Chief Sales Officer, Southern

* Champions cross-sell initiatives across Commercial Lines, Employee Benefits, Personal Lines, and Retirement & Private Wealth to maximize client wallet share.
* Partners with Line of Business leaders to align sales efforts, share best practices, and coordinate go-to-market strategies.
* Owns region-wide producer and Sales Leader recruiting, onboarding, and succession planning.
* Partners with HR on producer and Sales Leader compensation plan design and incentive structures.
* Establishes region-wide standards for producer development, coaching, and performance accountability.
* Owns region-wide sales reporting, CRM discipline, and pipeline management standards.
* Partners with the VP, Sales Operations & Client Strategies on sales process optimization, pipeline reporting infrastructure, and sales analytics to support regional decision-making.
* Partners with the Regional President on M&A target identification and producer recruiting from acquired agencies.
* Performs other duties and projects as assigned.
* New Business Growth:
Region meets or exceeds SoCal new business growth standard; measured by new-to-base revenue generated across all Sales Leader cohorts annually.
* Organic Growth:
Region meets or exceeds SoCal organic growth standard; measured by year-over-year revenue growth across all lines of business.
* Cross-Sell Penetration:
Region meets or exceeds SoCal cross-sell standard; measured by cross-sell revenue as a percentage of total regional book across Commercial Lines, Employee Benefits, Personal Lines, and Retirement & Private Wealth.
* Client & Revenue Retention:
Region meets or exceeds SoCal retention standard; measured by client count and revenue retained year-over-year across all lines of business.
* Producer Recruiting & Development:
Region maintains a healthy investment in producer recruiting and development, measured by net unvalidated producer payroll (NUPP) as a percentage of revenue and new business sales velocity relative to prior-year commissions.
* Pipeline Health:
All Sales Leader cohorts maintain active, current pipeline records; measured by pipeline coverage ratio and stage-to-close conversion across the region.
* Profitability Contribution:
Region's growth contributes to SoCal's profitability objectives; measured by regional EBITDA margin and the combined organic growth plus profitability standard.
* Minimum of 10+ years of progressive P&C insurance brokerage sales experience, with a demonstrated track record of production and sales leadership success.
* Minimum of 5+ years of sales leadership experience managing other sales leaders or a multi-cohort producer organization.
* Bachelor's degree required; MBA or advanced degree preferred.
* Professional designations (CPCU, CIC, ARM) preferred but not required.
* Property & Casualty license required.
* Experience leading sales across multiple lines of business (Commercial Lines, Employee Benefits, Personal Lines, and/or Retirement & Private Wealth) strongly preferred.
* Ability to lead, direct, and hold accountable a team of Sales Leaders across multiple lines of business, including performance management and succession planning.
* Ability to coach and develop sales leadership talent, building bench strength and producer pipelines across the region.
* Executive presence and ability to effectively represent SoCal with clients, carriers, and industry partners.
* Deep understanding of the core factors that drive HUB's business profitability and how regional sales strategy connects to it.
* Strong financial and business acumen; ability to interpret pipeline, production, and profitability data to inform regional strategy.
* Ability to prioritize and manage multiple strategic initiatives across lines of business simultaneously.
* Ability to build alignment and drive cross-functional collaboration among Sales Leaders, Line of Business leaders, and corporate resources (Finance, Operations, HR, Marketing).
* Computer skills: proficiency with Microsoft Office Suite, CRM/SRM platforms, and sales analytics/reporting tools.
* Critical thinking: ability to evaluate market trends, competitive dynamics, and internal performance data to adjust regional strategy.
* Experience supporting M&A integration, including producer retention and onboarding from acquired agencies.*.
* Our entrepreneurial culture fosters an environment that empowers our people to make the best decisions for our customers and organization, focusing on expanding the industry knowledge of our insurance professionals to…