Regional Personal Lines & Select Sales Leader

IntroductionAt Gallagher, we help clients face risk with confidence because we believe that when businesses are protected, they’re free to grow, lead, and innovate. You’ll be backed by our digital ecosystem: a client-centric suite of consulting tools making it easier for you to meet your clients where they want to be met. Advanced data and analytics providing a comprehensive overview of the risk landscape is at your fingertips. Here, you’re not just improving clients' risk profiles, you’re building trust. You’ll find a culture grounded in teamwork, guided by integrity, and fueled by a shared commitment to do the right thing. We value curiosity, celebrate new ideas, and empower you to take ownership of your career while making a meaningful impact for the businesses we serve. If you’re ready to bring your unique perspective to a place where your work truly matters; think of Gallagher. OverviewThe Regional Sales Leader – Northeast is responsible for driving new business revenue growth through the leadership, performance management, and optimization of a team of Outside Sales Producers selling Small Business and Personal Lines insurance.This role is accountable for delivering consistent, scalable revenue performance by enforcing sales discipline, strengthening pipeline management, and developing high-performing producers. The leader will also support the development of referral-driven growth through Centers of Influence (COIs), ensuring sustainable pipeline generation across the region.How you'll make an impact Revenue Growth & Production PerformanceDeliver and exceed regional new business revenue targets across Small Business and Personal Lines.Increase revenue per producer through targeted coaching and performance management.Improve close rates, average premium size, and sales cycle efficiency.Ensure consistent execution of standardized sales processes and operating rhythms. Producer Performance ManagementEstablish clear performance expectations, quotas, and activity benchmarks for all Outside Sales Producers.Conduct regular performance reviews, pipeline inspections, and coaching sessions.Identify underperformance early and implement structured performance improvement plans.Build a high-accountability sales culture focused on outcomes, not activity alone. Pipeline Discipline & Forecasting ExcellenceDrive rigorous pipeline management, ensuring accurate forecasting and visibility into future revenue.Enforce Salesforce usage, activity tracking, and standardized sales stages.Improve lead conversion rates through disciplined follow-up and qualification processes.Build predictable revenue through balanced pipeline coverage and opportunity progression. Producer Development & Capability BuildingCoach producers on consultative selling, risk conversations, and cross-selling (SB + Personal Lines).Ensure utilization of all Gallagher support tools, as appropriate (e.g. Core 360, Gallagher drive, Quin Street, Enabbl etc).Accelerate ramp up time for new hires and early-career producers.Provide in-field coaching on live opportunities and key client interactions.Partner with Talent Acquisition to recruit and onboard high-potential sales talent. Referral & COI DevelopmentSupport producers in building and scaling referral pipelines with Centers of Influence (e.g., lenders, realtors, accountants, financial planners).Establish best practices for COI targeting, outreach, and relationship management.Track and improve referral contribution to total pipeline and closed revenue.Embed COI development into each producer’s business plan and performance expectations. Regional Sales Strategy & Market ExpansionDevelop and execute a regional growth strategy aligned with organizational priorities.Identify high-potential market segments, verticals, and geographic opportunities.Partner with branch leadership and service teams to align sales execution and client experience.Drive cross-functional collaboration to maximize retention and cross-sell opportunities.Key ResponsibilitiesLead, coach, and develop a team of Outside Sales Producers across the Northeast region.Set clear sales targets and monitor progress against KPIs and revenue goals.Conduct regular pipeline reviews, deal strategy sessions, and performance check-ins.Implement structured sales processes and enforce disciplined execution.Support producers in complex deal situations and high-value opportunities.Develop and maintain a strong regional talent bench.Collaborate with internal stakeholders to ensure smooth handoff between sales and service teams.Key Performance MetricsRegional new business revenue (SB + Personal Lines)Revenue per producer / productivity indexPipeline coverage ratio and forecast accuracyClose rates and sales cycle durationReferral/COI-generated revenue contributionProducer retention and time-to-productivityPerformance distribution (% of team at/above quota)About YouRequired: Bachelor's degree and 5 years related experience required. Preferred: Master's degree preferred. Proven leadership experience managing Outside Sales Producers in insurance or a comparable industryStrong track record of delivering revenue growth through team performanceDeep understanding of Small Business and/or Personal Lines insurance marketsDemonstrated ability to coach consultative selling and pipeline disciplineExperience building referral networks and leveraging COIs for growthData-driven leader with strong operational and performance management focusLeadership Expectations (Gallagher-Aligned)Drives performance through accountability and coachingBuilds a culture of ownership, discipline, and resultsLeads from the front in sales rigor and execution excellenceDevelops talent and creates a sustainable growth engineCompensation and benefitsAt Gallagher, we believe supporting our colleagues goes far beyond the role itself. For more information, visit our Benefits page.Competitive compensationComprehensive benefits programs designed to support your well-being Career development opportunities and ongoing learning A collaborative, people-first culture with accessible leadership The opportunity to do meaningful work with global reach and local impact At Gallagher, we are dedicated to building an inclusive and authentic workplace. If your past experience doesn’t align perfectly, we encourage you to join our Talent Community to stay connected to additional career opportunities. At times, we will consider transferable skills from previous roles.Gallagher is an affirmative action/equal opportunity employer (Minorities/Females/Veterans/Disabled)