Regional Vice President (Southeast)

Manulife • Usa, GA

32d • Remote

About The Position

This position will be in the Southeastern US region. The John Hancock Insurance (JHI) Regional Vice President (RVP) is responsible for sales of John Hancock life insurance products within a defined territory. The RVP should meet or exceed the premium and growth targets by establishing new relationships, exhibiting customer centricity, and strengthening existing relationships. You will be responsible for a territory encompassing Alabama, Georgia, Mississippi, North Carolina, South Carolina and Southern Virginia. You must also reside within the confines of this region. Position Responsibilities: Strategic relationships with distribution partners, including but not limited to: Brokerage General Agents, banks, wirehouses, broker-dealers, and the JHI team. Identify and prioritize key distributors, based on insight from distribution partners, National Accounts team, Sales Support and JHI data. Gain insight into the business model and primary sales channels for key partners in order to understand how to appropriately support clients and allocate resources. Identify and qualify new and existing production sources whose values and customer focus parallels those of JHI. Support distributor business growth by weaving JHI’s story into their messaging and integrating relevant JHI products and services to provide competitive advantage. Provide industry insights, competitive intelligence, and internal observations on the distributor’s business that advances the distributor’s priorities and sales opportunities. Actively share best practices with RVP colleagues and internal sales team and management. Exhibit an entrepreneurial business strategy and set an annual business and territorial plan that supports premium targets. Establish a business strategy with Regional Directors, Sales Support, National Accounts team, and extended JHI team that is based on unique characteristics of the territory and is in alignment with National Accounts strategy: Segment distributors according to their size of book, growth orientation, goals, and composition of their portfolio. Identify innovative approaches to help current distributors grow their books of business. Develop an ongoing pipeline of potential new distributors. Formally define performance goals for the following: Total production by source. Planned sales activities within the market. Growth in the volume and quality of business generated. Ensure spending is kept within allocated expense budget. Meet with targeted distributors to uncover needs, advance opportunities, provide solutions, and define next steps for life insurance plan sales, and to clarify the role JHI can play in achieving their goals. Leverage National Accounts and partners to find additional opportunities. Refresh annual territory plan quarterly. Develop recovery plans in response to situations where improvements are needed to achieve goals. A clear focus on top distributors that accelerates their premium growth while maintaining or enhancing JHI’s market share within the distributor’s portfolio. Identify top 100 distributors by relationship based on analysis of current production and upside potential. Establish a strategic plan to move new distributors into the top tier each year. Collaborate with high potential production sources to solicit and advance opportunities. Leverage the JHI Partnership team and use analytics to elevate the distributor’s experience and engagement with the JHI. Gain intelligence on the top distributor’s unique needs and provide insights to the Partnership team and JHI leadership. Sales generation that meets or exceeds target metrics. Solicit opportunities from on-going interactions with business partners. Obtain competitive intelligence and identify competitive differentiators. Respond to unqualified and qualified opportunities, evaluating sales-specific data and competitive intelligence, to form ‘win strategy’. Use ‘storytelling’ skills as a strategic business tool in order to relate to business partners. Working knowledge of competitor advantage and disadvantage as it relates to JHI products and services. Fluency in JHI value proposition, competitive advantages, and market differentiators. Conduct meetings and deliver presentations within local markets which serve to educate production sources, employees, and customers regarding JHI’s vision, mission, values, products, and services. Use consultative selling approach with distributors and other key stakeholders. Create customized, innovative plans to differentiate JHI’s value proposition, while optimizing plan participant’s goals and distributor revenue. Leverage internal Sales Training and Development to design presentations and collateral. Report sales activity results accurately and in a timely fashion using Salesforce. Submit field intelligence and sales ideas on a weekly basis to be shared with the entire sales team. Territory adherence to JHI’s Market Conduct and Compliance policies and procedures. Communicate the Code of Conduct to distributors within the region as needed. Take appropriate measures to ensure field support staff and distributors are following the policies throughout the sales process. Ensure distributors meet selection criteria prior to contracting and sale of JHI products. Understands and adheres to the Company's Market Conduct and Compliance policies and procedures. Carries out FINRA, state and Company mandated responsibilities as required by John Hancock Compliance and all applicable regulatory agencies. Attend all sales meetings and conference calls as required by sales management. High performing team that provides exceptional support to distribution partners. Establish a highly engaged and competent team that maximizes RVP and team performance and efficiency. Create an environment of mutual trust and respect where feedback is freely shared, received, and acted upon. Participate in regular (weekly) meetings with Regional Directors, Sales Support and National Accounts team to ensure everyone is aligned on strategy and clear on accountabilities. Encourage and acknowledge team accomplishments. Coordinate activities of team in responding to qualified and unqualified opportunities, preparing for presentations, and advancing opportunities. Capture and share best practices from within team and across JHI. Leverage internal relationships and capabilities to optimize support and grow sales.

