California P&C Market Leader

NFP Corp

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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

Organizational Effectiveness

• Serve as a point of escalation for complex or sensitive issues involving clients and employees, ensuring timely resolution aligned with NFP values and business objectives
• Foster a highly engaged, inclusive, and high-performing culture through ongoing employee engagement, recognition, and communication
• Develop, coach, and mentor leaders and managers who report into the role, strengthening leadership capability, accountability, and succession readiness
• Lead workforce optimization efforts, including organizational design, capacity planning, and alignment of talent to business priorities
• Address performance management matters, including corrective action and navigating difficult or high-stakes conversations with professionalism and empathy
• Participate in and, where appropriate, lead larger-scale regional or national initiatives and cross-functional projects that support strategic growth and operational excellence

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