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VP Brokerage - Southern California
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Selby Jennings
San Diego, CA (In Person)
Full-Time
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Job Description
Position Summary The Vice President, Brokerage Leader is a senior executive responsible for leading the employee benefits brokerage function within a region or practice. This role drives revenue growth, oversees producer performance, and ensures the delivery of high-quality brokerage and consulting services to clients. The VP acts as a strategic leader, balancing business development, market execution, team leadership, and carrier/vendor relationships. This role plays a critical part in scaling the brokerage platform, enhancing client outcomes, and strengthening the firm's market position. Key Responsibilities Brokerage Leadership & Strategy Develop and execute regional or practice-level brokerage strategy aligned with firm growth objectives Lead the overall performance of the brokerage team, including producers, account executives, and service teams Establish market positioning, target segments, and go-to-market strategies Drive innovation in benefits delivery, including alternative funding, captives, and emerging solutions Revenue Growth & Business Development Own top-line revenue growth for the brokerage practice Lead, mentor, and coach producers to drive new business and expand existing client relationships Personally contribute to key client and prospect pursuits (especially large/strategic accounts) Build and maintain a strong pipeline of opportunities Producer & Team Management Recruit, develop, and retain high-performing producers and brokerage talent Set performance expectations, track KPIs, and hold team accountable to revenue and growth targets Provide strategic deal support, including pricing, negotiation, and solution design Foster a high-performance, sales-driven culture Client & Market Leadership Act as executive sponsor for key accounts and strategic clients Strengthen relationships with carriers, vendors, and strategic partners Represent the firm in the marketplace through industry events, speaking engagements, and networking Provide insights on market trends, pricing dynamics, and competitor activity Operational & Financial Oversight Manage P&L responsibility for the brokerage practice or region Ensure profitable growth, expense management, and margin improvement Drive operational efficiency, including sales processes, service models, and resource allocation Collaborate with compliance and legal teams to ensure adherence to regulations (ERISA, ACA, etc.) Qualifications Experience 12-18+ years of experience in employee benefits brokerage and/or consulting Proven leadership experience managing producers and driving revenue growth Demonstrated success building and scaling a brokerage or sales organization Strong understanding of health & welfare products, funding strategies, and market dynamics Education & Credentials Bachelor's degree required Advanced degree (MBA or similar) preferred Active Life & Health insurance license required Core Competencies Executive leadership and team development Strong business development and sales acumen Deep brokerage market knowledge and carrier relationships Financial management and P&L ownership Strategic thinking and decision-making High-level negotiation and influencing skills