Arthur J. Gallagher & Co.

Global insurance brokerage, risk management, consulting

Area Vice President

Account ExecutiveUpdated on Nov 12

Full-timeScottsdale, AZ, USANo salary listedIn-person

About the Job

Requirements

A bachelor's degree or equivalent is required.
Seven to ten years of previous professional related sales experience is required.

Responsibilities

Work with the manager to develop and deliver sales plans for oneself and the Producer Team in support of the branch strategic plan.
Collaborate with the Area President to establish annual and three-year revenue growth plans for the Producer Team and implement strategies to exceed growth and profitability ratios.
Lead, personally participate in, and be responsible for the Producer Team's organic growth activities.
Serve as the principal local advocate, inside and outside the office, communicating Gallagher Benefit Services' value proposition, capabilities, business philosophy, and core values.
Contribute to expanding the company's footprint, focusing on organic growth.
Ensure the Producer Team aligns with the overall plan through directional coaching and maintaining a pipeline of external production talent.
Consistently achieve year-over-year growth targets for the Producer Team.
Drive organic growth by producing and developing a personal book of business and providing day-to-day sales management to an assigned team of Producers.
Ensure assigned Producers appropriately deploy Gallagher's experts and resources to differentiate the company from competitors.
Communicate business-line and practice-related insights, opportunities, and recommendations for the Producer Team to the Area President.
Work with Business Line and Practice Area team members to resolve basic issues as required.
Ensure each Producer establishes clear goals and a business plan and performs to standard, including driving growth, utilizing available tools, supporting individual and team deals, contributing to target niches, and cross-solving opportunities.
Hold the Producer Team accountable for maintaining an appropriate new-business pipeline multiple in GWIN, and serve as advocate and coach to aligned Producers.
Participate in renewing and closing the Team's largest accounts and opportunities.
Partner routinely with Producer Team members to foster engagement, training, and development.
Conduct weekly sales meetings to track pipeline, market events, and each Producer's business-plan progress.
Drive Deal Review Meetings for proposed new-business opportunities and attend CAR meetings.
Review pricing and agreements on all deals before submission for approval to ensure profit and compliance requirements are met.
Participate with Producers in sales calls and finalist presentations, support meeting preparation, and attend meetings as necessary.
Foster white-space growth and cross-solving through training and collaboration with Practice Areas and Gallagher Global Brokerage (Property Casualty) colleagues.
Review and approve all RFPs in support of the Producer Team, SMEs, Sales Enablement Team members, and Practice Area colleagues.
Review each team member's pipeline weekly to ensure prospective deals are viable, accurately reported, and advancing, and identify areas for improvement.
Work with the Producer Recruiter to identify, interview, and select new Producers and construct offers, as directed by the Area President.
Ensure new Producer investments support the Branch growth strategy, align with the Producer hiring plan and budget, and receive Area President approval before an offer is extended.
Source external top talent for recruitment, including Producers and profitable book-purchase opportunities.
Onboard new Producers.
Plan succession for Producer books of business.
Mentor direct reports (Producers).
Manage underperformers and ensure Producer investment dollars provide sufficient return.
Complete team performance reviews and required follow-up.
Proactively communicate service-related insights, opportunities, and recommendations to the Area President.
Reinforce the Branch vision and culture established by the Area President within the team.

Introduction

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.

Overview

An extension of Gallagher’s branch, regional and national management team, the Producing Leader 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 Employer Benefits Sales Leader champions the tenets of The Gallagher Way.

How you'll make an impact

Strategic Direction

Works with manager to develop and deliver sales plans for him/herself and for their Producer Team in support of the branch strategic plan.
Collaborates with the Area President to establish annual and three-year revenue growth plans for their Producer Team and implements strategies to exceed growth and profitability ratios.
Leads, personally participates in, and is responsible for organic growth activities of a team of Producers.
Serves as principal local advocate (inside and outside the office) in communicating the Gallagher Better Works value proposition of Gallagher Benefit Services, the capabilities of the firm, our business philosophy and core values.
Contributes to the expansion of the company’s footprint focusing on organic growth.
Ensures alignment of their Producer team to the overall plan, including directional coaching and maintaining a pipeline of external production talent.

