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Job Summary
The Property & Casualty (P&C) Growth Leader is a player/coach role responsible for driving new business growth through both personal production and the development of the firm's new producers. This individual will maintain a personal book of new business while recruiting, managing, and coaching new producers, building their sales acumen, and strengthening their P&C technical knowledge. The Growth Leader serves as a key contributor to RCM&D's organic growth strategy and producer pipeline.
Essential Functions
Serve in a player/coach capacity, balancing personal new business production with leadership and development of new producers.
Generate personal new business production by identifying, qualifying, and closing new P&C prospects; evaluate prospects' position in their industry, research and analyze sales options, and achieve individual new business goals consistent with RCM&D producer expectations.
Maintain relationships with personally produced clients by providing support, information, and guidance; identify cross-selling opportunities and work with divisions to sell all products, solutions, and services offered by RCM&D.
Remain current on industry trends, market activities, and competitors; model a hunter mentality for the producer team.
Directly manage a team of new producers; set expectations and goals, monitor pipeline activity and production results, and hold producers accountable to performance metrics.
Attend prospect and client appointments with new producers to model effective sales techniques, support the sales process, and provide real-time feedback.
Coach new producers on sales acumen, including prospecting, pipeline management, discovery and needs analysis, presentation, negotiation, and closing.
Deliver P&C technical training to new producers on coverage lines, policy forms, risk exposures, and market/underwriting considerations.Own new producer recruiting efforts in partnership with Talent Acquisition and leadership, including sourcing, interviewing, and selection of producer candidates.
Develop and maintain structured onboarding and development plans for new producers to accelerate their path to production validation.
Collaborate with service teams, and carrier partners to ensure smooth transitions of new business and a strong client experience.
Track and report on producer development, pipeline, and new business results to leadership.
Additional job duties as assigned.
Minimum Education/Abilities/Skills
Minimum of 10 years of insurance experience with handling large, complex commercial accounts at a high level of responsibility.
Maintain a client-centric focus; is highly responsive to internal and external stakeholders’ needs and can manage/meet/exceed expectations.
Team player with a positive attitude and willingness to learn; work collaboratively with internal and external stakeholders.
Ability to learn third party computer programs/websites.
Possess the following skills:
Strong oral and written communication Proactivity Critical thinking Organization and time management Demonstrate accountability, work well under pressure, and meet deadlines and deliverables.
Projects confidence in interactions with colleagues and clients.
Contribute to team efficiency by sharing knowledge and best practices.
Proficient with Microsoft Office suite.
Proven track record of personal P&C new business production.
A natural network in the Maryland area.
Sales experience in the industries we serve, such as Healthcare, Education, Real Estate, Construction, Non-Profit, Manufacturing, and Professional Services, is a plus.
Demonstrated ability to coach, mentor, and develop sales talent.
Experience recruiting and onboarding producers is preferred.
Additional Qualifications
Possess appropriate, jurisdictional P&C licenses.
Working knowledge of Applied EPIC agency management system.
Bachelor’s degree in business or other related field is preferred
Advanced insurance designations, such as CIC, CPCU, CRM, ARM, or other pertinent designations, are desirable.
Compensation
The base salary range for this position is $190,000 to $200,000 annually. Individual compensation will be determined based on a variety of factors including relevant experience, skills, education, and internal equity.