Job Description:
Job Summary
The Director of Regional Sales leads regional group insurance sales operations, develops broker relationships, and drives sales growth, retention, and profitability. This role manages a team of sales representatives and potentially sales managers, develops territory strategies, oversees team performance, and partners with underwriting and internal departments to deliver high-quality service and achieve regional business goals.
Key Responsibilities
- Develop and execute regional sales strategies to increase premiums, case count, customer retention, and profitability.
- Build and maintain relationships with brokers, clients, and prospects within the assigned territory.
- Identify market opportunities and prioritize sales activities in collaboration with business leaders.
- Present insurance products and recommendations, cross-sell offerings, and follow up on opportunities to close sales.
- Coordinate sales strategies across group insurance, voluntary benefits, absence management, and related business lines.
- Ensure compliance with administrative procedures, underwriting guidelines, and company policies.
- Provide guidance on escalated service concerns and support the implementation of new business.
- Maintain accurate lead, call, follow-up, and opportunity records in the customer relationship management (CRM) system.
- Analyze and submit sales and production reports to leadership.
- Partner with underwriting and internal teams to support profitable business and resolve customer issues.
- Lead and develop a regional team, typically consisting of 5–9 sales representatives, and potentially sales managers.
- Oversee employee performance, hiring, development, promotions, and other personnel decisions in accordance with company policies.
- Promote company values, a positive work environment, and service excellence.
- Coach sales representatives to achieve goals across assigned product lines.
- Participate in strategic initiatives and continuous improvement projects.
- Manage regional sales operations while maintaining a limited personal sales-production responsibility.
- Travel nationally as required.
Required Qualifications
- Bachelor's degree in a related field.
- At least 5 years of group insurance sales experience.
- At least 3 years of management experience.
- Required Group Life and Health licenses.
- Strong knowledge of group insurance products, claims practices, administrative procedures, and policy provisions.
- Demonstrated leadership, staff development, and performance management skills.
- Excellent communication, presentation, negotiation, and problem-solving abilities.
- Strong customer relationship management and stakeholder-influencing skills.
- Excellent organization, follow-up, prioritization, and multitasking abilities.
- Ability to work effectively in a fast-paced, collaborative environment.
- Ability to maintain confidential information and exercise sound judgment.
Preferred Qualifications
- AHIP, LOMA, and/or CEBS credentials.
- Experience developing broker relationships and managing regional insurance sales teams.