Select EB Producer - Industry Specialized

USI Insurance Services; Buffalo (NY); On-site; USD 80,000 - 95,000; Full time

Benefits offered by this job

Training program

Licensing course

Promotion opportunities

Competitive benefits

Job summary

USI Insurance Services is seeking high-potential sales professionals for an outside employee benefits sales role focused on employer groups with 10–50 employees. You will undergo an extensive 12–24 month training program, including an 8-week licensing course, with promotion potential to a Middle Market Employee Benefits Sales role after 12+ months.

Responsibilities include sourcing opportunities, COI development, and cross-selling, while meeting annual new business sales goals and building a

Qualifications

• 3+ years B2B sales experience including calling on senior executives.
• Track record of sales success.
• B2B sales in PEO, Payroll, HRIS preferred.
• College degree preferred.
• Candidates will be provided with an initial licensing course.
• Personable, highly motivated, and goal oriented; driven to achieve individual sales goals.
• Superior communication, negotiation, and presentation skills.
• Excellent organizational and follow-up skills.
• Strong understanding of Employee Benefits.
• Consultative, positive, and resourceful approach to dealing with prospects, clients, and associates.
• Excellent listening skills with strong customer focus.
• Able to work in a fast-paced, team environment with minimal instruction.
• Ability to deal with senior level management and executive presence.

Responsibilities

• Participate in outside sales development program with training and licensing.
• Sourcing opportunities through calling and COI development.
• Develop prospect messaging and research via USI resources.
• Meet annual new business goals in 10-50 employee market.
• Build client and prospect pipeline; cross-sell to existing clients.
• Represent USI in meetings, seminars, and networking events.
• Communicate USI differentiators effectively to clients and prospects.
• Develop and deploy sales and marketing strategies with the account team.

Skills

B2B sales experience

Senior executives

Negotiation skills

Presentation skills

Goal oriented

Communication skills

Client relationship building

Education

College degree preferred

Tools

CRM software

Job description

General Description:

This role is designed to cultivate new employee benefits sales talent with a long-term career at USI. The program offers extensive training and production opportunities over a 12-24 month period. This is an outside sales position with a focus on employer groups with 10-50 employees. Responsibilities include sourcing opportunities through calling, COI development, and cross sell. Training includes an initial 8-week fundamentals and licensing course prior to the primary 10-week program. After 12 plus months in the role there is the opportunity to be promoted to a Middle Market Employee Benefits Sales role with USI, including increased commissions and opportunity for equity.

Responsibilities

• Participate in Other Industry New Producer development program. Includes e-Learning modules and live training sessions conducted via WebEx.
• Complete pre-licensing education program as required by state.
• Must obtain Life & Health insurance license within 8 weeks of start date.
• Achieve annualized new business sales goals of $80K in our target market of companies with 10-50 employee lives.
• Meet new business activity and quality appointment goals.
• Use USI resources to research prospects and develop customized messaging for prospects.
• Understand and explain USI's competitive differentiation to clients and prospects.
• Develop sales business plan and use effective prospecting strategies. Overcome sales obstacles on a prospect-specific basis.
• Build client and prospect pipeline. Develop cross-selling strategies for existing clients.
• Innovate for clients using market knowledge and advanced understanding of technical insurance issues.
• Use USI's contact management and sales automation tool to support sales processes. Input timely and accurate information to facilitate sales and revenue projections.
• Participate in USI's industry training and sales support programs.
• Positively represent USI in meetings, seminars, trade shows, and networking events.
• Demonstrate technical knowledge necessary to communicate our solutions effectively to a non-insurance buyer.
• Successfully develop and deploy sales and marketing strategies along with periodic communications to optimize USI's position in the marketplace.
• Work collaboratively with the account management team and national/regional resources to maximize results.

Knowledge, Skills And Abilities

• 3+ years business to business sales experience including calling on senior executives. Track record of sales success.
• Business to business sales experience in PEO, Payroll, and HRIS preferred.
• College degree preferred.
• Candidates will be provided with an initial licensing course.
• Personable, highly motivated, and goal oriented. Driven to achieve individual sales goals.
• Superior communication, negotiation, and presentation skills.
• Excellent organizational and follow-up skills.
• Strong and/or developing understanding of Employee Benefits.
• Consultative, positive, and resourceful approach to dealing with prospects, clients, and associates.
• Excellent listening skills with strong customer focus.
• Able to work in a fast-paced, team environment with minimal instruction.
• Ability to deal with senior level management and have a top-level executive presence.

Why USI?

With approximately $3 billion in revenue and over 10,500 associates across approximately 200 offices nationwide, USI is one of the largest insurance brokerage and consulting firms in the world. At USI, we have created one of the most dynamic personal and professional development cultures in the industry. We invest heavily in our associates, and we take pride in celebrating their growth and success through our one-of-a-kind employee reward and recognition programs.

Unrivaled Resources and Support

What truly distinguishes USI as a premier insurance brokerage and consulting firm is the USI ONE Advantage® , a game-changing value proposition that delivers to clients a robust set of risk management and benefit solutions with bottom-line financial impact. USI ONE® represents Omni, Network, Enterprise—the three key elements that set USI apart from the competition. Through USI ONE, we develop strategic, timely, and effective risk management and benefit programs in terms that are easy to understand, and we demonstrate how the solutions can have a positive economic impact.

Pathways to Promotion

USI sales associates are equipped with an industry-leading sales training program called USI ONE® Academy, focusing on the understanding, messaging, and articulation of USI's technical solutions. Our Executive Series program features industry articles, videos, and tools to promote meaningful conversations with prospects and clients, and our internal networking and mentoring programs help establish a strong foundation of professional development. These tools and resources set you up for success, and the average promotion timeline from small business sales to middle market is 12-36 months.

Premier Sales Rewards, Industry-Leading Programs, and Recognition

In addition to competitive pay and commission, incentives, and benefits, USI recognizes our top sales associates through USI PEAK , recognizing and rewarding our sales professionals for achieving superior results. USI offers employee programs that recognize outstanding achievement and help our associates lead healthy, productive lives. We turn care into action with our award-winning wellness program, college scholarships for associates' children, and financial help in times of need.

Deep Community Engagement

We are committed to giving back to our local communities and supporting a culture of environmental sustainability. From sharing our time, talent, and resources to support local non-profit organizations, animal shelters, and environmental beautification and restoration projects - to partnering with eco-conscious vendors and taking steps to reduce our own environmental footprint - we're working together as ONE to build a better future.

Committed to a Diverse and Inclusive Workplace

Our award-winning I'm With U diversity and inclusion program educates our associates to help them better understand and serve our clients, prospects, fellow team members, and local communities through curated education and training resources, employee support programs, and community outreach initiatives to build a more diverse, equitable, and inclusive culture.

Nationally Recognized as a Top Insurance Employer

• Recognized as one of Insurance Business America's Top Insurance Employers eight consecutive years (2018-2025).
• Named to Business Insurance's annual list of the Best Places to Work in Insurance six years in a row (2020-2025).
• Named to Fortune's Best Workplaces in Financial Services & Insurance list for the last two years (2024-2025).
• Certified as a Great Place To Work two years in a row (2024-2025).

Visit our Awards and Accolades page for a complete list of our latest industry awards and recognitions!

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 family leave benefit as well as paid holiday time.

$80,000-$95,000