Regional Relationship Director

MarshBerry•Richmond, VA

4d•Remote

About The Position

MarshBerry, a subsidiary of Lincoln International, is seeking a Regional Relationship Director for its FirstChoice team. This remote-based role is responsible for member engagement and for growing the profitability of an assigned territory. The director develops and executes strategic sales initiatives to strengthen relationships with members, carrier partners, and strategic partners. Accountabilities include member retention, membership expansion, organic growth, strategic planning, recruitment and onboarding of new members, and identifying aggregation opportunities that support profitable growth. As the primary relationship manager, the director leads member retention, develops strategic partnerships, and expands market presence through a consultative, team-selling approach. The position works closely with the Regional Vice President, Business Development Director, and internal teams. The ideal candidate is based in Maryland (preferably the Baltimore area), Delaware, or southeastern Pennsylvania. Travel is required 30–40% of the time, including overnight and weekend travel, and flexible or extended hours may be needed. MarshBerry describes its culture as people-first, fast-paced, and collaborative, with opportunities for growth, learning, and career development. The company provides investment banking and strategic consulting services to organizations in financial services, including insurance brokerage and distribution, wealth advisory and retirement planning, and accounting and tax practices.

Requirements

Bachelor’s degree in Business Management, Risk Management, Finance, Marketing, Sales, or a related field.
7–10+ years of sales experience.
At least 5 years of experience in the insurance industry.
Proficiency with technology, including CRM systems, Power BI, Word, Excel, and PowerPoint.
Demonstrated success growing a geographic territory through consultative sales, territory management, strategic planning, relationship management, recruiting, and business development.
Strong relationships with agency owners within the territory.
Experience working with associations and carrier partners, with in-depth knowledge of insurance carrier reporting.
Strong networking, negotiation, presentation, and communication skills, including the ability to develop executive-level relationships and influence decision makers.
Ability to travel 30–40% of the time, including overnight and weekend travel.
Ability to work flexible and/or extended hours as needed.
Maintain confidentiality of proprietary information and internal and external communications.
Work positively and professionally with coworkers, remain open to others’ ideas, and show willingness to try new approaches.
Manage multiple responsibilities accurately and on deadline, work under pressure, and monitor work quality.
Be a self-motivated, innovative self-starter who can prioritize and make appropriate decisions with little guidance.
Demonstrate confidence in completing assignments and communicating positions or ideas.
Follow instructions, respond to management direction, and seek feedback to improve performance.
Demonstrate strong ethical judgment and adhere to MarshBerry values, standards, and policies.

Nice To Haves

MBA or another master’s degree.
Insurance designations or licenses, such as a P&C license, CIC, or CPCU.
Salesforce experience.
Experience presenting and writing content for publication.

Responsibilities

Develop, cultivate, and maintain relationships with existing members to maximize retention and profitable growth.
Serve as a trusted advisor and advocate for members by connecting them with relevant resources and solutions.
Increase membership, revenue, and aggregated premium volume in the assigned territory.
Own and develop carrier relationships in the region, identifying joint growth opportunities and strengthening partnerships.
Ask carrier partners for introductions that can generate qualified prospective member referrals.
Plan and host annual regional member meetings.
Build and maintain a pipeline of prospective members through prospecting, networking, referrals, and market intelligence.
Collaborate with the Business Development Director and Regional Vice President to initiate prospective member relationships.
Use Salesforce to plan and log calls and meetings and execute sales strategies.
Assist member agents with technology, marketing, and educational opportunities, including connecting them with relevant internal leaders.
Provide members with a monthly newsletter or regional update.
Lead strategic planning for member agents in the territory, including regular business reviews to identify evolving needs and additional opportunities.
Participate in team selling with colleagues.
Attend conferences, association meetings, and industry events to build brand awareness, relationships, leads, and partnership opportunities.
Report sales data and activities weekly to the Regional Vice President during one-on-one meetings.
Participate in the new-member onboarding process.
Identify FirstChoice strategic partnership opportunities with vendor resources and connect them with the Strategic Partnership VP.
Monitor industry trends and changes and incorporate proven practices into processes, services, and quality standards.
Support MarshBerry and personal branding through an active LinkedIn presence and contributions to MarshBerry and industry presentations.
Complete other special projects, tasks, or duties assigned by management.