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Form of workAt The Standard, you'll join a team focused on putting our customers first.
Our continued success is driven by a high-performance culture. We're looking for people who are collaborative, accountable, creative, agile and are driven by a passion for doing what's right - across the company and in our local communities.
We offer a caring culture where you can make a real difference, every day.
Ready to reach your highest potential? Let's work together.
Seeking an experienced guaranteed standard issue (GSI) or employee benefits (EB) sales professional to focus on growth for the western region of the United States (mountain and pacific time zones).
Must be located on the west coast and be able to travel 2-3 times per week to be taken into consideration for this position.
Job Summary:
- Accountability within the sales region for growing and developing Guaranteed Standard Issue (GSI) business across all distribution channels.
- Work with the 2nd Vice President, IDI Sales, and other sales leaders to develop and execute plans for increasing interest and proposal activity among agencies, Employee Benefits (EB) offices, and other distribution outlets as assigned.
- Grow GSI acumen and sales focus with channel partners through face-to-face meetings, webinars, and partner events.
- Work with home office teams to ensure product, underwriting and service is consistent with distribution partner needs.
Principal Duties & Responsibilities:
- Maintain and grow effective working relationships with current and new distribution partners. Receive Requests for Proposal (RFPs) from relationships across all distribution channels - MGAs, EB offices, GSI direct agencies and producers, and other outlets.
- Make case-design recommendations to distribution partners and negotiate with underwriting to develop offers.
- Educate distribution partners on the specifics of the offers, the advantages of buying from The Standard, etc.
- Work with IDI Sales and EB Sales leadership to identify EB offices and key benefits brokers to target for GSI growth opportunities.
- In those offices, raise GSI acumen and generate RFPs. Educate EB personnel on how to identify GSI opportunities.
- Drive and present GSI sales opportunities in conjunction with LTD renewals.
- Work with EB offices to conduct broker training, lead agency meetings, and, when possible, go on client visits to present the GSI opportunity to employers.
- Develop and execute distribution partner specific plans to capitalize on Standard's value proposition.
- Train distribution partners on The Standard's products, value propositions and key target markets.
- Conduct analysis to identify opportunities to increase sales, quote to close ratios and other key goals.
- Work with home office teams to ensure product, underwriting and service is consistent with distribution partner needs.
- Strive to increase ease of doing business with partners.
- Serve as a leader in select projects including new service delivery or process offerings, distribution strategy, new product development/product updates and training or marketing programs.
- Engage in post-sale analytics reviewing trends, persistency, etc.
- Provides field perspective on requirements.
Job Specifications:
- College degree required, preferably in Business, Marketing, or Finance.
- Minimum 5 years' experience selling group disability products and/or GSI products.
- Experience in training and motivating producers to sell.
- Demonstrated skills in making effective sales presentations.
- Professional certification preferred: CEBS, REBC, or other industry-related certifications desired.
Physical Demands:
- Frequent travel required within the region and nationally.
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Please note - the salary range for this role is listed below. In addition to salary, our package includes incentive plan participation and comprehensive benefits including medical, dental, vision and retirement benefits, as well as an initial PTO accrual of 164 hours per year. Employees also receive 11 paid holidays and 2 wellness days per year.
- Eligibility to participate in an incentive program is subject to the rules governing the program and plan. Any award depends on various factors, including individual and organizational performance.
- Performance guarantees may be applied to roles with highly incentivized compensation plans for a specified period of time, to support a new hire's transition into the sales incentive plan.
Salary Range:
$75,000 - $85,000 base salary plus incentive
Standard Insurance Company, The Standard Life Insurance Company of New York, Standard Retirement Services, Inc., StanCorp Equities, Inc. and StanCorp Investment Advisers, Inc., marketed as The Standard, are Affirmative Action/Equal Opportunity employers. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, national origin, gender identity, sexual orientation, age, disability, or veteran status or any other condition protected by federal, state or local law. The Standard offers a drug and alcohol free work environment where possession, manufacture, transfer, offer, use of or being impaired by an illegal substance while on Standard property, or in other cases which the company believes might affect operations, safety or reputation of the company is prohibited. The Standard requires a criminal background investigation, employment, education and licensing verification as a condition of employment. All employees of The Standard must be bondable.
