East Coast Sales Leader

HUB International • Richmond, VA

2d • $165,000 - $225,000

About The Position

About Specialty Program Group: Specialty Program Group (SPG) is the wholesale & MGA division of HUB International (5th Largest Global Broker). SPG acts in a holding company capacity acquiring best in class underwriting businesses to operate independently under discrete brands (portfolio companies). Position Overview Dynamic sales leadership opportunity for an experienced E&S professional to drive new business development and broker relationships across the Texas to Maine corridor. This role combines strategic market expansion with hands-on sales execution in the wholesale business space. The position is highly visible within SPG, HUB, and key verticals, requiring a self-motivated leader with strong knowledge of insurance, wholesale and retail distribution, and marketing.

Requirements

• 5+ years of E&S, wholesale, or MGA sales experience with demonstrated leadership capability
• Proven success recruiting, hiring, and developing sales professionals in insurance industry
• Active P&C insurance license(s) or ability to obtain in multiple states
• Track record of achieving sales targets and growing broker relationships
• Experience developing sales teams and establishing performance management systems
• Strong knowledge of specialty lines (professional liability, general liability, property, casualty)
• Background in carrier relationship management and product expansion initiatives
• Excellent communication, presentation, negotiation, and public speaking skills
• Willingness to travel extensively throughout territory (50-60%)

Nice To Haves

• Direct experience building sales teams from ground up or during expansion phases
• Established network of sales talent across insurance wholesale and retail sectors
• Experience launching new carrier partnerships or product programs
• Established broker network across Northeast/Mid-Atlantic/Southern regions
• Experience with program business or niche industry verticals
• Prior P&L responsibility or sales management experience
• Familiarity with SRM/Cube reporting tools and sales analytics platforms
• Experience within HUB International or similar large brokerage sales ecosystem
• Working knowledge of comparative rating platforms and binding authority
• Bachelor's degree in business, finance, or related field

Responsibilities

• Business Development & Revenue Growth Develop and execute territory sales strategy to achieve premium and profitability targets across TX-ME region Accountable for overall sales performance within the E&S / Wholesale businesses with third-party distribution across territory Conduct gap analysis of distribution capabilities by business unit, prioritize key opportunities, and drive distribution excellence Identify and develop sales initiatives and business development opportunities throughout E&S/ Wholesale businesses Own the distribution strategy for the development and rollout of new products and initiatives Build and maintain relationships with retail insurance agent customers Identify and penetrate new market opportunities in specialty lines and hard-to-place risks Drive quote activity, submission quality, and binding ratio improvements
• Broker Relationship Management Serve as primary point of contact for assigned broker partners across multi-state territory Travel to third-party distribution offices regularly for broker visits, training sessions, and market updates Present appetite, program structures, and coverage solutions to retail partners Collaborate with underwriting to provide competitive quotes and creative solutions Ability to cross sell retail agent customers across multiple lines of business including Commercial, Professional, Personal Lines, and all other lines we write
• Sales Performance Management & Accountability Establish clear performance metrics and development goals for regional sales team members Conduct weekly goal-setting sessions and performance reviews with direct reports Create individualized development plans focused on skills enhancement and career progression Implement coaching programs and accountability frameworks to drive team success Monitor KPIs including call activity, broker meetings, quote volume, and conversion rates Foster a high-performance culture through recognition, feedback, and continuous improvement Complete sales management situation assessments reviewing accountability, risk-reward objectives, and incentive plan alignment Manage SRM/Cube report activity; conduct detailed monthly analysis and summary with business leaders to identify areas for improvement (future once SRM is in use) Accountable for conducting regular sales meetings by branch and ensuring sales meetings are held across the team Implement corrective action plans for underperforming producers and ensure sales management teams follow through on performance improvement
• Sales Team Recruiting & Talent Acquisition Identify staffing needs and develop recruitment strategies to build high-performing sales team Source, screen, and interview candidates for underwriter/ producer and account executive roles Partner with HR on job postings, compensation structures, and hiring processes Leverage industry network to attract top talent from retail, wholesale, and carrier backgrounds Conduct reference checks and make hiring recommendations to senior leadership Lead onboarding and training programs for new sales hires Build talent pipeline for future growth and succession planning
• Carrier Expansion & Product Development Identify and evaluate potential carrier partnerships to expand product offerings and capacity, based on region Assess market gaps and recommend new product lines or program opportunities Collaborate with underwriting leadership to onboard new carriers and launch products Monitor carrier performance, claims experience, and relationship health Research emerging risks and specialty niches to diversify portfolio and revenue streams
• Market Expertise & Product Knowledge Maintain deep understanding of E&S marketplace, regulatory environment, and competitive landscape Stay current on coverage trends, capacity changes, and emerging risks Educate brokers on product offerings, underwriting guidelines, and placement strategies Provide market intelligence and feedback to underwriting and leadership teams
• Sales Leadership & Collaboration Partner with underwriting, marketing, and operations to deliver exceptional broker experience Mentor junior sales team members and share best practices Represent company at industry events, conferences, and broker meetings Utilize CRM and sales tools to manage pipeline, forecast revenue, and track activity (once CRM is available) Implement and champion HUB International sales best practices and headquarters sales initiatives across the region Spearhead relationships with various HUB regions, including maintaining service level standards, identifying new business opportunities, managing book rolls, presentations to different producer groups, and regular check-ins with HUB management to identify obstacles and promote growth.

Benefits

• Competitive base salary plus uncapped commission structure
• Leadership bonus tied to team development, sales performance metrics, recruiting success, and carrier expansion milestones
• Comprehensive benefits package (health, dental, vision, 401k)
• Company vehicle or car allowance
• Professional development and career advancement opportunities
• Collaborative culture with underwriting authority and decision-making autonomy
• Access to executive leadership and influence on strategic initiatives
• Recruiting budget and resources to build winning team

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level