Regional Sales Executive - Broker

HUB International•Sacramento, CA

7d•$120,000 - $175,000•Remote

About The Position

The Regional Sales Executive (RSE) is responsible for reactivating and managing all non-active brokers within the Central Coast and Northern California territories. This is a full-cycle sales role requiring independent judgment, strategic territory planning, and consultative expertise: the RSE owns every stage of the broker relationship—from initial outreach and re-engagement through quoting, submission, and close—for all brokers not currently producing business. The RSE exercises discretion in evaluating broker potential, structuring competitive proposals, and making pricing and positioning recommendations that directly impact company revenue. The RSE partners directly with the Regional Sales Director (RSD) covering the same territory; the RSD receives a commission split on RSE-closed business to encourage collaboration and field support.

Requirements

2+ years of professional sales experience in health insurance, benefits consulting, or a related industry, with demonstrated ability to manage complex sales cycles independently.
Strong understanding of group health insurance markets, including small group and large group quoting.
Excellent communication, presentation, and relationship-building skills.
Proficiency with CRM systems and Microsoft 365 (Excel, Outlook, Teams).
California Life & Health Insurance license (or ability to obtain within 60 days of hire).
Energetic and goal-driven with a hunter mentality and strong follow-up discipline.
Consultative communicator who thrives on helping brokers succeed.
Analytical mindset with the ability to independently evaluate rates, participation, underwriting variables, and competitive market conditions to formulate strategic recommendations.
Team player who can balance high-volume outreach with personalized service.
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.
Leadership Capabilities: 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 and direct and respectful communication.

Nice To Haves

Experience working for a carrier, TPA, or general agency supporting broker distribution.
Familiarity with Ease, Employee Navigator, or similar enrollment platforms.
Proven record of meeting or exceeding sales and activity targets.

Responsibilities

Serve as the primary point of contact for all non-active brokers in the Central Coast and Northern California territories.
Serve as a subject-matter expert on plan designs, underwriting guidelines, network features, and value propositions; advise brokers on product positioning and competitive strategy.
Develop and execute territory-specific reactivation strategies through prospecting meetings, consultative presentations, and targeted communication campaigns to re-engage dormant brokers and generate quoting opportunities.
Support broker onboarding, licensing, and appointment processes.
Own and manage the full sales pipeline for assigned non-active brokers—from initial outreach through quote, submission, and close—aligned with monthly and quarterly sales goals.
Analyze group demographics and risk profiles to deliver competitive quotes; develop strategic recommendations and drive opportunities from submission through close with full ownership of the sales cycle.
Track activity, opportunities, and outcomes in the CRM system (e.g., Salesforce,).
Coordinate with the territory RSD to leverage field relationships, share market intelligence, and align on broker development priorities.
Achieve or exceed defined activity goals (outreach, quotes, meetings, trainings).
Maintain a healthy quote-to-submit and submit-to-close ratio based on company benchmarks.
Contribute to departmental reporting and participate in weekly sales meetings.
Work closely with the territory RSD to align on broker reactivation priorities; the RSD receives a commission split on RSE-closed deals to incentivize collaboration and field support.
Exercise independent judgment in evaluating broker engagement strategies, analyzing competitive positioning, and recommending plan and pricing approaches tailored to each broker’s book of business.
Partner with underwriting, enrollment, and operations teams to resolve broker and group issues; provide market feedback to product and marketing on competitive trends.
Performs other duties and projects as assigned.