Select Employee Benefits Practice Leader

USI Insurance Services; Falls Church (VA); On-site; USD 150,000 - 230,000; Full time

Job summary

USI Insurance Services seeks a seasoned Practice Leader for Select Employee Benefits in Falls Church, VA. You will manage sales producers, drive revenue growth, and contribute to regional leadership initiatives.

A Life & Health license is required, with a proven sales leadership record in benefits. Lead cross-sell programs, coach staff, and collaborate across practices to maximize pipeline quality and new business opportunities.

Qualifications

• Employee Benefits brokerage sales experience
• 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
• Consultative, solutions based selling approach
• Executive presence with polished and well developed written and oral communication skills
• Collaborative and passionate leader with high integrity
• Familiar with a cross-sell approach; proactive sales management and tracking

Responsibilities

• Learn then lead USI’s One Advantage Platform, including Omni, Network and Enterprise solutions
• Provide leadership and coaching to Select Producers to generate revenue and meet sales goals
• Drive prospecting, initial appointments, and closed business to exceed targets
• Partner with recruiting to source, screen, hire, and onboard new producers/brokers
• Build robust pipelines with quality prospects and drive cross-sell opportunities
• Join producers on new business appointments and assist with huddle meetings
• Guide CRM-driven prospecting and ensure pipeline discipline

Skills

Sales leadership

Executive presence

Collaboration

Coaching

Education

Life & Health insurance license

Job description

MD - Hunt Valley, PA - Blue Bell, VA - Falls Church

Job ID

32914

Description and Requirements

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.

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.
• 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.

#LI-LR1

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.