Sales Executive - Group Benefits - Large Market

Nationwide•Marlborough, MA

9d•$50,000 - $80,168•Hybrid

About The Position

The Sales Executive develops relationships with licensed health insurance brokers and agencies to sell Nationwide group health insurance products for mid-market groups of 50 or more employees. The role involves prospecting, managing the full sales cycle, recruiting and developing producers, supporting their sales strategies, and helping drive profitable growth and premium objectives within an assigned territory. The position works a hybrid schedule from the Marlborough, Massachusetts office, with four days in the office and one day from home, and may require travel for sales meetings and seminars. The role also recruits, trains, educates, motivates, and maintains broker and producer relationships; provides sales and enrollment support; coordinates with internal partners; and helps producers grow and retain business. The position reports to a Manager or Director. The posting describes minimal travel in its general job conditions and specifies travel of up to 20% for territory sales meetings and seminars.

Requirements

Bachelor’s degree or equivalent education, training, and work-related experience.
Effective verbal and written communication skills.
Ability to adapt to new situations and learn quickly.
Strong organization and time-management skills, including the ability to work under pressure and meet deadlines.
Initiative, mature judgment, and self-motivation.
Interpersonal skills to establish working relationships with people at varying organizational levels.
Must be able and willing to travel.
Ability to keep confidential information secure.
Knowledge of computer software relevant to the job, including Microsoft Office proficiency.
Sales communication and relationship-building skills.
Strong work ethic.

Nice To Haves

Two or more years of sales-related experience; preferred but not required.
Five or more years of experience preferred.
Bachelor’s degree preferred in the wholesaler qualifications.
CEBS, CLU, and/or ChFC designation preferred.
Experience recruiting and managing an insurance sales force.

Responsibilities

Build relationships with licensed health insurance agents and brokers by phone, email, and in-person meetings to sell group health insurance products.
Prospect, execute requests for proposals, and facilitate the full sales cycle.
Evaluate agent performance and continually recruit new agents and producers.
Train, educate, motivate, and develop producers in assigned areas; establish growth objectives and support sales production.
Guide agents in developing strategies to obtain new business and retain existing business.
Travel throughout the territory for relevant sales meetings and seminars, up to 20%.
Use the internal sales tracking system to record and validate sales calls, quotes, and recruited brokers.
Consult with agents throughout the sales process and communicate product offerings, network changes, rate changes, and plan designs in a timely manner.
Obtain a Life/A&H license in the state of residence and any other state where business is conducted.
Make qualified calls on groups with producers and provide enrollment support on a new producer’s first accounts.
Maintain positive working relationships with sales support, underwriting, policyholder services, billing support, compliance, commission accounting, home office personnel, and field management.
Help analyze markets, formulate recruiting programs, secure producers, and develop opportunities within producers’ existing books of business.
Help implement and monitor procedures to improve persistency of business written in the assigned area.
Stay current on sales and marketing techniques and changes in state and federal law affecting sales efforts and the insurance industry.

Benefits

Paid training.
Uncapped earning potential and sales incentives.
Medical, dental, and vision benefits.
Wellness programs.
Life insurance and short- and long-term disability coverage.
401(k) with company match.
Company-paid pension plan.
Company-paid holidays and paid time off, including a minimum of 18 days per full calendar year for newly hired associates, prorated quarterly based on hire date.
Eight hours of Lifetime paid time off and eight hours of Unity Day paid time off.
Incentive sales trips.
Employee discount program.
Career advancement and development opportunities.
Business casual attire.