Market Leader

• Works closely with the Leadership team and key stakeholders to ensure delivery of performance expectations
• Supports Division Leaders, Division Growth Manager, & Division Service Leaders in growth planning
• Drives accountability for growth plan results & review cadence 
• Coordinates and leads quarterly (or semi-annual, as appropriate), pre-renewal “huddle” meetings with all major stakeholders on substantive renewals and follows up with monthly check-in meetings
• Promotes placement strategies and provides ongoing support
• Promotes team sales maximizing cross sell opportunities
• Drives specialization and promotes Company resource utilization
• Gains in depth understanding of the objectives of each Practice
  • Drives accountability of segmentation and scope of services
  • Supports capacity planning tools
  • Ensures client & carrier deliverables are in accordance with Company professional standards
• Direct involvement in Middle Market & Large client relationships

• Partners with Division Leaders, Finance, Practice Leaders, and Service Leadership to achieve favorable financial results with respect to profitability, cash flow, reporting and controls
• Drives accountability and implementation of Company processes to support tactical execution of
  • Variance reporting
  • Pipeline management (including CRM utilization)
  • Timely Month end billing 
  • Accounts receivable / collections
  • Expense management

• Identifies and develops Producer talent to drive profitable growth
• Partners with Division Growth Managers and Human Resources to develop skills and experience requirements and training for sales roles
• Establishes recruiting protocols and interview tools designed to attract and retain top talent
• Develops and implements succession planning
• Promotes Diversity and Inclusion and colleague mentorship programs
• Provides ongoing support & guidance to service & placement colleagues in collaboration with Division Service Leaders
• Participates in and promotes employee engagement surveys

• Continuous delivery of Company vision and strategies and provide updates as applicable to all colleagues within your office(s)
• Host all colleague Town Hall meetings monthly
  • Financial results
  • New business wins
  • Service updates
  • Carrier updates
  • Company event updates
  • Other
• Implementation of individual Producer review cadence
• Development and implementation of sales meetings
  • Annual business planning
  • Quarterly results review
• Fosters collaborative working environments by being physically present in the office for an average of 3 days a week

• Develop personal growth calculator & goals and achieve new business sales goals in middle and large market
• Demonstrate technical knowledge necessary to communicate our solutions effectively to a non-insurance buyer
• Establish and maintain a new business pipeline of qualified leads exceeding three times goal. Weekly, ensure all tracked pipeline information is current and reflects actual activity and stage in the sales process
• Establish and maintain a list of target accounts and spheres of influence, developing a strategy for the sales efforts required to penetrate opportunities
• Demonstrate proficiency at discovery process (sales due diligence) and conceptual presentation promoting the World value proposition while delivering specific solutions customized to each prospect
• Participate in management enhancement trainings at least twice a year

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