• Producer


    Job #437204522

  • Summary:

    The Producer is responsible for producing new business in addition to servicing existing accounts.

    The Producer will aggressively develop and manage an active pipeline through seeking out prospects, calling on potential clients, conducting in-depth analysis, presenting information on the organization's capabilities, strategically cross-selling products aligned with clients' needs and introducing subject area specialists (as needed) to win and retain each client's business.

    The majority of activities in this role will be directed toward the generation of new sales to existing and prospective clients. Success will be based on the individual's ability to win new business, retain existing business and meet or exceed established sales goal targets related to revenue growth and penetration into specific targets.


    • Develop and acquire new business revenue through sales to new and existing clients

    • Aggressively identify and pursue cross-selling opportunities

    • Provide service to clients according to their needs, retaining them as clients

    • Participate in team sales situations with other Producers and support personnel

    • May manage overall client relationships and is supported by day-to-day account management.

    • Assist, educate and develop other staff members in new client sales situations and existing client service requirements

    • Apply industry technologies to new sales, additional sales to existing clients and account service

    • Prepare and implement an individual business plan and production budget

    • Develop and maintain interdivision/intercompany relationships consistent with our corporate culture

    • Lead preparation of proposals and presentations

    • Design individual prospect sales strategies and develop unique prospect programs

    • Align with individual client sales strategies

    • Conduct thorough needs analysis/risk assessment to uncover prospects/clients unique coverage needs

    • Provide consultative advice in key risk areas

    • Identify and close potential cross-sell opportunities

    • Maintain consistent/high quality touch points by phone and face-to-face with clients

    • Support Client Management team in identifying and closing rounding opportunities

    • Identify prospects for business from existing and prospective clients

    • Develop new relationships with individuals responsible for insurance and risk management decisions

    • Obtain referral leads from existing clients

    • Participate and take leadership roles in targeted community and professional associations

    • Provide annual input for the performance review of team members

    • Provide timely/quality feedback to service team members; assist team members in acquiring new skills

    • Help to identify and develop future Producer talent

    • Be able to work and negotiate with the external market to provide best of value deliverables within specified timelines

    • Negotiates and develops Performance Standards and Guarantees (PS&Gs) for new Clients, monitors PS&G results and reporting; analysis and communication of Client/Customer satisfaction levels; and establishment and implementation of Company-wide Client management teams

    This Job Description should not be construed to imply that these requirements are the exclusive standards of the position. Incumbents will follow any other instructions and perform any other related duties as may be required by the Manager.


    To perform the job successfully, an individual should demonstrate the following competencies:

    • Demonstrated sales, negotiation, and customer service skills

    • Demonstrated analytical skills

    • Demonstrated knowledge of employee benefits concepts and principles

    • Demonstrated effective employee benefits prospecting and sales experience.

    • Acts independently with minimal direction

    • Strong communication and interpersonal skills


    Bachelor's degree from four year college or university and/or five or more years of sales experience in employee benefits products and/or brokerage (primarily medical consulting) in a customer relationship building role. Strong working knowledge of employee benefits programs. Project management experience preferred. Degree may be substituted by relevance of work experience.

    Certificates and Licenses:

    Possession and maintenance of a valid Driver's License and state Life/Health license required. Certified Employee Benefit Specialist (CEBS) preferred.

    Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

    Extensive travel required

    Job Posted by ApplicantPro