THE OPPORTUNITY:

The Chief Sales Officer (CSO) is the senior sales executive for CNC, accountable for the overall sales performance, producer development, and growth strategy across all lines of business — Commercial Lines, Employee Benefits, Personal Lines, and Retirement & Private Wealth. The CSO leads and develops the region's Sales Leaders, sets production goals and organic growth targets, and builds a culture of accountability and coaching throughout the sales organization. The CSO serves as a key member of the CNC Executive Management Team, partnering with the Regional President and Line of Business leaders to drive cross-sell strategy, producer recruiting, and long-range revenue growth.

DUTIES & RESPONSIBILITIES:

Sales Strategy & Executive Leadership

• Develops and executes the regional sales strategy in partnership with the Regional President and Executive Management Team.

• Sets production goals and organic growth targets by Sales Leader cohort, line of business, and market segment.

• Reviews pipeline data and production performance across the region; reports results to the Regional President and Executive Management Team.

• Serves as a member of the CNC Executive Management Team, contributing to overall business strategy and decision-making.

Sales Leadership & Team Performance

• Leads, coaches, and develops CNC's Sales Leaders; holds them accountable for cohort production goals and producer development.

• Establishes a region-wide sales culture that maximizes producer strengths and drives accountability, continuous learning, and high performance.

• Identifies underperformance at the Sales Leader or cohort level and directs corrective action in partnership with Human Resources.

Cross-Sell & Line of Business Coordination

• Champions cross-sell initiatives across Commercial Lines, Employee Benefits, Personal Lines, and Retirement & Private Wealth to maximize client wallet share.

• Partners with Line of Business leaders to align sales efforts, share best practices, and coordinate go-to-market strategies.

Producer & Sales Leader Talent

• Owns region-wide producer and Sales Leader recruiting, onboarding, and succession planning.

• Partners with HR on producer and Sales Leader compensation plan design and incentive structures.

• Establishes region-wide standards for producer development, coaching, and performance accountability.

Market Development & External Presence

• Builds and maintains relationships with prospective clients, carriers, referral sources, and centers of influence across the region.

• Represents HUB CNC at industry events, trade associations, and community organizations.

Operational Excellence

• Owns region-wide sales reporting, CRM discipline, and pipeline management standards.

• Partners with the VP, Sales Operations & Client Strategies on sales process optimization, pipeline reporting infrastructure, and sales analytics to support regional decision-making.

• Partners with the Regional President on M&A target identification and producer recruiting from acquired agencies.

• Performs other duties and projects as assigned.

Key Performance Indicators

• New Business Growth: Region meets or exceeds CNC new business growth standard; measured by new-to-base revenue generated across all Sales Leader cohorts annually.

• Organic Growth: Region meets or exceeds CNC organic growth standard; measured by year-over-year revenue growth across all lines of business.

• Cross-Sell Penetration: Region meets or exceeds CNC cross-sell standard; measured by cross-sell revenue as a percentage of total regional book across Commercial Lines, Employee Benefits, Personal Lines, and Retirement & Private Wealth.

• Client & Revenue Retention: Region meets or exceeds CNC retention standard; measured by client count and revenue retained year-over-year across all lines of business.

• Producer Recruiting & Development: Region maintains a healthy investment in producer recruiting and development, measured by net unvalidated producer payroll (NUPP) as a percentage of revenue and new business sales velocity relative to prior-year commissions.

• Pipeline Health: All Sales Leader cohorts maintain active, current pipeline records; measured by pipeline coverage ratio and stage-to-close conversion across the region.

• Profitability Contribution: Region's growth contributes to CNC's profitability objectives; measured by regional EBITDA margin and the combined organic growth plus profitability standard.

QUALIFICATIONS:

• Minimum of 10+ years of progressive P&C insurance brokerage sales experience, with a demonstrated track record of production and sales leadership success.

• Minimum of 5+ years of sales leadership experience managing other sales leaders or a multi-cohort producer organization.

• Bachelor’s degree required; MBA or advanced degree preferred.

• Professional designations (CPCU, CIC, ARM) preferred but not required.

• Property & Casualty license required.

• Experience leading sales across multiple lines of business (Commercial Lines, Employee Benefits, Personal Lines, and/or Retirement & Private Wealth) strongly preferred.

KNOWLEDGE / SKILLS / ABILITIES:

• Ability to lead, direct, and hold accountable a team of Sales Leaders across multiple lines of business, including performance management and succession planning.

• Ability to coach and develop sales leadership talent, building bench strength and producer pipelines across the region.

• Executive presence and ability to effectively represent CNC with clients, carriers, and industry partners.

• Deep understanding of the core factors that drive HUB’s business profitability and how regional sales strategy connects to it.

• Strong financial and business acumen; ability to interpret pipeline, production, and profitability data to inform regional strategy.

• Ability to prioritize and manage multiple strategic initiatives across lines of business simultaneously.

• Ability to build alignment and drive cross-functional collaboration among Sales Leaders, Line of Business leaders, and corporate resources (Finance, Operations, HR, Marketing).

• Computer skills: proficiency with Microsoft Office Suite, CRM/SRM platforms, and sales analytics/reporting tools.

• Critical thinking: ability to evaluate market trends, competitive dynamics, and internal performance data to adjust regional strategy.

• Experience supporting M&A integration, including producer retention and onboarding from acquired agencies.

Leadership Capabilities

• Organizes global strategic issues.

• Creates a culture of continuous learning and development and builds a successful organization.

• Promotes HUB as a reliable business partner in the industry.

• Leads the business to optimize revenue, get value for money, and generate opportunities.

• Implements tactics to foster agility and adjust plans and objectives.

• Encourages relationships and collaboration between groups.

• Adapts communications and communicates complex messages clearly and credibly.

WORKING CONDITIONS AND PHYSICAL DEMANDS:

• This position primarily involves remaining in a stationary position for the majority of the workday.

• The person in this position frequently communicates with colleagues, clients, and carriers both in person and on the telephone; must be able to communicate and exchange accurate information.

• Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.

• The person in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc.

• Travel is required periodically for client meetings, carrier visits, Sales Leader/producer field visits, and industry events.

The expected salary range for this position is $200,000 - $350,000k + Incentive depending on geographical location and will be impacted by factors such as the successful candidate's skills, experience and working location, as well as the specific position's business line, scope and level. HUB International is proud to offer comprehensive benefit and total compensation packages which could include health/dental/vision/life/disability insurance, FSA, HSA and 401(k) accounts, paid-time-off benefits, and eligible bonuses, equity and commissions for some positions.

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