Commercial Sales Leader, Canada

As a Canadian Sales Leader, you will own the sales culture and lead diverse teams across multiple locations to profitable growth from recruiting and onboarding of industry-leading talent, relationship building, coordination of training initiatives, performance management, and development and execution of growth strategies. Reporting to the SVP of Commercial Property & Casualty, you will be responsible for driving organic growth, with a particular focus on integrated selling, by ensuring the production teams understand and successfully execute our key growth strategies. We are looking for a leader who can demonstrate our value proposition and utilize our training resources to grow strong and effective teams.

NFP takes a consultative sales approach in identifying, qualifying and developing opportunities to directly improve the performance of our client’s business results through a tailored combination of risk mitigation, management, and transfer. In order to be successful, you will need working knowledge of the firm’s capabilities and how those capabilities translate into growth opportunities for your region. By defining success for Producers in your region within the context of the firm, the region, and their personal objectives you will ensure we approach the market in a coordinated and strategic manner.

What You’ll Do

Producer Management

• Foster a competitive and collaborative team environment across the region
• Define and measure performance of Producers, while supporting a path for professional development
• Monitor and drive Producer activity to deliver on aggressive sales goals
• Recognize behaviors that exemplify NFP’s growth strategies and culture
• Effectively manage revenue pipeline, assigned prospect lists, sales activities and revenue tracking in Salesforce.com to achieve maximum effectiveness
• Increases business growth through communicating and coaching, identifying cross-selling opportunities, fortifying relationships and removing barriers in the sales process
• Achieve annual new business sales goals based on our target market of companies, including sales forecasting towards those goals
• Partner with office/region leadership to develop growth strategies captured in business plan, including setting Producer new business goals and alignment with national resources
• Host recurring regional sales meetings to discuss open opportunities, progress towards goals, recent wins, successes/challenges, etc.
• Oversee the development of proposals and presentations for key prospects
• Collaborate with leaders in selecting appropriate team to effectively conduct prospect sales presentations including subject matter experts and account management staff tailored to each opportunity
• Identify gaps between organic growth goals and existing talent base
• Know competitors’ top talent and partner with talent acquisition to attract top sales talent
• Collaborate on sales enablement initiatives, including the identification and development of training programs
• Work closely with National Sales Leadership, National Practice Leaders, and Marketing to optimize our go-to-market approach
• Positively and proactively represent NFP at meetings, seminars, trade shows and COI networking events
• Work collaboratively with the account management team and local/regional and national resources to maximize result

What You Bring

• 10+ years of industry experience with 5+ years in a management capacity
• P&C license required (Benefits and/or Life a plus)
• Strong coaching skills and ability to manage change with experienced and new Producers in support of corporate goals and initiatives
• Proven experience in sales, recruiting, onboarding of new Producers with track record of continued success in the business
• 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.com to track all pertinent account information and sales progress as well as forecast to achieve goals
• Excellent listening skills and ability to determine 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

Who We Are

NFP is a leading insurance brokerage that provides property and casualty, group benefits, retirement and individual solutions through our licensed subsidiaries and affiliates. We’re a 6x Best Places to Work award winner in Insurance, a 5-Star Brokerage award winner from Insurance Business Canada Magazine, and a recognized Elite Agency award winner. We enable client success through the expertise of over 1000 employees based in Canada and more than 6,900 employees with over 310 offices globally.

Since 2021, NFP has been responsible for bringing more than four billion dollars ($4,000,000,000) in premium to the P&C Market.

Our expertise is matched by our commitment to each client’s goals and is enhanced by our investments in innovative technologies in the insurance brokerage and consulting space. To learn more, please visit https://nfp.ca/.

What’s In It For You

• A hybrid environment approach that keeps the best interests of our staff and our clients in mind
• Annual bonus plan for all employees
• Matching RRSP plan of 5% of salary
• Referral Commission Plan
• Generous benefits plan including Health Care Spending Account starting on the first day of employment
• Full support for continuing education & internal opportunities to grow as an insurance professional to advance career
• Reimbursement of license fees and professional membership dues
• A global team of industry leaders focused on employee retention, client growth, industry innovation and collaboration

Our employees are the foundation of our success.

NFP is a big company — a growing, inclusive team of individuals supporting each other’s passions and engaging with the community.

Building a diverse, collaborative and innovative team requires leadership, deliberate action, and ongoing measurement. We actively support the well-being of our employees with benefits and programs driven by recognition, community, financial wellness tools, development and inclusion, fostering personal and professional growth that keeps us moving forward.

Beyond our office walls, we’re dedicated to serving the community around us. Every day we make proactive choices to take care of the communities in which we live and work. We contribute to different organizations, including Women in Insurance Cancer Crusade (WICC), Food Banks Canada, Indspire Canada and many more. From charity drives and community service outings to other company-sponsored events, our employees donate their time and raise funds on behalf of great causes across the country.

Our business is built on the personal level. Whether it’s in our offices, on a call, out in the field or anywhere you can find us in the world, we’re starting the conversations that create a more secure future for everyone.

Accommodations are available on request for candidates taking part in all aspects of the selection process.

About the company

One of the largest insurance brokerage and consulting firms, NFP offers commercial insurance, corporate benefits and private client resources.