East Coast Sales Leader

Hub International Insurance•Richmond, VA

1d•$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

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