Benefits Practice Leader

Employee Benefits San Francisco, California


Benefits Practice Leader



This role will be driving the success and growth of the Northern California Employee Benefits Practice. This position will be responsible for development of practice P&L in conjunction with National Practice Leader (NPL), practice financial forecasting, client growth and retention, including meeting sales and margin targets. The Benefits Practice Leader drives practice people strategy including engagement, retention, growth and managing structure to meet business needs. In addition, the individual builds Woodruff-Sawyer’s brand and reputation in the market across business community, client base and local carrier relationships, including cross-sell strategy. The Benefits Practice Leader also identifies and communicates opportunities and threats to the business as well as efficiencies to improve client service. The individual also supports enterprise-wide initiatives and executes as needed.


Key Responsibilities:

What you will do


  • Responsible for revenue results, including growth, retention, margin targets, client satisfaction and NPS score
  • Effectively manage, train and mentor producing and servicing Account Executives to meet/exceed sales goals; provide ongoing feedback, conduct performance reviews and establish goals for direct reports
  • Identify and plan for effective practice development; actively search, identify and help recruit highly qualified candidates for key WS positions.
  • Stay current on competitive strategies and best practices within the industry; identify emerging industry strategies via networking with external partners, research and Assurex Partnership to ensure subject matter expertise and the ability to proactively respond to market changes.
  • Effectively manage, train and mentor producing and servicing Account Executives to meet/exceed sales goals; provide ongoing feedback, conduct performance reviews and establish goals for direct reports
  • Oversee practice M&A responsibilities in conjunction with NPL, brand and industry initiatives
  • Drive innovation, growth strategy and platform services for market (in partnership w/Leadership team)
  • Segmentation strategy and execution
  • Vertical strategies and new pilots
  • Provide SME content/development (in market and export across Benefits)
  • Platform resources service strategy and execution
  • M&A responsibilities
  • Enhance Woodruff Sawyer visibility and impact through participation in industry initiatives; develop external presence as a Woodruff Sawyer representative and advocate.
  • Devise and implement an effective, profitable sales strategy for the practice; partner with P&C leadership for local office cross-selling.
  • Maintain knowledge of market trends and proactively develop innovative products or solutions to enhance competitive positioning.
  • Actively manage practice sales and margin goals and achieve personal production goals; partner in achieving overall Employee Benefits leadership goals
  • Develop and oversee carrier relationships; ensure staff is interacting effectively with markets and act as point for the practice on market changes and carrier issues
  • Oversee Employee Benefits practice operations and platform innovation in partnership with leadership team
  • Develop, review and/or approve marketing content for use in promotional materials, the Woodruff Sawyer web site and other opportunities as they arise
  • Establish and maintain excellent verbal and written communication with markets, clients and other industry professionals



Values and Competencies Necessary for Success

Who you are


  • Willingness to work at both the highly strategic end of the role as well as have a ‘roll up the sleeves’ mentality to ensure that the expectations of, and needs from, the HR team and organization are met and exceeded at all times.
  • Strong business acumen and analytical capabilities
  • Accomplished leader and developer of people
  • A continuous learner, with ability to apply new learning in an ever-evolving environment

A strong curiosity that facilitates ever-increasing insight about the organization to examine what is needed both now and into the future for sustainable success.

  • Experience working in a C-Suite role and with Board members and committees