Regional Sales Director, Wholesale Benefits

About Hub

HUB advises businesses and individuals on preparing for the unexpected. As one of the world's largest insurance brokers, our focus is on providing peace of mind through tailored insurance solutions.

The Opportunity

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. This role acts as an advisor throughout the Broker community, selling health benefits plans and TPA services.

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.
• Work with HUB leadership to 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.
• Create requests for proposals (RFP) opportunities, plan design consultation, negotiate best coverage terms, conditions, and pricing for brokers and clients.
• Cook up open enrollments, schedule meetings, order collateral materials, support broker and employer with communication and education of health plan benefits.
• 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.
• 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.

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.

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.

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.

WHY CHOOSE HUB?

• We offer a competitive, exciting and friendly work environment that strategically positions our employees for longevity and success.
• We invest in the future of our employees, providing continuous opportunities for growth and development.
• We foster an entrepreneurial culture that empowers our people to make the best decisions for our customers and organization.
• We provide comprehensive benefit and total compensation packages, including health/dental/vision/life/disability insurance, FSA, HSA and 401(k) accounts, paid-time-off benefits, and eligible bonuses, equity and commissions for some positions.

Department Sales

• Required Experience: 7-10 years of relevant experience.
• Required Travel: No Travel Required.
• Required Education: Bachelor's degree (4-year degree).