Chicago Market Leader

Unison Risk Advisors•Chicago, IL

About The Position

The Chicago Market Leader drives new business opportunities, leads and develops Gibson’s sales team, supports client retention, and represents Gibson in the market and community. The role requires an executive presence, current knowledge of relevant business issues, strong sales and networking capabilities, and a commitment to coaching and developing salespeople. The leader serves as the voice of sales to the Leadership Team and collaborates across the organization to help the team succeed. Gibson describes itself as an advisory-focused organization that prioritizes clients’ best interests and supports employees through recruiting, comprehensive training, and career-path development. Its stated core values are Create a Great Experience, Do the Right Thing, Play for Each Other, Pursue Growth, and Own Your Future. The position includes regular computer and office work, prolonged stationary periods, repetitive hand and arm movements, occasional movement around the office, and occasional lifting of up to 10 pounds. Extended hours may be required to meet client or organizational deadlines.

Requirements

At least 10 years of industry experience.
Bachelor’s degree or undergraduate degree.
Strong oral and written communication skills, including public speaking, small-group presentations, and one-on-one interaction.
Advanced presentation skills and the ability to command an audience and communicate effectively.
Advanced sales skills, including the ability to champion new ideas and strategies.
Excellent sales-management communication, organization, and interpersonal skills.
Ability to influence and negotiate.
Advanced proficiency with MS Word, Excel, and PowerPoint.
Ability to remain stationary for periods of up to 6–8 hours and continuously operate a computer and office productivity machinery for 6–8 hours.
Ability to perform repetitive hand, arm, and finger movements for typing or writing.
Ability to move around the office, access office machinery, occasionally lift up to 10 pounds, and ascend or descend floors in an emergency.
May need to work extended hours to meet client or organizational deadlines.

Nice To Haves

C-suite relationships are preferred.

Responsibilities

Drive new business opportunities for all Gibson business units and meet annual new-business goals.
Hold Sales Team Leaders and salespeople accountable for their individual goals.
Work with the marketing team to develop creative plans to generate leads and retain existing business.
Demonstrate knowledge of the markets where Gibson does business and assist in retaining large clients.
Work with Sales Operations to improve GRM adoption and utilization and the quality of overall data.
Manage producers and select key accounts to achieve and exceed business objectives.
Achieve 14% Sales Velocity, or 20% in an Emerging Market.
Represent sales to the Leadership Team and communicate between production staff and leadership.
Lead training to improve the Sightline process for the current salesforce and teach new Advisers.
Guide Sales Team Leaders in developing annual team plans, monitor Gibson’s Annual Plan, and assist the CFO with revenue-plan forecasting.
Collaborate with departments across the organization to support team success.
Source, evaluate, and recruit sales talent in collaboration with Human Resources.
Partner with Practice Leaders to sell Gibson’s services to insurance markets.
Contribute to the community through volunteering, committee participation, expertise on nonprofit or industry boards, or financial support.
Participate in business and civic activities, such as Chamber involvement, networking, RDA, and economic development.
Build Gibson’s visibility and brand presence in the market and beyond.
Engage clients and prospects as peer business owners, sharing experiences, challenges, and solutions.
Develop and maintain a strong personal brand through social media and networking activities.
Maintain confidentiality of written materials, communications, and conversations; demonstrate honesty and integrity and avoid conflicts of interest.