EVP, Regional Market Leader Small Business

At Gallagher Benefit Services, you’re a trusted partner to organizations navigating some of their most important people decisions. We help clients build better workplaces, where people feel supported, empowered, and inspired to thrive. Whether it’s shaping benefit strategies, designing wellbeing programs, or advising on workforce challenges, the work you do here creates meaningful change for businesses and the people who power them.  We’re a community of bold explorers, trusted experts, and compassionate partners; working side by side to solve problems, and shape the future of work. Here, curiosity is encouraged, collaboration is second nature, and your ideas have room to grow.  If you’re looking for a place where your contribution matters and where you can help build a better world of work; think of Gallagher.

Gallagher Benefit Services, Inc. (GBS) consistently stands out in a competitive marketplace as an employer of knowledgeable, highly skilled and competitive talent. We are a company that touches businesses and their employees on a personal level. At the core, our job is to help protect the health and well-being of employees and their families and provide for their financial security – all while allowing employers to attract and retain the people they need to grow and succeed.

An extension of Gallagher’s branch, regional and national management team, the Executive Area Vice President will oversee all growth-related activity of the branch. This leadership position will extend to implementing business strategies, developing and achieving sales goals, and investing in key talent. Gallagher’s culture is founded upon an unwavering commitment to ethical business practices. As a prominent face of Gallagher in the market, the Executive Vice Area President must champion the tenets of The Gallagher Way .

Strategic Direction

• Works with the SBS Leader, Regional & Area President to develop and execute upon a growth plan for the aligned Market in support of the branch strategic plan.
• Collaborates with the SBS Leader, Regional & Area President to establish annual and three-year revenue growth plans for the Market and implements strategies to exceed growth and profitability ratios.
• Leads, personally participates in and is responsible for organic growth activities within the aligned Market.
• Serves as principal local advocate (inside and outside the office) in communicating the Small Business Solutions value proposition of Gallagher Benefit Services; the capabilities of the firm; business philosophy, and core values.
• Contributes to the expansion of the company’s footprint focusing on organic growth.
• Ensures alignment of the SBS Producer team to the plan, including directional coaching, appropriate workforce planning and maintaining a pipeline of external production talent.

Sales Management

• Consistently achieves defined growth targets for respective Regions and branches year-over-year.
• Drives organic growth by providing leadership via strategic and day-to-day sales management.
• Ensures SBS Producers have clear goals and business plans and are performing to standards: driving growth, utilizing available tools, supporting individual and team deals, contributing to target industry verticals and cross-selling opportunities.
• Serves as the advocate for and coach to all SBS Producers, aligning appropriate mentors as required.
• Ensures SBS Producers are appropriately deploying Gallagher’s experts and small business resources to differentiate and win new clients and dominate our competitors in the small business segment.
• Proactively communicates business line and practice-related insights, opportunities and recommendations for their Region and branches with SBS Leader & Area Presidents.
• Works directly with Business Line and Practice Area team members to resolve basic issues as required.
• Partners routinely with SBS Producers to foster engagement, training and development: 
  • Conducts weekly sales meetings to track pipeline, market events and business plan progress for each SBS Producer.
  • Attends monthly State of the Branch meetings with regional leadership to report on sales and pipeline.
  • Is directly involved in the renewal/close of the Region and branches largest revenue accounts/opportunities.
  • Conducts Small Business packaged solutions training for new business opportunities and participates in prospect meetings to provide coaching and training.
  • Reviews and helps develop small business solutions packaged pricing and market intelligence to help develop appropriate pricing and offerings for services offered. Develops, supports, and provides coaching for best practice meeting preparation and attends meetings as necessary.
  • Develops and trains the selling of white-space and cross-selling via training and collaboration with Practice Areas and Gallagher Global Brokerage (Property Casualty) colleagues.
  • Holds SBS Producers accountable for maintaining an appropriate new business pipeline multiple in Salesforce.com.
  • Reviews each SBS Producer’s pipeline weekly to ensure prospective deals are viable, accurately reported and moving forward, as well as identifying areas for improvement.

People Management and Development

Ensures focus on SBS Producer development, engagement and team culture to include:

• Sourcing of external top talent for recruitment (SBS Producers and profitable book purchase opportunities)
• Working with SBS Producer Recruiter to identify, interview, select and construct offers for new SBS Producers
• Ensuring new SBS Producer investments support the Market’s growth strategy; align with the SBS Producer hiring plan, and budget; and are approved by the SBS Leader & Area President before an offer is extended
• Onboarding new SBS Producers (creation of training schedules, collection of documentation, and use of the SFDC)
• Succession planning for SBS Producer books of business
• Mentorship of future direct reports (SBS Producers) and G3 (emerging leaders)
• Management of under performers, ensuring SBS Producer investment dollars provide sufficient return
• Completion of performance reviews and all required follow-up for direct reports
• Proactively communicating service-related insights, opportunities, and recommendations to the SBS Leader & Area President
• Reinforcing the Branch vision and culture established by the SBS Leader & Area President within their Market

Financial Management

Works with SBS Leader & Area President to establish growth goals for the Market:

• Create and execute a Market-level sales plan to achieve established growth goals
• Hold SBS Producers accountable for required growth
• Act as the official approver on items requiring “Manager” approval

Mergers

• May source or nurture new mergers within the branch
• May help close and/or integrate new mergers for their region, as appropriate

Carrier Relations

Builds and maintains strong relationships with Carrier Representatives in the local Markets:

• Connecting Carrier Partners within the Market with the SBS Leader & Area President
• Supporting educational and networking opportunities for the Market

Required: Bachelor's degree and 8 years related experience required. New hire must live in Pacific Time Zone, California Preferred************

• 8+ years’ leadership experience in insurance or brokerage.
• Thoughtful strategic leader capable of developing vision, driving results and fostering collaboration.
• Builder of teams; capable of attracting high-caliber talent to the organization and integrating to the culture and team.
• Demonstrated track record of growth; passion for successfully managing change and driving accelerated growth.
• Strong, credible reputation in the Employee Benefits market.
• Proven track record of achieving goals and objectives and developing sales strategy and supporting initiatives.
• Strong financial acumen; capable of measuring, delivering and interpreting results to key stakeholders on a regular basis.
• Proven ability to efficiently balance multiple priorities in a dynamic and fast-paced environment.
• Strong collaborative style and capable influencer; particularly with the SBS Producer team. Other key stakeholders include Area, Regional, Divisional and Practice Leaders.
• Excellent communication and negotiation skills exhibited during interpersonal interactions, presentations, and written communications.
• Consistent demonstration of exceptional business acumen and functional knowledge of Employee Benefits and all elements of the Gallagher Better Works value proposition.
• Passion for developing others.
• Commitment to leading according to The Gallagher Way .

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...

**The benefits summary above applies to fulltime positions. If you are not applying for a fulltime position, details about benefits will be provided during the selection process.

We value inclusion and diversity

Click Here to review our U.S. Eligibility Requirements

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.