Richmond Market Leader

Richmond Market Leader

Location: Richmond, VA (Hybrid)
FLSA Status: Exempt

Grow With Us

At RCM&D, our employees are also owners, invested in our work, our clients, and our communities. We're looking for a Richmond Market Leader who values collaboration, takes pride in their contributions, and wants to grow with a firm where shared success truly matters.

Our Just Cause

Together, we're creating a future where success is shared and communities thrive.

1. Our solutions and expertise empower our clients to realize opportunities, generate wealth and improve wellbeing.
2. Our shared ownership model aims to create prosperity for all colleagues that share our values and embrace our cause.
3. Our generosity with both our time and money moves our communities forward .

Who We Are

RCM&D, a Unison Risk Advisors company and 2025 Awarded Best Places to Work is ranked among the top independent insurance advisory firms in the United States. Founded in 1885, we leverage our 140+ years of experience and strong local, national and global reach to meet clients' business objectives.


We are relationship-driven, growth-minded, and deeply committed to doing the right thing for our clients, colleagues, and communities.

The Role

The Market Leader (ML) is the most senior executive leader within a specified Market (Office) of the firm. Collaborating with operating company President, Sales Leader (SL), Practice Leaders (PL) and Division Directors (DDs) (collectively, Growth Leaders), the ML drives sales resource planning, revenue opportunities, retention strategies and develops marketing and sales plans articulated in an annually updated Market Growth Plan.

What You'll Do

• Provide exceptional service (brokerage, risk advisory, risk consulting) to retain clients.
• Develop and maintain carrier and vendor relationships.
• Recruit, train, and develop Market talent leveraging the L&D leader, talent acquisition partner and SMEs across the company.
• Generate thought leadership content (personally or as assigned to the team) and represent the Market publicly.
• Formulate and execute a Market business plan.
• Collaborate with the M&A team on tuck-in acquisitions.
• Achieve a target of 10% year-over-year organic growth for the Market.
• Generate consistent personal new business activity.
• Collaborate with Growth Leaders on new business meetings, meeting prep and RFP responses to drive prospective sales to conclusion.
• Work with Marketing and Communications to develop sales collateral and campaign materials.
• Recruit, train, and mentor market focused sales staff as per the annual business plan.
• In conjunction with Growth Leaders, develop action plans to enhance performance and productivity of underperforming sales personnel.
• Regularly collaborate with the Sales Leader.
• Commit to the growth described in the Market Growth Plan.
• Build a talent pipeline for every role within the Market and create a succession plan for the Market.
• Share expertise with team members and catalog knowledge for firm-wide access.
• Identify Market changes and develop new products/services to meet client needs.
• Publicize the firm's expertise and seek relevant speaking opportunities.
• Prospect target agencies for acquisition with the M&A team.
• Maintain awareness of competitive landscape, expansion opportunities, customers, and relevant industry developments.
• Work with Client Service Team Leaders and Client Executives to retain existing accounts in addition to generating new business. In addition, assist these colleagues with cross sales and up sales.
• Perform annual performance reviews for direct reports in coordination with other leaders.

What You Bring

Required Qualifications

• Team-building capability.
• Credibility with clients and colleagues.
• Strong interpersonal and communication skills.
• Commitment to leadership and motivation.
• Open-mindedness and flexibility.
• Financial acumen to manage practice group finances.
• Strong sales acumen.
• Humility.
• High school diploma or GED, plus a minimum of BLANK years of insurance experience with handling BLANK accounts at a high level of responsibility.
• Maintain a client centric focus; is highly responsive to internal and external stakeholders' needs and can manage/meet/exceed expectations.
• Team player with a positive attitude and willingness to learn; work collaboratively with internal and external stakeholders.
• Ability to work independently with limited supervision.
• Ability to learn third party computer programs/websites.
• Possess the following skills:
• Strong oral and written communication
• Proactivity
• Critical thinking
• Organization and time management
• Accounting and analytical
• Strong attention to detail
• Project management
• Demonstrate accountability, work well under pressure, and meet deadlines and deliverables.
• Projects confidence in interactions with colleagues and clients.
• Contribute to team efficiency by sharing knowledge and best practices.
• Proficient with Microsoft Office suite.

Preferred Qualifications

• Possess appropriate, jurisdictional licenses
• Experience with Applied EPIC desired but not required
• Bachelor's degree in business or other related field is preferred.

How You Show Up (Our Core Values in Action)

Successful team members at RCM&D are:

• Reliable & Dependable - We build trust through reliability and consistency in everything we do
• Inspiring, Passionate & Positive - We are passionate about our work and inspire others through out dedication, positive attitudes and enthusiasm
• Driven by Integrity & Trust - We do what's right, even when it's hard or when no one is watching
• Selfless Team Players - We succeed together as a team by putting the needs of our clients and colleagues above our own
• Entrepreneurial & Solutions-Oriented - We challenge the status quo and don't accept "no" as final

What We Offer

• Comprehensive benefits package
• Employee ownership through a 401(k) employer match and discretionary profit-sharing contributions
• Professional development and career growth opportunities
• Flexible work arrangements (remote and hybrid options) with a flexible paid time off approach

Equal Opportunity Employer

RCM&D, a Unison Risk Advisors company and founding member of Assurex Global, is an equal opportunity employer and will consider all applications without regard to race, sex, age, color, religion, national origin, veteran status, disability, sexual orientation, gender identity, genetic information or any characteristic protected by law.