Producer Position Profile
ABOUT LOCKTON
Lockton Companies Inc. is the world's largest privately held insurance brokerage firm, providing insurance, risk management, employee benefits, and retirement services. In addition to its Kansas City, Missouri headquarters, Lockton operates more than 100+ locations in 125 countries. Lockton currently employs more than 8,500 people worldwide.
The company was founded by Jack Lockton in 1966 and has since become the world’s 8th largest insurance brokerage firm. Jack Lockton believed that a fierce commitment to Private ownership instills every employee with a single-minded focus on delivering results for clients. Because of this approach, they have achieved a 97% retention rate for clients. Lockton serves a wide array of industries with services that include risk management, casualty, surety, professional indemnity, and more. For more than 50 years, Lockton posted organic growth, with global revenues reaching more than $2.16 billion in fiscal 2021.
Lockton is the kind of place for those with drive, passion and a hunger for intellectual challenge. Their unique entrepreneurial culture empowers their people to better serve client needs and realize their personal full potential.
For 13 consecutive years, Business Insurance magazine has recognized Lockton as a "Best Place to Work in Insurance." Lockton was named among the 2021 "Best Managed Companies" by Deloitte and the Wall Street Journal, a program that recognizes excellence and honors private companies for their strategy, execution, culture, and financials.
IN THE NEWS
POSITION OVERVIEW
Lockton Companies is growing and seeking a Producer to expand its Nashville footprint. The Producer’s primary responsibility is to sell and renew Property & Casualty (P&C) insurance to businesses in the Nashville area. The Lockton team environment will provide the Producer with a wealth of resources to help them reach their full potential. New sales are the focus of this position and cross-sales of existing clients are encouraged.
The Producer should be a proactive thinker with a go-getter mentality. This job requires effective time management skills to prioritize workflow and manage priorities.
Exciting Incentives
Lockton stands out as the premier distribution platform that empowers producers to not just succeed but to truly excel in their careers.
At Lockton, the potential for growth is unmatched, offering opportunities to expand your horizons and client base that you won't find anywhere else in the industry. Lockton is the place where producers can not only earn a living but also build a remarkable and enduring career.
ROLE & RESPONSIBILITIES
- Responsible for the development and successful acquisition of new business revenue from new and existing clients.
- Conduct phone prospecting, face-to-face prospecting, and email marketing prospecting to gain new clients.
- Develop an understanding of the client’s business priorities and risk strategies and provides advice accordingly to successfully serve clients.
- Serve as the primary liaison between Lockton and their clients, providing consulting on insurance issues.
- Maintain and further develop expertise in the Property & Casualty lines by networking and participating in professional development activities.
- Keep abreast of changing market conditions and contribute to the firm’s body of knowledge within the product line through active internal communication.
- Develop and promote strong relationships with prospects and clients.
- Achieve pre-determined sales goals.
- Deliver standards of excellence in line with Lockton’s operating procedures by adhering to standardized policies, processes, and systems.
EXPERIENCE REQUIREMENTS
The successful candidate’s background includes:
- Bachelor’s Degree in business, risk management, or related field
- 10+ years of B2B sales/business development experience. A solid, successful track record evidencing exceptional levels of sales achievement. Must have sold professional services or products to companies or high-net-worth individuals.
- CPCU, ARM, CRIS, CRM, or other insurance designations are a plus.
- Knowledge of multiple lines of insurance coverage as it relates to the industry.
- Professional accomplishments must demonstrate capability and an affinity for revenue-generating sales activities, along with leadership, building customer relationships, and successfully managing the business development process.
- Direct experience in developing relationships and closing sales with the leadership team is required.
- Demonstrated success in serving as a consultative business partner in the sales process, interfacing with and selling products to a broad base of sophisticated business clients.
- Excellent written and verbal communication skills, exhibiting the ability to deliver both formal and off the cuff sales presentations with credibility and professional poise.
Personal Characteristics
- Proactive, results oriented entrepreneur who is ready to run his or her own business
- Passionate about sales, relationship building, business development, and market identification
- High level of energy and drive with an exceptional work ethic focused on revenue producing results
- Strong interpersonal characteristics as evidenced by abilities to develop relationships and create an immediate rapport with C-level executives and decision-makers
- Tactful, diplomatic, honest and forthright, following through on commitments
- Must possess solid business acumen and rely on good business judgment
- Self-motivated and driven; enthusiastic and committed
CRITICAL COMPETENCIES FOR SUCCESS
Results-Oriented
The individual must be performance-driven and able to provide measurable results. The successful candidate will be resourceful, action-oriented, as well as a flexible and decisive leader who establishes clarity during distractions to produce results in a timely fashion.
Communication
This individual should possess very strong communication, listening, and persuasion skills, to truly partner with the management team. They must be an adept writer as well as be comfortable, dynamic, and an effective presenter in front of both external and internal audiences including employees, senior management, and clients. They should be comfortable with transparency and collaboration, and be able to inspire, lead, and develop their team and others around them.
Critical Thinking
This individual must be intellectually sharp and use critical thinking to make or influence decisions while demonstrating outstanding business judgement. They will be comfortable creating the new and the different.
FOR MORE INFORMATION PLEASE CONTACT:
Title: Managing Director
Email: blayton@comharpartners.com
Direct: (239) 345-4050
Mobile: (847) 722-4180
Title: Director
Email: dbrown@comharpartners.com
Direct: (312) 313-8455
Mobile: (763) 438-5711
