East Coast Sales Leader

About Specialty Program Group: Specialty Program Group (SPG) is the wholesale & MGA division of HUB International (5th Largest Global Broker).  SPG acts in a holding company capacity acquiring best in class underwriting businesses to operate independently under discrete brands (portfolio companies). 

Position Overview

Dynamic sales leadership opportunity for an experienced E&S professional to drive new business development and broker relationships across the Texas to Maine corridor. This role combines strategic market expansion with hands-on sales execution in the wholesale business space. The position is highly visible within SPG, HUB, and key verticals, requiring a self-motivated leader with strong knowledge of insurance, wholesale and retail distribution, and marketing.

Key Responsibilities

Business Development & Revenue Growth

• Develop and execute territory sales strategy to achieve premium and profitability targets across TX-ME region

• Accountable for overall sales performance within the E&S / Wholesale businesses with third-party distribution across territory

• Conduct gap analysis of distribution capabilities by business unit, prioritize key opportunities, and drive distribution excellence

• Identify and develop sales initiatives and business development opportunities throughout E&S/ Wholesale businesses

• Own the distribution strategy for the development and rollout of new products and initiatives

• Build and maintain relationships with retail insurance agent customers

• Identify and penetrate new market opportunities in specialty lines and hard-to-place risks

• Drive quote activity, submission quality, and binding ratio improvements

Broker Relationship Management

• Serve as primary point of contact for assigned broker partners across multi-state territory

• Travel to third-party distribution offices regularly for broker visits, training sessions, and market updates

• Present appetite, program structures, and coverage solutions to retail partners

• Collaborate with underwriting to provide competitive quotes and creative solutions

• Ability to cross sell retail agent customers across multiple lines of business including Commercial, Professional, Personal Lines, and all other lines we write

Sales Performance Management & Accountability

• Establish clear performance metrics and development goals for regional sales team members

• Conduct weekly goal-setting sessions and performance reviews with direct reports

• Create individualized development plans focused on skills enhancement and career progression

• Implement coaching programs and accountability frameworks to drive team success

• Monitor KPIs including call activity, broker meetings, quote volume, and conversion rates

• Foster a high-performance culture through recognition, feedback, and continuous improvement

• Complete sales management situation assessments reviewing accountability, risk-reward objectives, and incentive plan alignment

• Manage SRM/Cube report activity; conduct detailed monthly analysis and summary with business leaders to identify areas for improvement (future once SRM is in use)

• Accountable for conducting regular sales meetings by branch and ensuring sales meetings are held across the team

• Implement corrective action plans for underperforming producers and ensure sales management teams follow through on performance improvement

Sales Team Recruiting & Talent Acquisition

• Identify staffing needs and develop recruitment strategies to build high-performing sales team

• Source, screen, and interview candidates for underwriter/ producer and account executive roles

• Partner with HR on job postings, compensation structures, and hiring processes

• Leverage industry network to attract top talent from retail, wholesale, and carrier backgrounds

• Conduct reference checks and make hiring recommendations to senior leadership

• Lead onboarding and training programs for new sales hires

• Build talent pipeline for future growth and succession planning

Carrier Expansion & Product Development

• Identify and evaluate potential carrier partnerships to expand product offerings and capacity, based on region

• Assess market gaps and recommend new product lines or program opportunities

• Collaborate with underwriting leadership to onboard new carriers and launch products

• Monitor carrier performance