Regional Relationship Director

MarshBerry•Richmond, VA

5d•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 driving growth and profitability in an assigned territory. The director serves as the primary relationship manager, leading member retention, expanding membership, influencing organic growth, supporting strategic planning, recruiting and onboarding new members, and identifying aggregation opportunities. The role uses a consultative, team-selling approach to cultivate trusted relationships with members, carrier partners, strategic partners, and internal teams. The ideal candidate will be located in Maryland (preferably the Baltimore area), Delaware, or southeastern Pennsylvania. Travel of 30–40% is required, including overnight and weekend travel, and flexible or extended hours may be needed.

Requirements

Bachelor's degree in Business Management, Risk Management, Finance, Marketing, Sales, or a related field.
7–10+ years of sales experience, including at least 5 years 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.
Strong organization and time-management skills, self-motivation, ability to multitask under pressure, confidence, openness to feedback, and a team-oriented, ethical approach.

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; work with carrier representatives to strengthen partnerships, identify joint growth opportunities, enhance member value, and generate qualified 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 members.
Use Salesforce to plan and log calls and meetings and execute sales strategies.
Assist member agents with technology, marketing, and educational opportunities, connecting them with the Director of Technology and VP of Education as appropriate.
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 a team-selling environment with colleagues.
Attend conferences, association meetings, and industry events to build brand awareness, develop relationships, generate leads, and identify 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.
Stay abreast of industry trends 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.
Undertake other special projects, tasks, or duties as assigned by management.
Maintain confidentiality of proprietary information and internal and external communications.
Work collaboratively and professionally, complete work accurately and on time, prioritize effectively, respond to feedback, and uphold MarshBerry's ethical standards.