Sales Producer

Position Summary

The Sales Producer will work within the middle-market, commercial property & casualty space to identify, pursue and close new business. The person in this position will be responsible for keeping informed of industry developments, remain engaged in team initiatives and establishing themselves as a partner with current and potential clients to become their trusted advisor.

Primary Responsibilities

  • Achieves annual new revenue objectives through consultative sales to new clients and expansion of service lines to existing clients
  • Exhibits thought leadership & industry engagement through associations, speaking panels and in general demonstrates expertise in selected industry vertical(s)
  • Develops annual, individual sales plan (ISP) with a pipeline coverage ratio of 5X or one that is in line with current company metrics to ensure stated goals are consistently met
  • Builds an active pipeline of qualified prospects, generating leads from personal contacts, client referrals, prospect pursuit campaigns (PPC’s), other Relation colleagues and Relation marketing sources
  • Documents new business activity in Salesfocom
  • Appropriately closes new business, documenting won/loss opportunities and reasons for all clients in
  • Develops and presents recommendations to clients based on consultative selling approach
  • Assesses & identifies risk issues, needs and possible uninsurable or difficult to insure exposures for clients
  • Recommends and assists clients with technical services including loss control and claims advocacy programs utilizing our in-house loss control and claims advocacy teams
  • Seamlessly transitions sold clients to the designated client service/account management team
  • Serves as client’s valued advisor, building a strategic and personal relationship with key client decision makers
  • Communicates with leadership, providing field input on market trends, competitor analysis and other business intelligence
  • Has a keen sense of humor, a competitive drive and winning spirit
  • Other duties and special projects as assigned


  • Strong analytical and mathematical skills
  • Strong networking and strategic vision of relationship building and utilization of Centers of Influence (COI)
  • Excellent PowerPoint and presentation skills for both in-person and teleconference/webinar sessions
  • In-depth understanding of complex commercial lines of coverag
  • Outstanding written and verbal communications skills are required to maintain effective relationships with clients, co- workers, underwriters, vendors and others
  • Advanced skills in Microsoft Office (primarily Excel, PowerPoint and Word). Must be computer literate with the ability to learn new software applications
  • Strong working knowledge of insurance markets, products and usages, as well as insurance rating and underwriting procedures.
  • Must have a valid driver’s license, the ability to travel to client sites and a reliable source of transportation


  • Ability to prioritize and handle multiple tasks in a demanding work environment
  • Willingness to adhere to all principles of confidentiality
  • Ability to work independently and on a team
  • Must value operating in a collaborative work environment
  • Ability to show initiative, good judgment, and resourcefulness

 Education and Qualifications

  • College degree preferred with preference given to individuals with experience in Risk Management
  • A minimum of 2+ years sales experience in the insurance industry with a focus on commercial lines of coverage is required


  • A Property and Casualty Insurance License from state of domicile is required and must be maintained with preference given to individuals with Insurance designations (e.g. CPCU, ARM)



Commercial Lines


Charlotte, NC


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