Responsibilities

Regional Strategy and Sales Leadership
•    Own and execute the regional sales strategy to achieve production, market share, and profitability goals across target segments and products.
•    Translate enterprise growth priorities into regional execution plans that drive broker engagement, market penetration, and consistent pipeline development.
•    Recruit, mentor, and lead a team of field sales representatives while establishing clear expectations for activity levels, broker engagement, pipeline management, and conversion performance.
•    Develop data-informed regional plans using market analytics, CRM insights, and local intelligence.
•    Support expansion into emerging markets by identifying distribution opportunities and accelerating adoption of new products and programs. 
•    Coordinate strategy and execution across multiple sales teams within the region, ensuring alignment with national growth priorities and consistent sales leadership standards.

Broker, GA, and Trading Partner Relationships
•    Build deep, trusted relationships with national and regional brokers, GAs, and other influential market partners.
•    Conduct regular field visits, strategic planning sessions, and growth reviews with key distribution partners.
•    Align the organization’s value proposition—including product breadth, digital capabilities, integration readiness, and service experience—to accelerate broker adoption and sales growth.
•    Identify and develop strategic distribution relationships—including brokers, GAs, aggregators, payroll providers, and benefits administrators—that expand access to employer groups and increase regional production.

Sales Execution, Pipeline Management, and CRM Discipline
•    Drive disciplined pipeline management, opportunity tracking, and activity visibility within the CRM platform.
•    Coach sales representatives on forecasting accuracy, pipeline construction, and win-strategy development to improve close rates and predictability.
•    Leverage CRM dashboards, analytics, and regional insights to identify trends, prioritize opportunities, and focus sales activity where it will produce the highest return.
•    Ensure leadership has consistent visibility into pipeline health, regional performance, and market coverage.

Digital and Tech-Forward Sales Leadership
•    Champion the organization’s digital ecosystem—including broker portals, APIs, automation capabilities, and integration readiness—as a competitive advantage in the marketplace.
•    Equip the sales team to confidently position digital capabilities with brokers, GAs, payroll providers, benefit administrators, and other trading partners.
•    Partner with Sales Enablement and Technology teams to keep the field current on evolving tools, capabilities, and digital enhancements.

Cross-Functional Partnership and Talent Development
•    Collaborate closely with Underwriting, Operations, Product, Claims, and Technology teams to ensure competitive positioning and smooth case execution.
•    Partner with Client Management, Renewal, and Sales Support leadership to support a seamless client lifecycle from prospecting through implementation, renewal, and long-term relationship expansion.
•    Build and sustain a high-performing sales team with strong market expertise and digital fluency.
•    Establish a culture of accountability, professionalism, continuous learning, and execution excellence. 
•    Lead or support cross-regional initiatives that advance the company’s evolving distribution strategy. 
•    Coach and develop frontline sales managers to ensure consistent leadership standards, operational discipline, and strong team performance across the region.

Required Qualifications

•    5+ years of leadership experience in EB sales, including managing relationships with brokers, GAs, and other complex intermediary distribution models.
•    Proven ability to recruit, coach, and develop high-performing sales teams within a growing or evolving business environment. 
•    Experience leading multi-layer sales organizations, including overseeing and developing frontline sales managers.
•    Strong command of EB products including Dental, Vision, Life, Short-Term Disability, Long-Term Disability, Paid Leave, and Supplemental Health.
•    Experience developing and executing regional sales strategies informed by market analytics, CRM insights, and distribution intelligence.
•    Demonstrated success managing pipeline development, forecasting, and sales performance using a modern CRM environment.
•    Strong cross-functional leadership skills with experience partnering with Client Management, Underwriting, Product, Operations, and Technology teams to deliver successful sales outcomes.

Preferred Qualifications

•    Experience expanding EB distribution in emerging or newly developing markets and during periods of rapid growth.
•    Success selling through aggregator channels (GAs, PEOs, payroll providers, benefits administration platforms) and with national and large regional brokers.
•    Experience leading sales teams focused on small and middle market employer segments (U500).