Job Description

Overview:

The Unit Leader collaborates with division, growth, and practice leadership to drive profitable growth in alignment with the Company’s strategic vision. This role involves ensuring Unit performance expectations are met through regular communication with the leadership team and stakeholders, supporting growth and retention planning, and promoting team sales strategies. The Unit Leader partners with Division Leaders, Finance, Practice Leaders, Placement and Service Leadership to achieve favorable financial results, focusing on profitability, cash flow, reporting, and controls. They drive accountability and implement Company processes for variance reporting, pipeline management, timely month-end billing, accounts receivable/collections, and expense management while also being accountable for budget creation. The Unit Leader is responsible for clear and continuous communication of the Company’s vision and strategies, hosting at least quarterly or monthly Town Hall meetings, and preparing and providing requested updates on financial results, new business wins, client retention, and revenue variances, as well as other relevant topics. Additionally, the Unit Leader develops and implements sales and client retention meetings (in accordance with any Company-outlined processes then in effect), individual Client Advisor and Service Leader review cadences, and is responsible for recruiting top talent to support the overall growth and success of the Unit.

Specific Responsibilities Include:

Profitable Growth

• 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

Revenue / Expense Management

• 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

Colleague Development

• 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

Communication

• 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

Personal Growth Metrics

• 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

• Demonstrate personal growth and achievement in the Company’s standard KPI matrix, as the same may be amended by the Company from time to time. The Company’s standard KPI matrix is attached hereto as Schedule 1. 

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