Employee Benefits Practice Leader

Gregory & Appel Inc•Indianapolis, IN

About The Position

We are seeking a high-performing Employee Benefits Practice Leader who excels at both driving new business and leading, developing, and elevating a team of sales professionals. This is a player-coach role for a market-facing producer who operates as an enterprise advisor, someone equally energized by personal production and by building the next generation of top-performing producers. You will lead from the front, shaping strategy, influencing outcomes, and setting the standard for what great looks like in our market. This leader will focus on building a significant, sustainable book of business while driving sales excellence, strengthening team capability, and delivering consistent, disciplined execution across the practice. We are not seeking a transactional broker. We are building a team of strategic advisors. You will operate in a dual capacity: 1. Employee Benefits Advisor / Producer Drive new revenue by engaging CFOs, CHROs, and executive leadership teams in strategic, consultative conversations around: Self-funded and alternative funding strategies Cost containment and multi-year healthcare planning Pharmacy and clinical risk management Population health and workforce engagement Regulatory and compliance risk mitigation You will establish yourself as a trusted advisor in complex benefit strategy, leading high-stakes discussions, influencing decision-makers, and positioning long-term value over short-term placement. 2. Sales Leader & Practice Builder Lead and develop a team of Employee Benefits producers by: Coaching consultative selling, deal strategy, and executive presence Driving accountability to pipeline activity, conversion, and revenue outcomes Elevating the team from transactional quoting to strategic advisory Creating consistency in sales process, messaging, and go-to-market approach Building a culture of performance, collaboration, and continuous improvement You will serve as a coach, raising the bar on individual and team performance while building a scalable, high-performing sales engine.

Requirements

10+ years of Employee Benefits brokerage or consulting experience
Proven track record of generating significant new revenue and sustained book growth
Experience leading, mentoring, or coaching producers (formally or informally)
Deep expertise in self-funded, level-funded, and fully insured health plans
Strong executive presence with boardroom credibility
Ability to translate data into strategy and influence senior decision-makers
Disciplined pipeline management and sales process rigor
Competitive drive balanced with a team-first mindset
Active Life & Health license

Responsibilities

Own and drive organic growth strategy for the Employee Benefits practice
Develop and execute a focused business development strategy targeting mid-market and large employers
Personally produce new business while setting the pace and standard for the team
Establish a strong market presence as a trusted advisor in complex benefit strategy
Influence positioning, differentiation, and competitive strategy within the market
Coach, mentor, and develop producers at varying experience levels
Lead pipeline reviews, deal strategy sessions, and finalist preparation
Instill disciplined sales processes, forecasting accuracy, and accountability rhythms
Support recruiting, onboarding, and ramping of new producers
Build bench strength and succession within the practice
Lead high-level discovery tied to workforce strategy, risk, and financial performance
Design multi-year benefits roadmaps
Translate claims data, financial modeling, and market insights into executive-level strategy
Engage in complex or at-risk opportunities as a senior advisor and closer
Partner with analytics, actuarial, compliance, and service teams to deliver differentiated solutions
Ensure alignment between sales strategy, service delivery, and client outcomes
Influence product innovation, vendor strategy, and go-to-market initiatives
Act as the bridge between revenue generation and operational excellence
Contribute to the overall vision and growth strategy of the Employee Benefits practice
Identify market trends, emerging risks, and opportunities for differentiation
Help define and operationalize what “great” looks like in sales execution and client engagement
Drive consistency, scalability, and long-term value creation across the practice