Regional Sales Director, Wholesale Benefits

Regional Sales Director

In a rapidly changing world, HUB advises businesses and individuals on how to prepare for the unexpected. As one of the worlds' largest insurance brokers, our focus is dedicated to providing our customers with the peace of mind that what matters most will be protected-through unrelenting advocacy and tailored insurance solutions that put our clients in control. Our growing team of professionals across North America represents a broad, deep and one-of-a-kind aggregation of entrepreneurs and leaders recognized for their excellence throughout the insurance community.

The Regional Sales Director is responsible for brokering group medical, dental, vision, and life benefit plans for Western Growers Health to new and/or existing member employer groups, selling directly and through broker partners. Regional Sales Directors are expected to act as an advisor throughout the Broker community. This is a sales position responsible for initiating new business, building strong client relationships, and providing consultative benefit solutions.

Duties & Responsibilities

• Sells Western Growers Health medical and ancillary group Employee Benefit plans, third party administrator services (TPA), and other health related products to businesses on an outbound basis through health benefits brokers in order to meet and exceed new business sales goals.
• Presents HUB/Western Growers Health value proposition effectively in client and prospect meetings and customizes for unique audiences.
• Create relationships at the agency principal level.
• Direct and execute the territory management strategy to achieve annual business plan and budget requirements.
• Actively identify and execute a comprehensive, integrated strategy to acquire agencies and/or books of business to meet HUB growth objectives.
• Working with HUB leadership, create a strategy to purchase AT accounts from identified appointed agents.
• Hold broker training sessions on Western Growers Family of Companies (WGFC) and Western Growers Health capabilities.
• Generate new business opportunities through the creation and implementation of effective Broker Roadshows.
• Create requests for proposals (RFP) opportunities, plan design consultation, negotiate best coverage terms, conditions, and pricing for brokers and clients.
• Coordinate open enrollments, schedule meetings, order collateral materials, support broker and employer with communication and education of health plan benefits.

Retention

• Maintain strong relationships between broker/consultant and clients.
• Execute renewal strategies.
• Develop and influence C-Level and decision maker loyalty to Western Growers Health plans and solutions within new accounts.
• Identify and enlist the help of internal and external resources/staff for account retention.
• Cross-sell other Western Growers products and services to seek a level of saturation in each account relationship.

Reporting / Operational Tasks

• Transmit marketing and sales intelligence relating to competition and changes in the marketplace.
• Adopt and fully use the appropriate relationship management systems.
• Participate as a leader to internal staff, external brokers, and clients.
• Travel may be required up to 70% of time.
• Develops and maintains a profitable book of business through new business generation, renewals, and cross-selling opportunities.
• Proactively identifies and cultivates new broker relationships through networking, referrals, and targeted prospecting efforts.
• Builds and maintains strong, long-term client relationships to support retention, identify additional needs, and deliver superior service.
• Applies a thorough understanding of HUB's products, services, customers, and carriers to drive profitable growth and further HUB's financial and strategic goals.
• Conducts consultative sales presentations and delivers customized insurance solutions.
• Collaborates with internal teams, including account managers and service staff, to ensure quality delivery of services and client satisfaction.
• Monitors market trends, competitor activity, and industry developments to identify new opportunities and maintain a competitive edge.
• Documents all sales activities, client interactions, and pipeline updates in the CRM system.
• Partners with senior producers to support new business development efforts and cross-sell.
• Maintains a high level of client satisfaction through proactive service and ongoing communication.
• Responds to customer needs promptly, courteously, professionally, and helpfully.
• Performs other duties and projects as assigned.

Key Performance Indicators

• In collaboration with leadership, creates and executes the Broker Channel Distribution Strategy aligned with annual sales targets, driving year over year Broker Channel growth for Western Growers Health.
• Consistently increase the year over year revenue of Broker distribution channel by increasing production from existing agency appointments, identifying key partner brokers, careful selection of new agency appointments with existing books of eligible business, and working with partner agents to pursue new eligible opportunities.
• Meet minimum call, appointment and presentation frequency expectations.

Qualifications

• Minimum of 3 years of experience in business-to-business (B2B) sales
• Prior experience in insurance sales is highly preferred
• Bachelor's degree preferred; equivalent professional experience will be considered
• Experience selling into a specific industry or specialty preferred
• Life & Health license required

Knowledge / Skills / Abilities

• Desire to learn and grow within the insurance industry.
• Growth mindset, curiosity, and a willingness to learn from others.
• Ability to effectively and professionally communicate orally and in writing with internal and external customers.
• Professional presence and ability to effectively interact with all levels within the organization.
• Ability to efficiently gather pertinent information and facts, analyze and solve problems timely and thoroughly.
• Ability to prioritize and organize multiple tasks and responsibilities in order to complete assignments on time and with optimal accuracy.
• Ability to respond to customer needs, solicit customer feedback to improve service, and handle difficult or emotional customer situations promptly and accurately.
• Computer skills: proficiency with Microsoft Office Suite and Outlook.
• Critical Thinking: Ability to use logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.

Core Competencies & Capabilities

• Develops strategies to address complex challenges.
• Develops talent, a continuous learning environment, and high performing teams.
• Uses knowledge of market, industry, and company trends to set priorities.
• Looks for ways to improve efficiencies and generate revenue.
• Recognizes the need to adapt and respond to change.
• Works collaboratively with others to achieve common goals.
• Creates an environment with open, direct, and respectful communication.

Working Conditions and Physical Demands

• This position primarily involves remaining in a stationary position for the majority of the workday.
• The person in this position frequently communicates with colleagues and clients both in person and on the telephone; must be able to communicate and exchange accurate information.
• Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
• The person in this position needs to occasionally move about inside the office to access file cabinets, office machinery, etc.

Throughout our network of more than 450 HUB offices in North America, we offer a competitive, exciting and friendly work environment that strategically positions our employees for longevity and success. At HUB, we believe in investing in the future of our employees, and provide continuous opportunities for growth and development. Our entrepreneurial culture fosters an environment that empowers our people to make the best decisions for our customers and organization, focusing on expanding the industry knowledge of our insurance professionals to better serve our valued clients. We are committed to providing you with competitive and flexible benefits options that are rooted in your current needs, yet evolves as your needs change over time. Join us in taking the first step toward creating a future that combines a diverse, challenging work environment with financial security and career satisfaction.

HUB International Limited is an equal opportunity and affirmative action employer that does not discriminate on the basis of race/ethnicity, national origin, religion, age, color, sex, sexual orientation, gender identity, disability or veteran's status, or any other characteristic protected by local, state or federal laws, rules or regulations.