California P&C Market Leader

Who We Are

NFP, an Aon company, is a multiple Best Places to Work award winner in Business Insurance who has also earned the 5-Star Diversity, Equity and Inclusion (DEI) award from Insurance Business magazine and the WORK180 employer endorsement. We are an organization of consultative advisors and problem solvers. We help companies and individuals around the globe address their most significant risk, workforce, wealth management and retirement challenges through custom solutions and a people-first approach. To learn more, please visit: https://www.NFP.com.

NFP is seeking a California P&C Market Leader. As the California P&C Market Leader, you will be responsible for driving the execution of all aspects of NFP’s national and regional P&C strategy to achieve industry-leading organic growth. The P&C Market Leader must be highly collaborative and well-versed in all aspects of commercial insurance from new business generation, account management, broking excellence, and general management. To be successful, he/she must take a hands-on approach with a keen ability to proactively identify and rectify potential challenges or issues. Furthermore, you will need a working knowledge of the firm’s capabilities and how those capabilities translate into growth opportunities for your region.

Essential Duties and Responsibilities:

Growth Leadership

• Actively contribute to the development of the regional P&C business plan that addresses talent and acquisitions, operating strategy, broking strategy, competitive analysis, and growth strategies
• Partner with the Regional P&C Leader and Regional Sales Leader to achieve the annual sales goal through driving collaboration on cross-sell efforts and supporting colleagues on specific new business opportunities directly or through partnership with regional/national resources
• Support Producers in establishing their new business goals and strategies, including our ability to support those objectives through corresponding account servicing capacity and expertise
• Increase client retention through coordinated renewal strategy plans and compliance with the NFP Service Model
• Partner with Benefits and Retirement leader counterparts to expand the reach of P&C thought leadership and prospect engagement
• Oversee the development of proposals and presentations for key clients and prospects
• Support marketing campaigns and activities to improve client and prospect engagement
• Positively and proactively represent NFP at meetings, seminars, trade shows and COI networking events 

Broking Excellence

• Improve Market team’s awareness, understanding and connectivity to broking expertise
• Drive national and regional broking initiatives to improve value delivered to all stakeholders
• Proactively engage with regional and national broking resources to develop renewal strategy plans with timely execution to enhance account / revenue retention and expand existing book of business through a targeted approach on account rounding
• Support the definition and utilization of strategic carriers at the national and regional level, including relationship development, strategic growth partnership, and enhanced commercial outcomes
• Reduce reliance on wholesalers and achieve annual preferred wholesaler utilization goal
• Drive panel utilization, while improving coordination and partnership across regional and national stakeholders
• Identify and communicate market trends with respect to carrier appetite, terms and conditions, capacity, rate changes, etc.
• Support claims handling and resolution, when necessary

Talent & Acquisitions

• Identify and close gaps between organic growth goals and existing talent base through ongoing performance management and coaching
• Utilize working knowledge of talent in Market to recruit top talent and enable the firm to continue enhancing its standing in the market through recognized technical capability, excellent service, and developing a dynamic and inclusive culture
• Partner with HR to proactively identify succession needs and implementation of plans to ensure a smooth transition
• Identify and support existing talent through career path planning and growth opportunities
• Identify potential acquisitions on their merits as a standalone entity and in the context of the strategic fit within our growth strategies and operating models 

Operational Excellence

• Establish a strong comprehension of financial results and operational metrics to effect change and improve operating results, including the setting of annual financial budgets and monthly forecasting
• Ensure adherence to NFP’s Service Model process, protocols and deliverables
• Oversee the hiring, performance evaluation, compensation, and career development of Account Management teams
• Identify opportunities and implement solutions to expand the efficiency of the service teams
• Implement effective control mechanisms are in place to avoid and control exposure to errors & omissions, including coordination and delivery of educational sessions to team
• Enhance NFP’s ability to accurately track and support new business opportunities
• Drive NFP’s account segmentation strategy to ensure we are delivering a consistent and tailored client experience

Knowledge, Skills, and/or Abilities:

• Strong coaching skills and ability to thrive in a rapidly evolving organization
• Proven experience in new business generation, account management, broking excellence, and general management
• Deep knowledge of the market, carriers, products and industry trends, including understanding of important technical/financial issues
• Demonstrated expertise on sales techniques for large accounts and best-practices for nuanced sales efforts, initiatives, and negotiation tactics
• Comfort with CRM sales tools, such as Salesforce, to track all pertinent account information and sales progress as well as forecast to achieve goals
• Excellent listening skills and ability to determine team members’ and clients’ needs efficiently
• Ability to work with senior level management and have a top-level executive presence
• Superior written and verbal communication and presentation skills
• Excellent organization and follow-up skills
• 10+ years of industry experience with 3+ years in a management capacity
• P&C license required (Benefits and/or Life a plus)
• Undergraduate degree required

Physical Demand: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this Job, the employee is regularly required to sit; use hands to handle or feel and talk or hear. The employee is frequently required to reach with hands and arms. The employee is occasionally required to stand and walk. Specific vision abilities required by this job include close vision and distance vision.

What We Offer

NFP is proud to offer a competitive salary, PTO & paid holidays, 401(k) with match, exclusive discount programs, health & wellness programs, and more. Our PeopleFirst culture focuses on building and nurturing lifelong relationships with our employees because, at the end of the day, we exist to be there for others.

The base salary range for this position is $185,000 – $247,000. The base salary offered will be determined by factors including, but not limited to, experience, credentials, education, certifications, skill level required for the position, the scope of the position, and geographic location. Actual base salary offered will be determined on a case-by-case basis. In addition to the base salary, this position may be eligible for performance-based incentives.

NFP and You... Better together!

NFP is an inclusive Equal Employment Opportunity employer.