mind that what matters most will be protected-through unrelenting advocacy and tailored insurance solutions that put our clients in control. Our growing team of professionals across North America represents a broad, deep and one-of -a kind aggregation of entrepreneurs and leaders recognized for their excellence throughout the insurance community.

The Opportunity

The Chief Sales Officer (CSO) is the senior sales executive for CNC, accountable for the overall sales performance, producer development, and growth strategy across all lines of business — Commercial Lines, Employee Benefits, Personal Lines, and Retirement & Private Wealth. The CSO leads and develops the region's Sales Leaders, sets production goals and organic growth targets, and builds a culture of accountability and coaching throughout the sales organization. The CSO serves as a key member of the CNC Executive Management Team, partnering with the Regional President and Line of Business leaders to drive cross-sell strategy, producer recruiting, and long-range revenue growth.

Duties & Responsibilities

Sales Strategy & Executive Leadership

• Develops and executes the regional sales strategy in partnership with the Regional President and Executive Management Team.
• Sets production goals and organic growth targets by Sales Leader cohort, line of business, and market segment.
• Reviews pipeline data and production performance across the region; reports results to the Regional President and Executive Management Team.
• Serves as a member of the CNC Executive Management Team, contributing to overall business strategy and decision-making.

Sales Leadership & Team Performance

• Leads, coaches, and develops CNC's Sales Leaders; holds them accountable for cohort production goals and producer development.
• Establishes a region-wide sales culture that maximizes producer strengths and drives accountability, continuous learning, and high performance.
• Identifies underperformance at the Sales Leader or cohort level and directs corrective action in partnership with Human Resources.

Cross-Sell & Line of Business Coordination

• Champions cross-sell initiatives across Commercial Lines, Employee Benefits, Personal Lines, and Retirement & Private Wealth to maximize client wallet share.
• Partners with Line of Business leaders to align sales efforts, share best practices, and coordinate go-to-market strategies.

Producer & Sales Leader Talent

• Owns region-wide producer and Sales Leader recruiting, onboarding, and succession planning.
• Partners with HR on producer and Sales Leader compensation plan design and incentive structures.
• Establishes region-wide standards for producer development, coaching, and performance accountability.

Market Development & External Presence

• Builds and maintains relationships with prospective clients, carriers, referral sources, and centers of influence across the region.
• Represents HUB CNC at industry events, trade associations, and community organizations.

Operational Excellence

• Owns region-wide sales reporting, CRM discipline, and pipeline management standards.
• Partners with the VP, Sales Operations & Client Strategies on sales process optimization, pipeline reporting infrastructure, and sales analytics to support regional decision-making.
• Partners with the Regional President on M&A target identification and producer recruiting from acquired agencies.
• Performs other duties and projects as assigned.

Key Performance Indicators

• New Business Growth: Region meets or exceeds CNC new business growth standard; measured by new-to-base revenue generated across all Sales Leader cohorts annually.
• Organic Growth: Region meets or exceeds CNC organic growth standard; measured by year-over-year revenue growth across all lines of business.
• Cross-Sell Penetration: Region meets or exceeds CNC cross-sell standard; measured by cross-sell revenue as a percentage of total regional book across Commercial Lines, Employee Benefits, Personal Lines, and Retirement & Private Wealth.
• Client & Revenue Retention: Region meets or exceeds CNC retention standard; measured by client count and revenue retained year-over-year across all lines of business.
• Producer Recruiting & Development: Region maintains a healthy investment in producer recruiting and development, measured by net unvalidated producer payroll (NUPP) as a percentage of revenue and new business sales velocity relative to prior-year commissions.
• Pipeline Health: All Sales Leader cohorts maintain active, current pipeline records; measured by pipeline coverage ratio and stage-to-close conversion across the region.
• Profitability Contribution: Region's growth contributes to CNC's profitability