Head of Sales

JOB TITLE: Head of Sales - Claim Services

DEPARTMENT: Claims Services

COMPANY OVERVIEW:

Venbrook Claims is the claims business group of Venbrook Group, LLC, a holding company with subsidiaries engaged in retail broking, wholesale broking, programs, and claims services. Venbrook's team of experts and industry specialists partners with their clients to manage their risks, create security, promote growth, and add value by delivering best-in-class commercial property & casualty and personal risk insurance products and programs.

Venbrook Claims brings together decades of specialized expertise by integrating respected legacy claims brands, Carl Warren & Company, DMA Claims, and OneSource Claims Management. Venbrook works across the claims lifecycle with services that include Third Party Administration (TPA), Complex Claims Management, Catastrophe, Independent Adjusting, subrogation recovery, litigation management, investigative, and special investigations unit (SIU) services.

Venbrook Claims has long-term clients across the public and private sectors, including insurance companies, captives, MGAs, transportation companies, manufacturers, public school systems, and property owners, to name a few.

With over a century of combined claims experience, our organization's legacy brands have been unified as Venbrook Claims to deliver scalable, flexible solutions supported by centralized governance, compliance, and technology infrastructure. This integration has increased efficiency while maintaining the high-quality investigative services and specialized expertise that distinguish our heritage brands.

At Venbrook, we envision a world where our clients can confidently pursue their boldest ambitions. Our team of experts leverages agility, innovation, and creative problem-solving to guide our clients through an ever-changing risk environment. We pride ourselves on providing insurance services that allow businesses to make bold decisions, knowing their risks are identified, assessed, and mitigated.

Our culture is derived from the people who create it. We are not different in what we do. We are different in how we do it. We believe our clients are our partners, and we earn their trust every day. We believe in empowering our team and holding ourselves accountable to deliver the best solutions. We value agility, versatility, innovation and creative problem solving and put our people at the core of everything we do.

We offer competitive compensation and a comprehensive benefits package:

• 401k + employee match
• Medical, Dental, Vision, Life, and Disability Insurance
• Paid Time Off (PTO)
• Paid Holidays
• Paid Parental leave
• Paid Sick leave
• Professional development programs
• Work-life quality and flexibility

JOB SUMMARY:

Venbrook Claims Services seeks a dynamic Head of Sales - Claim Services to lead revenue growth across our comprehensive suite of claims management solutions. This executive role combines strategic sales leadership with hands-on business development, requiring a proven track record of driving new client acquisition, expanding existing relationships, and building high-performing sales teams.

Reporting to the Chief Claims Officer, this position serves as the primary revenue driver for Venbrook Claims, responsible for developing and executing go-to-market strategies, leading complex sales pursuits, and partnering with operations to deliver client solutions. The ideal candidate brings deep expertise in insurance and claims services sales, with demonstrated success selling TPA services, complex claims management, and related solutions to carriers, MGAs, brokers, and self-insured entities.

POSITION REQUIREMENTS:

Sales Leadership & Team Development: Proven ability to build, lead, and develop high-performing sales teams. Demonstrates expertise in recruiting top talent, implementing effective coaching methodologies, and creating accountability structures that drive results. Balances individual performance management with collaborative team dynamics to maximize collective success.

Strategic Sales & Deal Execution: Strong track record of closing complex, high-value deals in competitive environments. Skilled at developing winning strategies, differentiating value propositions, and navigating lengthy sales cycles. Demonstrates creativity in deal structuring to meet both client needs and business objectives while maintaining profitability.

Account Management & Client Growth: Expertise in managing strategic client relationships for cross-sell and upsell opportunities. Demonstrates proactive approach to account management, preventing attrition through relationship building and value delivery. Structures account teams effectively to maximize retention and organic growth across the client portfolio.

Go-to-Market Strategy & Pipeline Development: Experience developing and executing market entry strategies for new territories and service lines. Proficient in market segmentation, competitive positioning, and targeted prospecting. Uses data-driven approaches to build and manage sales pipeline, forecast accurately, and prioritize opportunities effectively.

Solution Development & Consultative Selling: Ability to conduct comprehensive needs assessments and translate operational capabilities into compelling client value propositions. Partners effectively with operations and technical teams to develop customized solutions. Identifies unmet client needs and creates innovative service offerings to address market opportunities.

RFP Leadership & Presentation Skills: Proven success leading RFP responses for complex claims services opportunities. Exceptional presentation and communication skills with ability to engage C-level audiences. Skilled at handling pricing negotiations, addressing objections, and positioning against competition in high-stakes situations.

Client Relationship Building: Strong ability to build and maintain executive-level relationships with carriers, MGAs, brokers, and self-insured entities. Leverages industry network to create business opportunities and converts skeptical prospects into advocates. Maintains long-term relationships that generate sustained value and referral business.

Revenue Growth & Performance Management: Demonstrated track record of achieving or exceeding revenue targets consistently. Uses metrics and analytics to manage sales performance, forecast accuracy, and pipeline health. Balances short-term revenue pressure with long-term relationship building and sustainable growth strategies.

DUTIES/RESPONSIBILITIES:

• Develop and execute comprehensive sales strategy to drive revenue growth across all Venbrook Claims service lines
• Build, lead, and develop a high-performing sales team, establishing clear accountability structures and performance metrics
• Lead complex sales pursuits and strategic account development, personally driving key client relationships and high-value opportunities
• Develop go-to-market strategies for new markets, service lines, and client segments, including market analysis and competitive positioning
• Manage strategic client relationships to identify cross-sell and upsell opportunities, driving organic growth within existing accounts
• Lead RFP responses and client presentations for major opportunities, coordinating with operations and subject matter experts
• Partner with operations leadership to develop client solutions, ensure smooth onboarding, and maintain service quality standards
• Build and manage sales pipeline, utilizing CRM systems and analytics to forecast accurately and prioritize opportunities
• Develop pricing strategies and proposals that balance competitive positioning with profitability objectives
• Establish and monitor sales KPIs, using data to drive performance improvements and inform strategic decisions
• Represent Venbrook Claims at industry events, conferences, and trade shows to build brand awareness and generate leads
• Collaborate with marketing to develop sales collateral, value propositions, and go-to-market messaging
• Provide regular reporting to Chief Claims Officer on sales performance, pipeline health, and market trends

REQUIRED SKILLS/ABILITIES:

• 10+ years of progressive sales experience in insurance or claims services industry
• 5+ years in sales leadership roles with responsibility for team development and revenue targets
• Proven track record of consistently achieving or exceeding sales quotas in competitive markets
• Deep understanding of TPA services, claims administration, and insurance carrier operations
• Demonstrated success selling to carriers, MGAs, brokers, and self-insured entities at executive levels
• Exceptional presentation, communication, and negotiation skills
• Strong analytical skills with experience using CRM systems and sales analytics tools
• Ability to work collaboratively across departments while driving results independently
• Willingness to travel up to 50% to meet with clients and attend industry events
• Strong knowledge of Microsoft Office and sales management platforms
• Ability to function well in a high-paced and, at times, stressful environment

EDUCATION & EXPERIENCE:

• Bachelor's degree in Business, Marketing, or related field; MBA preferred
• Experience selling claims services, TPA solutions, or related insurance products required
• Established network within the insurance and claims industry strongly preferred
• Insurance designations (CPCU, ARM, AIC) or industry certifications preferred

Salary Range - 145k-175k, based on experience + incentive