East Coast Sales Leader

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.

Key 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
• Able to cross sell retail agent customers across multiple lines of business including Commercial, Professional, Personal Lines, and all other lines we write
• Ability to 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
• Maintain clear performance metrics and development goals for regional sales team members
• Monitor KPIs including call activity, broker meetings, quote volume, and conversion rates
• Conduct detailed monthly analysis and summary with business leaders to identify areas for improvement (future once SRM is in use)
• Implement corrective action plans for underperforming producers and ensure sales management teams follow through on performance improvement

• 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
• Conduct detailed monthly analysis and summary with business leaders to identify areas for improvement (future once SRM is in use)
• 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
• Absess 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
• 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

Qualifications

• 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%)

Preferred

• Direct experience building sales teams from ground up or during expansion phases
• Established network of sales talent across insurance wholesale and retail sectors
• Established broker network across Northeast/Mid-Atlantic/Southern regions
• Experience launching new carrier partnerships or product programs
• Established 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

What We Offer

• 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