Requirements

• Bachelor’s degree or higher
• Minimum five (5) years of internal or external life insurance wholesaling experience at the carrier level, broker dealer or wire house.
• Life, Health & Variable Annuities Licenses, FINRA Series 6 or 7 and state life and health licenses required.
• Extensive understanding and knowledge of the insurance industry (products/services, related sales concepts, case design, competitive landscape, distribution channels and trends).
• Ability to use data/analytics plus creativity to turn challenging insurance needs into business opportunities.
• Track record of and passion for coaching and leading a passionate, energetic, dedicated sales team throughout the sales process – meeting and/or exceeding corporate and department objectives.
• Exceptional verbal, presentation and written communication skills.
• Superior sales and relationship building skills.
• Sound technical literacy to include basic understanding of illustration software, Word, Excel, and Power Point.
• Experience with Salesforce is a plus.

Nice To Haves

• Successful point of sale experience is highly desirable.
• CLU, ChFC, and/or CFP designations highly desired.
• Ability to develop relationships with key personnel at Firms.
• Good understanding of competition and unique trends in the region, including the cultural environment in the firms.
• Ability to anticipate trends and present solutions that consistently meet or exceed market needs and expectations.
• Ability to develop effective and professional working relationships with other JH Life Distribution Personnel.
• Ability to lead a sales team to achieve and/or exceed extraordinary business results.
• Ability to effectively communicate, build rapport and relate well to a diverse group of people.
• Strong sales production knowledge.
• Ability to adapt and react to situations with decisiveness, quick response, and fast action.
• Ability to prioritize and rapidly shift between tasks.
• Driven by practical results, opportunities to help others with intentionality, and motivated to do what it takes with little need for individual recognition.
• Ongoing eagerness to learn and acquire knowledge.
• Exhibits assertiveness and a "will to win" in dealing with highly competitive situations.

