Division Revenue Leader - NE/NY Division

Summary

World Insurance Associates is a unique insurance organization offering top products and services from major providers, combined with attentive service from local agents.

Founded in 2011, World is one of the fastest-growing insurance brokers in the U.S. with over 2,200 employees in over 260 offices across North America.  We specialize in personal and commercial insurance lines, surety and bonding, employee benefits, financial and retirement services, and human capital management solutions.

Our rapid growth and market leading presence has created opportunities throughout the state and we offer top talent the choice to work from one of our multiple offices throughout the region.

Position Overview

Partnering with the NE/NY Division Leader, Unit Leaders, Service Leaders, Market Leaders, and other Business Unit Leaders, this position is responsible to drive profitable growth in collaboration with Client Advisors and,  Account Executives, in accordance with World’s strategic vision, culture, and values. The role is posted in Brewster, New York, but candidates located across the Division will be considered (CT, MA, ME, NH, NY, RI).

Primary Responsibilities

• Works closely with the Leadership team and key stakeholders to ensure delivery of Division performance expectations.
• Supports Division Leaders, Unit Leaders, Division Service Leaders, and Division Placement Leaders to drive new business growth and retention.
• Drives accountability for growth results with each client advisor in the Division.
• Promotes the sale of all World businesses: Employee Benefits, Commercial Lines, Personal Lines, World Private Client Group, World Investment Advisors, Surety, World Payroll & HR, and Novatae (when appropriate), to name a few.
• Collaborates with Industry and Product specialization to promote World Insurance Associates resource utilization.
• Gains in-depth understanding of the objectives of each industry, product, and services practice.
• Drives accountability of segmentation and scope of services.
• Supports capacity planning tools
• Cultivates new business in the middle market and large client segments.
• Fosters a collaborative and accountable environment.

      Revenue / Expense Management

• Partners with Division Leaders, Finance, Practice Leaders, Service Leaders, and Placement Leaders to achieve favorable financial results with respect to profitability, cash flow, reporting, and controls.
• Drives accountability and implementation of WIA processes to support tactical execution of:
  • Variance reporting;
  • HubSpot compliance;
  • Pipeline management;
  • Timely month-end billing;
  • Expense management.

• Identifies and develops Client Advisor talent to drive profitable growth.
• Partners with Human Resources to establish recruiting protocols and interview tools to develop a strong pipeline of candidates to join World.
• Partners with Human Resources to develop skills, experience requirements, and training for Client Advisors.
• Participates in the recruiting and interviewing process to attract top talent.
• Works to retain top talent.
• Develops and implements succession planning.
• Promotes Diversity and Inclusion and colleague mentorship programs.
• Provides ongoing support and guidance to service and placement colleagues in collaboration with Division Service Leaders and Division Placement Leaders.

• Continuous delivery of World’s vision and strategies and provide updates, as applicable, to all colleagues, with noted focus on Division Client Advisors.
• Hosts team meetings (at least monthly) to review:
  • Financial results;
  • New business wins;
  • Pipelines;
  • Renewal business retention and roll-over;
  • Review all of World’s solutions;
  • Service updates;
  • Carrier updates;
  • World event updates; and
  • Other.
• Reviews each Client Advisor’s pipeline and provides tailored support for each Client Advisor.
• Develops and implements sales meetings:
  • Annual business planning;
  • Results review;
  • One World Incentive Program
    • Coordinates training for client advisors to ensure the colleagues knows how to research appropriate One World introductions;
    • Ensures client advisors have the talk track to make the One World introductions;
    • Purposefully aligns / introduces World Retail colleagues with World Employee Benefits colleagues and World Investment Advisors colleagues; and
    • Ensures all client advisors make One World introductions with prospects and clients.

• Works with Division Client Advisors to develop growth calculators with an aggregate result equal to or greater than Division growth goal.
• Demonstrates technical knowledge necessary to communicate all of World’s solutions effectively to a non-insurance buyer and, in turn, ensures client advisors learn the technical knowledge and communication skills.
• Establishes and maintains a list of target accounts and spheres of influence, developing a strategy for the sales efforts required for a client advisor to penetrate opportunities.
• Demonstrates proficiency at discovery process (sales due diligence) and conceptual presentation promoting the World value proposition while delivering specific solutions customized to each prospect and client and, in turn, ensures client advisors learn and apply the same proficiencies.

Compensation 

The base salary for this position at the time of this posting may range from $175,000 to $250,000. Individual compensation varies based on job-related factors, including business needs, experience, level of responsibility, and qualifications. We offer a competitive benefits package and variable pay programs, please visit https://www.worldinsurance.com/careers for more details.

In addition to the base salary, the Division Revenue Leader is eligible to earn an annual discretionary bonus.  The annual discretionary bonus is based on the division-specific revenue results for a given calendar year.  The target annual discretionary incentive will be a percentage of gross annual salary.  Key performance metrics aligned to the discretionary incentive include:

• Division’s achievement of top line and bottom-line budgets;
• Achievement of new business and growth goals;
• Achievement of retention and rollover metrics
• Identification and sourcing of new Client Advisors;
• Living the values of World Insurance; and
• Supporting the Division Leader broadly.

For purposes of division revenue, the revenue recorded for a given World Retail division is based on the location of the client advisor.

The compensation program for Division Revenue Leaders remunerates the DRL for dedicating her/his talent, time, energy, and intellectual capital to work with and through client advisors and other World colleagues to drive new business and maintain renewal revenue for a given World Retail division.  A DRL does not earn compensation for self-produced new business or renewal business. 

A current World employee who accepts the role as the DRL is required to transition her/his current prospects and existing clients to another World Retail colleague in an orderly manner within six months of becoming a DRL, doing so to align the best World Retail colleague who can maintain the revenue with an existing client or advance the opportunity with an existing prospect.  For clients assigned to another World Retail colleague, the other World Retail colleague is credited with 20% of the commissions and fees as is in accordance with World Retail resettable salary program.

Equal Employment Opportunity

At World Insurance Associates (WIA), we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our products, and our community to flourish. WIA is honored to be an equal opportunity workplace. We are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national orientation, age, citizenship, marital status, disability, gender identity, sexual orientation, or Veteran status. In addition, WIA makes reasonable accommodations to known physical or mental limitations of an otherwise qualified applicant or employee with a disability, unless the accommodation would impose an undue hardship on the operation of our business.

TO EXECUTIVE SEARCH FIRMS AND STAFFING AGENCIES:
World does not accept unsolicited resumes from any agencies that have not signed a mutual service agreement. All unsolicited resumes will be considered World's property, and World will not be obligated to pay a referral fee. This includes resumes submitted directly to Hiring Managers without contact World's Human Resources Talent department.

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