Richmond Market Leader
Position Summary
The Richmond Market Leader is the senior executive responsible for leading the Richmond market, driving revenue growth, talent strategy, and client retention. This role partners closely with executive leadership and Growth Leaders to develop and execute a comprehensive Market Growth Plan while balancing strategic leadership with hands-on business development, market representation, and operational oversight. The role plays a critical part in achieving organizational growth targets, strengthening client relationships, and building a high-performing, scalable market team.
Key Responsibilities
Lead the Richmond market as the senior executive, owning strategy, performance, and growth outcomes.
Develop and execute the annual Market Growth Plan in collaboration with senior leadership.
Drive sales resource planning, revenue generation, and retention strategies.
Maintain strong relationships with clients, carriers, and vendors.
Generate personal new business and support complex sales pursuits.
Participate in key meetings, RFP responses, and client strategy discussions.
Support cross-sell and upsell strategies across client portfolios.
Monitor market performance against revenue and growth targets.
Ensure high-quality client service delivery and operational excellence.
Conduct performance reviews and manage accountability for team results.
Collaborate with Sales Leader, Practice Leaders, Division Directors, and other stakeholders.
Partner with Marketing on campaigns and collateral development.
Work with Client Service teams to support retention and growth.
Support M&A activity including identifying and evaluating acquisition opportunities.
Lead talent development, recruiting, and succession planning.
Represent the organization through thought leadership and public speaking.
Identify opportunities to improve sales performance and operational efficiency.
Share expertise and best practices across the organization.
Stay informed on market trends, competition, and industry developments.
Achieve 10% year-over-year organic growth for the market.
Deliver strong client retention and satisfaction outcomes.
Build and lead a high-performing, engaged team.
Develop sustainable growth strategies aligned with organizational goals.
Qualifications
Strong leadership, team-building, and interpersonal skills.
Demonstrated sales and business development expertise.
Financial acumen and ability to manage business performance.
Client-focused mindset with strong communication skills.
Proficiency in Microsoft Office and ability to learn systems.
High school diploma or GED; extensive insurance industry experience required.
Bachelor’s degree in business or related field preferred.
Appropriate insurance licenses preferred.
Experience with Applied EPIC preferred.
Key Competencies
Strategic & Systems Thinking
Ownership & Accountability
Sales & Business Development Acumen
Leadership & Team Development
Collaboration & Influence
Change Agility
Business Acumen