Responsibilities

• Strategic relationships with distribution partners, including but not limited to: Brokerage General Agents, banks, wirehouses, broker-dealers, and the JHI team.
• Identify and prioritize key distributors, based on insight from distribution partners, National Accounts team, Sales Support and JHI data.
• Gain insight into the business model and primary sales channels for key partners in order to understand how to appropriately support clients and allocate resources.
• Identify and qualify new and existing production sources whose values and customer focus parallels those of JHI.
• Support distributor business growth by weaving JHI’s story into their messaging and integrating relevant JHI products and services to provide competitive advantage.
• Provide industry insights, competitive intelligence, and internal observations on the distributor’s business that advances the distributor’s priorities and sales opportunities.
• Actively share best practices with RVP colleagues and internal sales team and management.
• Exhibit an entrepreneurial business strategy and set an annual business and territorial plan that supports premium targets.
• Establish a business strategy with Regional Directors, Sales Support, National Accounts team, and extended JHI team that is based on unique characteristics of the territory and is in alignment with National Accounts strategy
• Segment distributors according to their size of book, growth orientation, goals, and composition of their portfolio.
• Identify innovative approaches to help current distributors grow their books of business.
• Develop an ongoing pipeline of potential new distributors.
• Formally define performance goals for the following: Total production by source. Planned sales activities within the market. Growth in the volume and quality of business generated.
• Ensure spending is kept within allocated expense budget.
• Meet with targeted distributors to uncover needs, advance opportunities, provide solutions, and define next steps for life insurance plan sales, and to clarify the role JHI can play in achieving their goals.
• Leverage National Accounts and partners to find additional opportunities.
• Refresh annual territory plan quarterly.
• Develop recovery plans in response to situations where improvements are needed to achieve goals.
• A clear focus on top distributors that accelerates their premium growth while maintaining or enhancing JHI’s market share within the distributor’s portfolio.
• Identify top 100 distributors by relationship based on analysis of current production and upside potential.
• Establish a strategic plan to move new distributors into the top tier each year.
• Collaborate with high potential production sources to solicit and advance opportunities.
• Leverage the JHI Partnership team and use analytics to elevate the distributor’s experience and engagement with the JHI.
• Gain intelligence on the top distributor’s unique needs and provide insights to the Partnership team and JHI leadership.
• Sales generation that meets or exceeds target metrics.
• Solicit opportunities from on-going interactions with business partners.
• Obtain competitive intelligence and identify competitive differentiators.
• Respond to unqualified and qualified opportunities, evaluating sales-specific data and competitive intelligence, to form ‘win strategy’.
• Use ‘storytelling’ skills as a strategic business tool in order to relate to business partners.
• Working knowledge of competitor advantage and disadvantage as it relates to JHI products and services.
• Fluency in JHI value proposition, competitive advantages, and market differentiators.
• Conduct meetings and deliver presentations within local markets which serve to educate production sources, employees, and customers regarding JHI’s vision, mission, values, products, and services.
• Use consultative selling approach with distributors and other key stakeholders.
• Create customized, innovative plans to differentiate JHI’s value proposition, while optimizing plan participant’s goals and distributor revenue.
• Leverage internal Sales Training and Development to design presentations and collateral.
• Report sales activity results accurately and in a timely fashion using Salesforce.
• Submit field intelligence and sales ideas on a weekly basis to be shared with the entire sales team.
• Territory adherence to JHI’s Market Conduct and Compliance policies and procedures.
• Communicate the Code of Conduct to distributors within the region as needed.
• Take appropriate measures to ensure field support staff and distributors are following the policies throughout the sales process.
• Ensure distributors meet selection criteria prior to contracting and sale of JHI products.
• Understands and adheres to the Company's Market Conduct and Compliance policies and procedures.
• Carries out FINRA, state and Company mandated responsibilities as required by John Hancock Compliance and all applicable regulatory agencies.
• Attend all sales meetings and conference calls as required by sales management.
• High performing team that provides exceptional support to distribution partners.
• Establish a highly engaged and competent team that maximizes RVP and team performance and efficiency.
• Create an environment of mutual trust and respect where feedback is freely shared, received, and acted upon.
• Participate in regular (weekly) meetings with Regional Directors, Sales Support and National Accounts team to ensure everyone is aligned on strategy and clear on accountabilities.
• Encourage and acknowledge team accomplishments.
• Coordinate activities of team in responding to qualified and unqualified opportunities, preparing for presentations, and advancing opportunities.
• Capture and share best practices from within team and across JHI.
• Leverage internal relationships and capabilities to optimize support and grow sales.

Benefits

• We’ll empower you to learn and grow the career you want.
• We’ll recognize and support you in a flexible environment where well-being and inclusion are more than just words.
• As part of our global team, we’ll support you in shaping the future you want to see.
• We offer a competitive compensation package that includes a base salary, excellent corporate benefit package and a competitive incentive compensation plan
• health, dental, mental health, vision, short- and long-term disability, life and AD&D insurance coverage, adoption/surrogacy and wellness benefits, and employee/family assistance plans.
• We also offer eligible employees various retirement savings plans (including pension/401(k) savings plans and a global share ownership plan with employer matching contributions) and financial education and counseling resources.
• Our generous paid time off program in the U.S. includes up to 11 paid holidays, 3 personal days, 150 hours of vacation, and 40 hours of sick time (or more where required by law) each year, and we offer the full range of statutory leaves of absence.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 5,001-10,000 employees