Mgr. - Regional Sales Office

Job Responsibilities and Requirements
Sales

• Develop and successfully execute strategies to increase sales premium, case count, retention and profitability to achieve both personal and Regional Sales goals
• Responsible for the development of brokers within his or her specific sales territory
• Partner with leadership and internal team members to identify market potential with assigned territory and prioritize opportunities
• Effectively prepare and present product recommendations and solutions to brokers and clients
• Cross-sell products to existing customers and new prospects
• Develop territory sales strategies with Voluntary, Absence Management and Japanese Market Practice Leaders as well as the Medical Stop Loss, Limited Medical Benefit RSL teams and other Tokio Marine companies to drive sales and meet/exceed premium and case count goals
• Send applications and related materials to prospects and perform appropriate follow-up to generate and close the sale

Operations

• Expert representation in the area of Group Products ranging from STD, LTD, LIFE, AD&D, Dental, Vision, Absence Solutions portfolio (FML, State/ Federal Leaves, ADA) and Voluntary Portfolio (VG, VPS, VPL, VCI, VAI, VHI).
• Adherence to the established Field and Home Office administrative procedures and underwriting guidelines
• Provide service to policyholders and brokers as necessary
• Accurately and timely record all lead information in the company provided CRM including all call activity, follow up and opportunities developed
• Complete, analyze and submit sales and production reports to leadership
• Partner with field and home office staff as appropriate in implementing new cases and resolving customer concerns
• Partner with underwriting to ensure profitable business

Leadership

• Participates in decisions on hiring, firing, discipline, transfer, advancement and promotion in accordance with Company policies and procedures.
• Lead and participate in assigned initiatives and projects designed to further RSL's corporate Service Excellence vision.
• Models and drives company values
• Assists the individual Sales Representatives in achieving sales goals by line of business.
• Assist leadership in inspiring and motivating their team to achieve the set targets in the business
• Provides training and mentorship to new Sales Representatives

Scope

• Typically has 1 - 2 sales representatives reporting to them with the support of a more senior leader
• Typically, will be responsible for $3M or more in personal production
• Focus should be 10% management, 90% personal production

Required Knowledge, Skills, Abilities and/or Related Experience

• Bachelors degree in a related field.
• Minimum 3 years of group insurance sales experience.
• Group Life and Health License(s) required. AHIP, LOMA, and/or CEBS preferred.
• Ability to solve policy owner and broker problems; speak effectively in public to groups and develop appropriate presentations for the audience; make independent decisions consistent with Company and departmental objectives; influence decision makers and travel nationally on a moderate to frequent basis, sometimes with little advance notice.
• Customer Focus - dedicated to meeting the expectations and requirements of internal and external customers; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
• Ability to negotiate skillfully in difficult business situations with both internal and external groups; settles professional differences appropriately and respectfully; wins concessions without damaging relationships; is direct as well as diplomatic depending upon the situation and audience; gains trust quickly of other parties to the negotiations; has a good sense of timing.
• Strong knowledge of group products, claim practices/process, administrative procedures, services, contract language and provisions.
• Ability to thrive in a challenging and collaborative sales environment that is fast-paced and subject to frequent change.
• Well organized with excellent follow-up and prioritization skills.
• Commitment to continuous, ongoing improvement in the level of service provided.
• Excellent people skills, ability to develop strong working relationships with other departments and with outside vendors.
• Collaborative with strong ability to influence, especially without direct management control.
• Attention to detail with the ability and willingness to handle multiple tasks and work well under pressure.
• Strong overall focus on providing continuous and consistent high quality sales, service and support to the sales producer staff, clients, brokers and Administrative Office personnel.
• Must be able to maintain confidential information.

Ability to Travel: Up to 50%
Work location may be flexible if approved by the Company.
What We Offer
At Reliance Matrix, we believe that creating a more diverse, equitable and inclusive culture allows us to realize more of our potential. And we can't do this without our most important asset-you.
That is why we offer a competitive pay package and a range of benefits to help team members thrive in their financial, physical, and mental wellbeing.
Our Benefits:

• An annual performance bonus for all team members
• Generous 401(k) company match that is immediately vested
• A choice of three medical plans (that include prescription drug coverage) to suit your unique needs. For High Deductible Health Plan enrollees, a company contribution to your Health Savings Account
• Multiple options for dental and vision coverage
• Company provided Life & Disability Insurance to ensure financial protection when you need it most
• Family friendly benefits including Paid Parental Leave & Adoption Assistance
• Hybrid work arrangements for eligible roles
• Tuition Reimbursement and Continuing Professional Education
• Paid Time Off, volunteer days, community partnerships, and Employee Assistance Program
• Ability to connect with colleagues around the country through our Employee Resource Group program and our Diversity Equity & Inclusion Council

Our Values:

• Integrity
• Empowerment
• Compassion
• Collaboration
• Fun

EEO Statement
Reliance Matrix is an equal opportunity employer. We adhere to a policy of making employment decisions without regard to race, color, religion, sex, national origin, citizenship, age or disability, or any other classification or characteristic protected by federal or state law or regulation. We assure you that your opportunity for employment depends solely on your qualifications.
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