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, claims experience, and relationship health

Research emerging risks and specialty niches to diversify portfolio and revenue streams

Market Expertise & Product Knowledge

Maintain deep understanding of E&S marketplace, regulatory environment, and competitive landscape

Stay current on coverage trends, capacity changes, and emerging risks

Educate brokers on product offerings, underwriting guidelines, and placement strategies

Provide market intelligence and feedback to underwriting and leadership teams

Sales Leadership & Collaboration

Partner with underwriting, marketing, and operations to deliver exceptional broker experience

Mentor junior sales team members and share best practices

Represent company at industry events, conferences, and broker meetings

Utilize CRM and sales tools to manage pipeline, forecast revenue, and track activity (once CRM is available)

Implement and champion HUB International sales best practices and headquarters sales initiatives across the region

Spearhead relationships with various HUB regions, including maintaining service level standards, identifying new business opportunities, managing book rolls, presentations to different producer groups, and regular check-ins with HUB management to identify obstacles and promote growth.

Qualifications

Required

5+ years of E&S, wholesale, or MGA sales experience with demonstrated leadership capability

Proven success recruiting, hiring, and developing sales professionals in insurance industry

Active P&C insurance license(s) or ability to obtain in multiple states

Track record of achieving sales targets and growing broker relationships

Experience developing sales teams and establishing performance management systems

Strong knowledge of specialty lines (professional liability, general liability, property, casualty)

Background in carrier relationship management and product expansion initiatives

Excellent communication, presentation, negotiation, and public speaking skills

Willingness to travel extensively throughout territory (50-60%)

Preferred

Direct experience building sales teams from ground up or during expansion phases

Established network of sales talent across insurance wholesale and retail sectors

Experience launching new carrier partnerships or product programs

Established broker network across Northeast/Mid-Atlantic/Southern regions

Experience with program business or niche industry verticals

Prior P&L responsibility or sales management experience

Familiarity with SRM/Cube reporting tools and sales analytics platforms

Experience within HUB International or similar large brokerage sales ecosystem

Working knowledge of comparative rating platforms and binding authority

Bachelor's degree in business, finance, or related field

Territory Coverage

Texas, Louisiana, Arkansas, Oklahoma, Kansas, Missouri, Tennessee, Kentucky, Mississippi, Alabama, Georgia, Florida, South Carolina, North Carolina, Virginia, West Virginia, Maryland, Delaware, Pennsylvania, New Jersey, New York, Connecticut, Rhode Island, Massachusetts, Vermont, New Hampshire, Maine

What We Offer

Competitive base salary plus uncapped commission structure

Leadership bonus tied to team development, sales performance metrics, recruiting success, and carrier expansion milestones

Comprehensive benefits package (health, dental, vision, 401k)

Company vehicle or car allowance

Professional development and career advancement opportunities

Collaborative culture with underwriting authority and decision-making autonomy

Acce