Sales Executive, Employee Benefits – Job Description

Position Summary

The Sales Producer is responsible for generating new business opportunities within a defined market while building, maintaining, and growing a book of business. This role is accountable for developing and executing a personal sales strategy, achieving annual production goals, and collaborating across teams to deliver comprehensive insurance and risk management solutions. The position is both strategic and hands-on, requiring proactive prospecting, relationship development, and consultative sales expertise to support organizational growth.

Key Responsibilities

Functional Leadership & Ownership

·       Ownership of personal sales pipeline and business development strategy.

·       Accountability for achieving annual production goals and revenue targets.

·       Acts as a subject matter expert on insurance products and services.

·       Partners with internal teams to align solutions with client needs.

Hands-On Execution & Delivery

·       Proactively sources and develops new client opportunities through networking, referrals, and cold outreach.

·       Conducts needs assessments and evaluates existing insurance programs.

·       Designs customized insurance and risk management solutions.

·       Develops and delivers presentations and implements closing strategies to secure business.

Reporting, Quality & Operational Support

·       Maintains accurate and timely records of all sales activities in CRM systems.

·       Tracks prospecting efforts, client interactions, and closed business.

·       Ensures accuracy of client data, proposals, and sales documentation.

·       Monitors pipeline performance and proactively addresses gaps.

Cross-Functional Partnership & Integration

·       Collaborates with service teams and practice leaders to deliver integrated client solutions.

·       Partners with colleagues to identify cross-sell opportunities across multiple lines of coverage.

·       Ensures smooth handoffs and strong internal alignment to support client success.

Growth, Change & Special Initiatives

·       Builds and expands a book of business year over year.

·       Participates in community, industry, and networking events to develop long-term prospect pipelines.

·       Remains adaptable to market changes, competitive dynamics, and evolving client needs.

Process Improvement & Best Practices

·       Continuously refines sales approach and prospecting techniques to improve outcomes.

·       Stays current on industry trends, regulatory changes, and new product offerings.

·       Contributes to promotional initiatives, seminars, and business development strategies.

Accountability

The role is accountable for delivering consistent sales results aligned with annual production goals, maintaining a high level of pipeline activity, ensuring accuracy and integrity of CRM data, building strong client relationships, and contributing to overall revenue growth through new business and cross-selling efforts.

Qualifications

Required

·       3–5+ years of related experience in insurance brokerage sales or equivalent.

·       Proven success in generating new business.

·       Experience with Property & Casualty, Life & Health, Personal Lines, or Retirement Planning.

·       Active and appropriate insurance licensing.

·       Strong analytical, communication, and relationship-building skills.

Preferred

·       Experience developing long-term client portfolios and networks.

·       Demonstrated success in cross-selling multiple insurance products.

·       Active involvement in industry organizations or community networking groups.

·       Familiarity with CRM platforms such as Microsoft Dynamics or similar tools.

Key Competencies

·       Ownership & Accountability

·       Consulting & Influence

·       Relationship Building

·       Results Orientation

·       Communication Skills

·       Business Acumen

·       Strategic Prospecting

·       Adaptability & Resilience

·       Analytical Thinking