Director - Regional Sales

Job Responsibilities and Requirements
Sales

• Develop and successfully execute strategies to increase sales premium, case count, retention and profitability to achieve both personal and regional sales goals

• Responsible for the development of brokers within his or her specific sales territory

• Partner with leadership and internal team members to identify market potential with assigned territory and prioritize opportunities

• Effectively prepare and present product recommendations and solutions to brokers and clients

• Cross-sell products to existing customers and new prospects

• Develop territory sales strategies with Voluntary, Absence Management and Japanese Market Practice Leaders as well as the Medical Stop Loss, Limited Medical Benefit RSL teams and other Tokio Marine companies to drive sales and meet/exceed premium and case count goals

• Send applications and related materials to prospects and perform appropriate follow-up to generate and close the sale

• Expert representation in the area of Group Products ranging from STD, LTD, LIFE, AD&D, Dental, Vision, Absence Solutions portfolio (FML, State/ Federal Leaves, ADA) and Voluntary Portfolio (VG, VPS, VPL, VCI, VAI, VHI).

• Adherence to the established Field and Home Office administrative procedures and underwriting guidelines

• Provide guidance on elevated service concerns to policyholders and brokers as necessary

• Accurately and timely record all lead information in the company provided CRM including all call activity, follow up and opportunities developed

• Complete, analyze and submit sales and production reports to leadership

• Partner with field and home office staff as appropriate in implementing new cases and resolving customer concerns

• Partner with underwriting to ensure profitable business

• Responsible for driving company culture within the local sales office(s)

• Accountable for performance of team; engages team members in talent management and development opportunities, and builds a positive and respectful work environment.

• Makes personnel decisions on hiring, firing, discipline, transfer, advancement and promotion in accordance with Company policies and procedures.

• Lead and participate in assigned initiatives and projects designed to further RSL's corporate Service Excellence vision.

• Models and drives company values in the departments.

• Assists the individual Sales Representatives in achieving sales goals by line of business.

• Team typically ranges from 5-9 sales reps and may include managing Sales Managers

• Territory typicaly has market potential of $15-25M in premium, which includes $1-2M in personal production

• Focus should be 90% management, 10% personal production

• Bachelor's degree in related field.

• Minimum of 5 years of group insurance sales experience and 3 years of management experience.

• Group Life and Health License(s) required. AHIP, LOMA, and/or CEBS preferred.

• Ability to demonstrate objectivity and practice sound management principles with regard to staff management.

• Ability to solve policy owner and broker problems; speak effectively in public to groups and develop appropriate presentations for the audience; make independent decisions consistent with Company and departmental objectives; influence decision makers and travel nationally on a moderate to frequent basis, sometimes with little advance notice.

• Customer Focus - dedicated to meeting the expectations and requirements of internal and external customers; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

• Ability to negotiate skillfully in difficult business situations with both internal and external groups; settles professional differences appropriately and respectfully; wins concessions without damaging relationships; is direct as well as diplomatic depending upon the situation and audience; gains trust quickly of other parties to the negotiations; has a good sense of timing.

• Strong knowledge of group products, claim practices/process, administrative procedures, services, contract language and provisions.

• Ability to thrive in a challenging and collaborative sales environment that is fast-paced and subject to frequent change.

• Well organized with excellent follow-up and prioritization skills.

• Commitment to continuous, ongoing improvement in the level of service provided.

• Excellent people skills, ability to develop strong working relationships with other departments and with outside vendors.

• Collaborative with strong ability to influence, especially without direct management control.

• Attention to detail with the ability and willingness to handle multiple tasks and work well under pressure.

• Strong overall focus on providing continuous and consistent high quality sales, service and support to the sales producer staff, clients, brokers and Administrative Office personnel.

• Must be able to maintain confidential information.

Ability to Travel:
Up to 50%

The expected hiring range for…