Managing Director, Northeast US

ARAG North America

About The Position

Purpose Are you a relationship-driven sales leader who excels at building and nurturing broker distribution partnerships, driving new business revenue and representing your organization with integrity and passion? Are you energized by the opportunity to make a meaningful impact in the voluntary benefits market while furthering ARAG’s mission of providing access to legal help for everyone? ARAG is seeking a Regional Sales Director, Northeast US, to develop and execute a regional sales strategy focusing on cultivating and maintaining strong, trusted relationships. We’re looking for someone who thrives on collaboration, brings a proven track record in employer group benefits sales and is committed to advancing ARAG’s purpose through every connection. Essential Duties and Responsibilities Develops, manages, and executes a regional sales plan which supports the annual corporate sales goals, including reporting monthly revenue forecasts, and the active management of a sales pipeline. Initiates, develops, and maintains broker/consultant distribution partner relationships Provides ongoing education to distribution partners to ensure clear understanding of capabilities, competitive positioning and value proposition. Uses insights and feedback from the market and distribution partners to develop recommendations for evolving positioning and capabilities. Responsible for the accuracy and timely delivery of proposals and responses. Actively manage open opportunities by gathering feedback, identifying unique positioning, refining offers and delivering sales presentations. Utilize CRM technology to track sales activities Represents the organization at regional and national tradeshows, sponsorships, and events. Serves as a positive role model by representing ARAG at its Best. Other duties as assigned.

Requirements

Thorough knowledge of sales processes, pipeline management, negotiation, and relationship management.
Thorough knowledge of employee benefits market, enrollment, and distribution models with specific knowledge of voluntary benefits distribution and enrollment models.
Strong and established relationships with voluntary benefits brokers and consultants.
Knowledge of benefits enrollment technology and enrollment providers.
Understanding of the RFP and response process and how to position responses effectively.
Strong understanding of financial and insurance concepts.
Proven track record of selling voluntary/employee benefits - both direct and through brokers/consultants.
Demonstrated use of sales process best practices, pipeline management, reporting, negotiation, and relationship management.
Provide experience in developing and maintaining positive broker relationships.
Strong computer skills needed including knowledge in MS Office (Word, Excel, and PowerPoint) and CRM technology (preferably Salesforce).
Proven experience in maintaining a high-activity sales engagement model, including development of new brokers/consultant relationships.
Demonstrated ability to drive results and achieve sales goals on a consistent basis.
Excellent presentation skills with an ability to speak in front of various audiences.
Effective delivery of value propositions and the ability to describe detailed product information in a simple manner.
Highly organized and detail oriented.
Strong analytical skills.
Effective utilization of time and resource management.
Excellent verbal and written communication skills.
Superior interpersonal and relationship building skills.
Bachelors Degree in Business, Sales, Marketing or related field; or commensurate experience.
7+ years of related experience in employer group benefits industry, preferably voluntary benefits sales.
Resident and Non-Resident Property and Casualty licenses required.

Responsibilities

Develops, manages, and executes a regional sales plan which supports the annual corporate sales goals, including reporting monthly revenue forecasts, and the active management of a sales pipeline.
Initiates, develops, and maintains broker/consultant distribution partner relationships
Provides ongoing education to distribution partners to ensure clear understanding of capabilities, competitive positioning and value proposition.
Uses insights and feedback from the market and distribution partners to develop recommendations for evolving positioning and capabilities.
Responsible for the accuracy and timely delivery of proposals and responses.
Actively manage open opportunities by gathering feedback, identifying unique positioning, refining offers and delivering sales presentations.
Utilize CRM technology to track sales activities
Represents the organization at regional and national tradeshows, sponsorships, and events.
Serves as a positive role model by representing ARAG at its Best.
Other duties as assigned.