Regional Sales Director, Wholesale Benefits

HUB International•Sacramento, CA

5d•$100,000 - $120,000•Onsite

About The Position

The Regional Sales Director is responsible for brokering group medical, dental, vision, and life benefit plans for Western Growers Health to new and/or existing member employer groups, selling directly and through broker partners. Regional Sales Directors are expected to act as an advisor throughout the Broker community. This is a sales position responsible for initiating new business, building strong client relationships, and providing consultative benefit solutions.

Requirements

Minimum of 3 years of experience in business-to-business (B2B) sales
Prior experience in insurance sales is highly preferred
Bachelor’s degree preferred; equivalent professional experience will be considered
Experience selling into a specific industry or specialty preferred
Life & Health license required
Desire to learn and grow within the insurance industry.
Growth mindset, curiosity, and a willingness to learn from others.
Ability to effectively and professionally communicate orally and in writing with internal and external customers.
Professional presence and ability to effectively interact with all levels within the organization.
Ability to efficiently gather pertinent information and facts, analyze and solve problems timely and thoroughly.
Ability to prioritize and organize multiple tasks and responsibilities in order to complete assignments on time and with optimal accuracy.
Ability to respond to customer needs, solicit customer feedback to improve service, and handle difficult or emotional customer situations promptly and accurately.
Computer skills: proficiency with Microsoft Office Suite and Outlook.
Critical Thinking: Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
7-10 years of relevant experience

Nice To Haves

Develops strategies to address complex challenges.
Develops talent, a continuous learning environment, and high performing teams.
Uses knowledge of market, industry, and company trends to set priorities.
Looks for ways to improve efficiencies and generate revenue.
Recognizes the need to adapt and respond to change.
Works collaboratively with others to achieve common goals.
Creates an environment with open, direct, and respectful communication.

Responsibilities

Sells Western Growers Health medical and ancillary group Employee Benefit plans, third party administrator services (TPA), and other health related products to businesses on an outbound basis through health benefits brokers in order to meet and exceed new business sales goals.
Presents HUB/Western Growers Health value proposition effectively in client and prospect meetings and customizes for unique audiences.
Create relationships at the agency principal level.
Direct and execute the territory management strategy to achieve annual business plan and budget requirements.
Actively identify and execute a comprehensive, integrated strategy to acquire agencies and/or books of business to meet HUB growth objectives.
Working with HUB leadership, create a strategy to purchase AT accounts from identified appointed agents.
Hold broker training sessions on Western Growers Family of Companies (WGFC) and Western Growers Health capabilities.
Generate new business opportunities through the creation and implementation of effective Broker Roadshows.
Create requests for proposals (RFP) opportunities, plan design consultation, negotiate best coverage terms, conditions, and pricing for brokers and clients.
Coordinate open enrollments, schedule meetings, order collateral materials, support broker and employer with communication and education of health plan benefits.
Maintain strong relationships between broker/consultant and clients.
Execute renewal strategies.
Develop and influence C-Level and decision maker loyalty to Western Growers Health plans and solutions within new accounts.
Identify and enlist the help of internal and external resources/staff for account retention.
Cross-sell other Western Growers products and services to seek a level of saturation in each account relationship.
Transmit marketing and sales intelligence relating to competition and changes in the marketplace.
Adopt and fully use the appropriate relationship management systems.
Participate as a leader to internal staff, external brokers, and clients.
Develops and maintains a profitable book of business through new business generation, renewals, and cross-selling opportunities.
Proactively identifies and cultivates new broker relationships through networking, referrals, and targeted prospecting efforts.
Builds and maintains strong, long-term client relationships to support retention, identify additional needs, and deliver superior service.
Applies a thorough understanding of HUB’s products, services, customers, and carriers to drive profitable growth and further HUB’s financial and strategic goals.
Conducts consultative sales presentations and delivers customized insurance solutions.
Collaborates with internal teams, including account managers and service staff, to ensure quality delivery of services and client satisfaction.
Monitors market trends, competitor activity, and industry developments to identify new opportunities and maintain a competitive edge.
Documents all sales activities, client interactions, and pipeline updates in the CRM system.
Partners with senior producers to support new business development efforts and cross-sell.
Maintains a high level of client satisfaction through proactive service and ongoing communication.
Responds to customer needs promptly, courteously, professionally, and helpfully.
Performs other duties and projects as assigned.
Creates and executes the Broker Channel Distribution Strategy aligned with annual sales targets, driving year over year Broker Channel growth for Western Growers Health.
Consistently increase the year over year revenue of Broker distribution channel by increasing production from existing agency appointments, identifying key partner brokers, careful selection of new agency appointments with existing books of eligible business, and working with partner agents to pursue new eligible opportunities.
Meet minimum call, appointment and presentation frequency expectations.