Sales Leader, Practice Leader, Property & Casualty – Chicago

Posted on Feb 5 Oak Brook, IL

The Practice Leader is responsible for driving continuous profitable revenue growth for their specific operation. The Practice Leader will be a key part of the Executive Leadership Team reporting directly to Regional Leadership. This individual will be a strong partner to and will work collaboratively with our Practice Leader, Employee Benefits.


  • Execute and lead the USI Core processes of Hire, Get, Prep, Advance, Close and Keep.
  • Meet and exceed top line revenue growth and Organic Growth on an annual and quarterly basis.
  • Accountable for line of sight new and lost business forecasting for the current quarter.
  • Strategize with Operations Manager to retain business year over year.
  • Responsible for the ownership of pipeline management and at-risk accounts coaching producer behavior utilizing the USI Omni and Risk Assessments.
  • Focus on recruiting, hiring and on boarding new producers capable of driving new revenues on an annualized basis.
  • Train all new producers on the USI ONE Advantage and messaging issues/USI Solutions the financial impact and sample case studies specific to each prospect using such tools as the OMNI and the 4x4 sales execution.
  • Lead and execute effective Engagement Platform sessions on a weekly basis for both new and established producers.
  • Create positive synergy within practice to encourage cross-selling.
  • Develop internal resources / experts to assist all producers in closing business.
  • Work with Operations Manager to enhance Value Proposition, Stewardship process and Account Management services.
  • Assist RCEO's in finding and recruiting Acquisition candidates.
  • Drive consistent and predictable long term profitable new client relationships.
  • Responsible for distribution of prospects to producers by working with both the local CRM Champion supported by the USI Data Integrity Team.
  • Assist in developing sales and marketing strategies along with communications to optimize USI's position in the marketplace.
  • Positively and proactively represent USI in meetings, seminars, trade shows and networking events following USI National Strategy and graphic standards.
  • Work collaboratively to maximize results in all markets.
  • Develop positive carrier relationships with oversight of override and contingent programs.
  • Drive utilization and keep current all prospecting and relationship building opportunities within the company's sales force automation system (CRM).

Key Performance Metrics

  • Simple Net New (SNN): New business exceeds lost business
  • Direct contribution margins (controllable within the practice)
  • Organic revenue growth (net of rate, exposure and acquisitions changes)
  • Execution of USI One model
  • Recruiting, hiring and development of team

Experience, Knowledge, Skills and Abilities

  • 15+ years in the Insurance industry including extensive experience operating in the insurance brokerage business
  • Demonstrated leadership ability and experience with ability to build trust and work in a collaborative environment; minimum of 3 years of experience in Property & Casualty and risk management business
  • Ability and gravitas to work with senior level producers effectively
  • Strong technical understanding and grasp of Property & Casualty and risk management business
  • A deep understanding of the entire sales and client service process
  • Proven track record for meeting or exceeding revenue targets
  • A consultative, positive and resourceful approach to interacting with prospects, clients and associates
  • Ability to interact with senior level management and have a top level executive presence
  • Strong visibility within the Property & Casualty community
  • Highly developed organization and time management skills
  • Excellent listening skills
  • Strong written and verbal communications
  • High level of energy and personal drive; goal oriented

Travel Requirements

• Domestic travel to client sites typically within region