Regional Personal Lines & Select Sales Leader

Regional Sales Leader – Northeast

At 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.

The 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 Performance

• Deliver 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 Management

• Establish 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 Excellence

• Drive 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 Building

• Coach 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 Development

• Support 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 Expansion

• Develop 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 Responsibilities

Lead, 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 Metrics

Regional new business revenue (SB + Personal Lines) Revenue per producer / productivity index Pipeline coverage ratio and forecast accuracy Close rates and sales cycle duration Referral/COI-generated revenue contribution Producer retention and time-to-productivity Performance distribution (% of team at/above quota)

About You

Required: 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 industry Strong track record of delivering revenue growth through team performance Deep understanding of Small Business and/or Personal Lines insurance markets Demonstrated ability to coach consultative selling and pipeline discipline Experience building referral networks and leveraging COIs for growth Data-driven leader with strong operational and performance management focus

Leadership Expectations (Gallagher-Aligned)

Drives performance through accountability and coaching Builds a culture of ownership, discipline, and results Leads from the front in sales rigor and execution excellence Develops talent and creates a sustainable growth engine

Compensation and Benefits

We offer a competitive and comprehensive compensation package. The base salary range represents the anticipated low end and high end of the range for this position. The actual compensation will be influenced by a wide range of factors including, but not limited to previous experience, education, pay market/geography, complexity or scope, specialized skill set, lines of business/practice area, supply/demand, and scheduled hours. On top of a competitive salary, great teams and exciting career opportunities, we also offer a wide range of benefits. Below are the minimum core benefits you'll get, depending on your job level these benefits may improve: Medical/dental/vision plans, which start from day one! Life and accident insurance 401(K) and Roth options Tax-advantaged accounts (HSA, FSA) Educational expense reimbursement Paid parental leave Other benefits include: Digital mental health services (Talkspace) Flexible work hours (availability varies by office and job function) Training programs Gallagher Thrive program – elevating your health through challenges, workshops and digital fitness programs for your overall wellbeing Charitable matching gift program And more...

We Value Inclusion and Diversity

Inclusion and diversity (I&D) is a core part of our business, and it's embedded into the fabric of our organization. For more than 95 years, Gallagher has led with a commitment to sustainability and to support the communities where we live and work. Gallagher embraces our employees' diverse identities, experiences and talents, allowing us to better serve our clients and communities. We see inclusion as a conscious commitment and diversity as a vital strength. By embracing diversity in all its forms, we live out The Gallagher Way to its fullest. Gallagher believes that all persons are entitled to equal employment opportunity and prohibits any form of discrimination by its managers, employees, vendors or customers based on race, color, religion, creed, gender (including pregnancy status), sexual orientation, gender identity (which includes transgender and other gender non-conforming individuals), gender expression, hair expression, marital status, parental status, age, national origin, ancestry, disability, medical condition, genetic information, veteran or military status, citizenship status, or any other characteristic protected (herein referred to as "protected characteristics") by applicable federal, state, or local laws. Equal employment opportunity will be extended in all aspects of the employer-employee relationship, including, but not limited to, recruitment, hiring, training, promotion, transfer, demotion, compensation, benefits, layoff, and termination. In addition, Gallagher will make reasonable accommodations to known physical or mental limitations of an otherwise qualified person with a disability, unless the accommodation would impose an undue hardship on the operation of our business.