Sales and Sales Management

Consistently achieves defined growth targets for their Producer Team year-over-year.
Drives organic growth by producing and developing a personal book of business and by providing leadership to an assigned team of Producers via day-to-day sales management.
Ensures assigned Producers are appropriately deploying Gallagher’s experts and resources to differentiate Gallagher from competitors.
Proactively communicates business line and practice-related insights, opportunities and recommendations for their Producer Team with the Area President.
Works directly with Business Line and Practice Area team members to resolve basic issues as required. Ensures each Producer on the team establishes clear goals and a business plan, and is performing to standard: driving growth; utilizing available tools; supporting individual and team deals; contributing to target niches; and cross-solving opportunities.
Holds their Producer Team accountable for maintaining an appropriate new business pipeline multiple in GWIN. Serves as the advocate for and coach to Producers aligned to his/her team.
Is involved in the renewal/close of the Team’s largest accounts/opportunities.
Partners routinely with Producer team members to foster engagement, training and development:
Conducts weekly sales meetings to track pipeline, market events and business plan progress for each Producer.
Drives Deal Review Meetings for all proposed new business opportunities and attends CAR meetings.
Reviews pricing and agreements on all deals, prior to being submitted for approval, to ensure required profit and compliance requirements are met.
With Producers, participates on sales calls and finalist presentations. Supports meeting preparation and attends meetings as necessary.
Fosters white-space growth and cross-solving via training and collaboration with Practice Areas and Gallagher Global Brokerage (Property Casualty) colleagues.
Reviews and approves all RFPs in support of his/her Producer team, SMEs, Sales Enablement Team members and Practice Area colleagues.
Reviews each team member’s pipeline weekly to ensure prospective deals are viable, accurately reported, and moving forward, as well as identifying areas for improvement.

People Management

Focuses on Producer development, engagement and team culture to include:

Working with Producer Recruiter to identify, interview, select and construct offers for new Producers, as directed by the Area President
Ensuring new Producer investments support the growth strategy of the Branch, align with the Producer hiring plan and budget, and are approved by the Area President before an offer is extend
Sourcing of external top talent for recruitment (Producers and profitable book purchase opportunities)
Onboarding new Producers
Succession planning for Producer books of business
Mentorship of direct reports (Producers)
Management of under performers, ensuring Producer investment dollars provide sufficient return
Completion of performance reviews and all required follow-up for team
Proactively communicating service-related insights, opportunities and recommendations to the Area President
Reinforcing the Branch vision and culture established by the Area President within their team

Financial Management

Carrier Relations

About You

Required: Bachelor's degree or equivalent, 7-10 years of previous professional related sales experience.

Preferred:

Behaviors:

Compensation and benefits

At Gallagher, we believe supporting our colleagues goes far beyond the role itself. For more information, visit our Benefits page.

Competitive compensation
Comprehensive benefits programs designed to support your well-being
Career development opportunities and ongoing learning
A collaborative, people-first culture with accessible leadership
The opportunity to do meaningful work with global reach and local impact

At Gallagher, we are dedicated to building an inclusive and authentic workplace. If your past experience doesn’t align perfectly, we encourage you to join our Talent Community to stay connected to additional career opportunities. At times, we will consider transferable skills from previous roles.

Gallagher is an affirmative action/equal opportunity employer (Minorities/Females/Veterans/Disabled)

About the Company

Arthur J. Gallagher & Co.

Global insurance brokerage, risk management, consulting

Arthur J. Gallagher & Co. is a global insurance brokerage and risk management firm. It helps businesses, public entities, and individuals manage risk and obtain insurance through three segments: brokerage, risk management, and corporate. The brokerage unit offers a full range of retail and wholesale insurance brokerage and consulting services to match clients with coverage. The risk management unit handles contract claim settlements, claim administration, loss control consulting, and risk management information services to reduce exposures. The corporate unit oversees the company’s clean energy and other investments. The firm differentiates itself by providing end-to-end risk solutions across insurance placement, claims handling, risk counseling, and investment activities, rather than focusing on a single service. Its goal is to help clients manage risk effectively, protect assets, and pursue value through diverse investments, including clean energy.

Company size: 10,001+
Company stage: IPO
Headquarters: Itasca, IL
Founded: 1927

Recently Posted Jobs

Explore more opportunities at Arthur J. Gallagher & Co.

See more jobs