USI Consulting Group Defined Benefits Practice Leader, Sales and Growth - Location Flexible

General Description:

This role leads the Actuarial Consulting Practice with a focus on sales and growth of the Practice including DB investment advisory services. This role is responsible for driving continuous revenue growth for USICG across all Defined Benefit services, with respect to the existing client base as well as management of the DB Producers for new business and cross-sell with USI Retail practices. The Actuarial Sales Practice Leader strategizes with the IAS Leader, National Sales Director, and CG COO and CEO to develop and implement a comprehensive sales and growth plan for DB services, working closely with the other DB Practice Leaders (including Benefit Administration) and other senior managers as appropriate.
Responsibilities: • Positively represent USICG in meetings, seminars, trade shows and networking events. Drive consistent and predictable long-term profitable new client relationships. Develop internal resources/experts to assist producers in closing business. Develop an annual Practice Marketing and Sales Plan with COO and CEO. Develop new and enhance existing services and products. Cultivate Center of Influence (COI) channels to drive referrals.
• Sales Leadership: Accountable for full-cycle recruitment, management, and development of DB Producers. Includes coaching and performance management. Collaborate with other DB Practice Leaders to align individual and team performance objectives with the growth goals of the Practices. Ensure the company’s vision and objectives are clearly communicated throughout the team. Foster a cohesive, positive team culture.
• Growth: Lead the growth of the respective DB units and USICG. Direct the activities of the DB teams in cross-selling initiatives with existing clients. Collaborate with Retail sales leaders and USICG National Sales Director to develop a strategy with targeted initiatives to sell DB services. Develop and oversee the DB Practice business plan in order to meet annual revenue expectations through new and existing clients. Positively represent USICG in meetings, seminars, trade shows and networking events. Drive consistent and predictable long-term profitable new client relationships. Develop internal resources/experts to assist producers in closing business. Develop an annual Practice Marketing and Sales Plan with COO and CEO. Develop new and enhance existing services and products. Cultivate Center of Influence (COI) channels to drive referrals.
• Team Selling: Partner with the National Sales Director to train DB actuarial/consultants on selling strategies. Includes explaining USI’s competitive differentiation and products to clients, with a focus on USICG products/services.
• Financial: Achieve budgeted objectives for new business, overall revenue growth, and Practice profitability. Responsible for the P&L performance and attainment of targeted financial objectives of the Practices. Accurately forecast future results and trends.
• Strategic Planning: Develop and monitor a long-term plan for the Practice. Incorporate revenue growth expectations, technical capabilities, and geographical expansion.
• Talent Management: Work with internal recruiters to maintain a pipeline of talent. Provide an organizational understanding of other roles and resources that may be needed.
• Travel: Willingness to travel up to 25% of the time, regionally and nationally.
Knowledge, Skills and Abilities: • 10 years experience in an operations or leadership role working with defined benefit plans. • 5 years + experience focusing primarily on business development. • Bachelor’s degree in Mathematics, Business, Finance or Accounting. • Attainment of Enrolled Actuary, Associate of the Society of Actuaries, and/or Fellow of the Society of Actuaries designation preferred. • Investment background preferred. • Effective leadership skills, including experience managing teams and individuals. • Ability to direct and monitor the activities of others. • Excellent sales skills. Proven track record of success in meeting and exceeding goals. • Exceptional actuarial consulting and client relations/management skills. • Ability to creatively and proactively problem-solve. • Ability to deal with senior level management and have a top level executive presence. • Highly developed organizational and time management skills. • Excellent verbal, written, and interpersonal communication skills.
Physical Demands: Work is performed in a climate controlled office environment with minimal noise and limited to no exposure to chemicals or toxins. Employees operate office equipment including; telephone - headset, Computer, computer monitors, keyboard, mouse, copier, scanner and mail machine. Physical tasks of job include; driving, walking, sitting, standing, bending and fingering.
Analysis of Physical Demands: • Constantly (over 66% of time) work performed requires employees to drive to client appointments, have repetitive foot movements, walk on uneven or slippery surfaces to and from work and occasionally reach outward to grab things and bend. • Frequently (34%-66% of time) work performed requires employees to handle and grasp things, walk on normal surfaces, stand, and bend. • Frequently (34%-66% of time) work performed requires employees to use repetitive hand motions such as fingering, using a keyboard, and sitting at a desk. • Rarely (< than 1 hour per week) work performed requires lifting/carrying items that range from 10-50lbs, pushing/pulling items that range from 10-50lbs, twisting/turning including reaching over shoulder or above head, kneeling or squatting.
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USI is committed to providing a full-suite of competitive benefits for our growing population and its diverse needs. We offer a wide range of health, welfare and financial benefits including medical, wellness, dental and vision, 401(k), flexible spending and health savings accounts, short and long-term disability, life insurance and other unique employer-sponsored and voluntary programs. USI also offers a generous paid time off policy, paid family leave benefit as well as paid holiday time.