Director - Regional Sales

Reliance Matrix•Tampa, FL

10d•$105,410 - $140,730•Hybrid

About The Position

The Director - Regional Sales is responsible for developing and executing strategies to increase sales premium, case count, retention, and profitability to achieve both personal and regional sales goals. This role involves developing brokers within a specific sales territory, partnering with leadership and internal teams to identify market potential, and presenting product recommendations to brokers and clients. The position also requires cross-selling products, developing territory sales strategies with various leaders and teams, and managing the application process from submission to closing. Additionally, the role serves as an expert in Group Products, ensuring adherence to administrative procedures and underwriting guidelines, providing guidance on service concerns, accurately recording lead information in CRM, and submitting sales reports. The Director will also partner with field and home office staff for case implementation and customer concern resolution, and collaborate with underwriting for profitable business. In terms of leadership, the Director is responsible for driving company culture, managing team performance, engaging in talent management and development, and building a positive work environment. This includes making personnel decisions, leading initiatives for Service Excellence, modeling company values, and assisting Sales Representatives in achieving their goals. The team typically ranges from 5-7 sales reps and may include managing Sales Managers, with a territory potential of $20-25M in premium, including $1-2M in personal production. The focus is 90% management and 10% personal production.

Requirements

Bachelor’s degree in related field.
Minimum of 5 years of group insurance sales experience and 3 years of management experience.
Group Life and Health License(s) required.
Ability to demonstrate objectivity and practice sound management principles with regard to staff management.
Ability to solve policy owner and broker problems; speak effectively in public to groups and develop appropriate presentations for the audience; make independent decisions consistent with Company and departmental objectives; influence decision makers and travel nationally on a moderate to frequent basis, sometimes with little advance notice.
Customer Focus - dedicated to meeting the expectations and requirements of internal and external customers; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
Ability to negotiate skillfully in difficult business situations with both internal and external groups; settles professional differences appropriately and respectfully; wins concessions without damaging relationships; is direct as well as diplomatic depending upon the situation and audience; gains trust quickly of other parties to the negotiations; has a good sense of timing.
Strong knowledge of group products, claim practices/process, administrative procedures, services, contract language and provisions.
Ability to thrive in a challenging and collaborative sales environment that is fast-paced and subject to frequent change.
Well organized with excellent follow-up and prioritization skills.
Commitment to continuous, ongoing improvement in the level of service provided.
Excellent people skills, ability to develop strong working relationships with other departments and with outside vendors.
Collaborative with strong ability to influence, especially without direct management control.
Attention to detail with the ability and willingness to handle multiple tasks and work well under pressure.
Strong overall focus on providing continuous and consistent high quality sales, service and support to the sales producer staff, clients, brokers and Administrative Office personnel.
Must be able to maintain confidential information.

Nice To Haves

AHIP, LOMA, and/or CEBS preferred.

Responsibilities

Develop and successfully execute strategies to increase sales premium, case count, retention and profitability to achieve both personal and regional sales goals
Responsible for the development of brokers within his or her specific sales territory
Partner with leadership and internal team members to identify market potential with assigned territory and prioritize opportunities
Effectively prepare and present product recommendations and solutions to brokers and clients
Cross-sell products to existing customers and new prospects
Develop territory sales strategies with Voluntary, Absence Management and Japanese Market Practice Leaders as well as the Medical Stop Loss, Limited Medical Benefit RSL teams and other Tokio Marine companies to drive sales and meet/exceed premium and case count goals
Send applications and related materials to prospects and perform appropriate follow-up to generate and close the sale
Expert representation in the area of Group Products ranging from STD, LTD, LIFE, AD&D, Dental, Vision, Absence Solutions portfolio (FML, State/ Federal Leaves, ADA) and Voluntary Portfolio (VG, VPS, VPL, VCI, VAI, VHI).
Adherence to the established Field and Home Office administrative procedures and underwriting guidelines
Provide guidance on elevated service concerns to policyholders and brokers as necessary
Accurately and timely record all lead information in the company provided CRM including all call activity, follow up and opportunities developed
Complete, analyze and submit sales and production reports to leadership
Partner with field and home office staff as appropriate in implementing new cases and resolving customer concerns
Partner with underwriting to ensure profitable business
Responsible for driving company culture within the local sales office(s)
Accountable for performance of team; engages team members in talent management and development opportunities, and builds a positive and respectful work environment.
Makes personnel decisions on hiring, firing, discipline, transfer, advancement and promotion in accordance with Company policies and procedures.
Lead and participate in assigned initiatives and projects designed to further RSL’s corporate Service Excellence vision.
Models and drives company values in the departments.
Assists the individual Sales Representatives in achieving sales goals by line of business.

Benefits

An annual performance bonus for all team members
Generous 401(k) company match that is immediately vested
A choice of three medical plans (that include prescription drug coverage) to suit your unique needs. For High Deductible Health Plan enrollees, a company contribution to your Health Savings Account
Multiple options for dental and vision coverage
Company provided Life & Disability Insurance to ensure financial protection when you need it most
Family friendly benefits including Paid Parental Leave & Adoption Assistance
Hybrid work arrangements for eligible roles
Tuition Reimbursement and Continuing Professional Education
Paid Time Off – new hires start with at least 20 days of PTO per year in addition to nine company paid holidays. As you grow with us, your PTO may increase based on your level within the company and years of service.
Volunteer days, community partnerships, and Employee Assistance Program
Ability to connect with colleagues around the country through our Employee Resource Group program