5-7 years in insurance with high-level account management experience
Strong interpersonal and communication skills
Demonstrated team-building capability
Financial acumen for managing practice group finances
Sales acumen with a client-centric focus
Ability to work independently with limited supervision
Proficiency in Microsoft Office Suite
Responsibilities
Drive resource planning and identify revenue opportunities
Develop and maintain carrier and vendor relationships
Recruit, train, and mentor market-focused sales staff
Generate content and represent the Market publicly
Collaborate with M&A team for acquisitions
Formulate and execute a Market business plan
Enhance performance of underperforming sales personnel
Benefits
Comprehensive benefits package
Employee ownership via 401(k) match and profit-sharing
Professional development and career growth opportunities
Flexible work arrangements including hybrid options
Flexible paid time off approach
Full Job Description
Richmond Market Leader
Location: Richmond, VA (Hybrid) FLSA Status: Exempt
The Role
The Market Leader (ML) is the most senior executive leader within a specified Market (Office) of the firm. Collaborating with operating company President, Sales Leader (SL), Practice Leaders (PL) and Division Directors (DDs) (collectively, Growth Leaders), the ML drives sales resource planning, revenue opportunities, retention strategies and develops marketing and sales plans articulated in an annually updated Market Growth Plan.
What You'll Do
Provide exceptional service (brokerage, risk advisory, risk consulting) to retain clients.
Develop and maintain carrier and vendor relationships.
Recruit, train, and develop Market talent leveraging the L&D leader, talent acquisition partner and SMEs across the company.
Generate thought leadership content (personally or as assigned to the team) and represent the Market publicly.
Formulate and execute a Market business plan.
Collaborate with the M&A team on tuck-in acquisitions.
Achieve a target of 10% year-over-year organic growth for the Market.
Generate consistent personal new business activity.
Collaborate with Growth Leaders on new business meetings, meeting prep and RFP responses to drive prospective sales to conclusion.
Work with Marketing and Communications to develop sales collateral and campaign materials.
Recruit, train, and mentor market focused sales staff as per the annual business plan.
In conjunction with Growth Leaders, develop action plans to enhance performance and productivity of underperforming sales personnel.
Regularly collaborate with the Sales Leader.
Commit to the growth described in the Market Growth Plan.
Build a talent pipeline for every role within the Market and create a succession plan for the Market.
Share expertise with team members and catalog knowledge for firm-wide access.
Identify Market changes and develop new products/services to meet client needs.
Publicize the firm's expertise and seek relevant speaking opportunities.
Prospect target agencies for acquisition with the M&A team.
Maintain awareness of competitive landscape, expansion opportunities, customers, and relevant industry developments.
Work with Client Service Team Leaders and Client Executives to retain existing accounts in addition to generating new business. In addition, assist these colleagues with cross sales and up sales.
Perform annual performance reviews for direct reports in coordination with other leaders.
What You Bring
Required Qualifications
Team-building capability.
Credibility with clients and colleagues.
Strong interpersonal and communication skills.
Commitment to leadership and motivation.
Open-mindedness and flexibility.
Financial acumen to manage practice group finances.
Strong sales acumen.
Humility.
High school diploma or GED, plus a minimum of BLANK years of insurance experience with handling BLANK 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 work independently with limited supervision.
Ability to learn third party computer programs/websites.
Possess the following skills:
Strong oral and written communication
Proactivity
Critical thinking
Organization and time management
Accounting and analytical
Strong attention to detail
Project 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.
Preferred Qualifications
Possess appropriate, jurisdictional licenses
Experience with Applied EPIC desired but not required
Bachelor's degree in business or other related field is preferred.
How You Show Up (Our Core Values in Action)
Successful team members at RCM&D are:
Reliable & Dependable - We build trust through reliability and consistency in everything we do
Inspiring, Passionate & Positive - We are passionate about our work and inspire others through out dedication, positive attitudes and enthusiasm
Driven by Integrity & Trust - We do what's right, even when it's hard or when no one is watching
Selfless Team Players - We succeed together as a team by putting the needs of our clients and colleagues above our own
Entrepreneurial & Solutions-Oriented - We challenge the status quo and don't accept "no" as final
What We Offer
Comprehensive benefits package
Employee ownership through a 401(k) employer match and discretionary profit-sharing contributions
Professional development and career growth opportunities
Flexible work arrangements (remote and hybrid options) with a flexible paid time off approach
