Director - Regional Sales

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.