Comp: Base $150K plus $100K bonus & commission
The company is a diversified insurance firm providing custom solutions to businesses nationwide. They leverage industry expertise, superior talent, and a disruptive mindset to provide agile, transparent, and cost-saving solutions to optimize self-funded health plans. Founded in 2014, they are the fastest-growing purveyor of integrated insurance solutions, with deep-rooted experience in program management, TPA administration, PBM consulting, stop-loss coverage, compliance, risk management, underwriting, and analytics.
At the company, people come first. Their clients, colleagues, trading partners, and communities are their strength. Their company culture is rooted in alignment, innovation, and integrity. They are proud to be named an Inc. Magazine Best Places to Work for multiple years.
Position Summary:
Reporting to the Senior Vice President of Sales, the Regional Sales Director, Captives will act as the company’s captive subject matter expert and sales lead responsible for generating new business revenue and growing a profitable book of business. This role will identify and develop strong new broker partner relationships, work through established distribution channels of existing health plan Regional Sales Directors, and established company preferred broker partners. The focus for this sales position will be mid-sized employers (generally 25-300 enrolled employees).
The Regional Sales Director, Captive will direct and coordinate all components for the development of new business to include working across various functional areas (underwriting, marketing, operations, account management, PBM, etc.). The Regional Sales Director, Captives will also drive forward the orchestration and execution of captive related sales initiatives on behalf of the Senior Vice President of Sales, thereby extending the effectiveness of the organization.
About the Job:
• Identify and develop strong broker partnerships through execution of the company’s preferred broker certification and mutual engagement planning process
• Mastery of company’s cost containment programs and their application for brokers and employers
• Create a regional sales plan that will support the successful attainment of goals and quotas
• Execute sales techniques focused on the full sales lifecycle from lead generation to closing
• Communicate consistently across the sales team
• Build trust and alignment across the organization
Performance Expectations:
• 1st Month – 2 weeks in the office building for knowledge transfer of company ecosystem and excellence
• Maintain national broker relationships selling company’s captive solution
• 100 Calls and 150 emails per month minimum
• Average 5 broker meetings per week
• Maintain pipeline equivalent to 5x for annual captive sales goal
• Weekly & monthly meetings with CRO & SVP Sales to monitor sales achieved toward quota and new business pipeline
• Quarterly meeting with Executive team to review scorecards and progress to discuss activities, quotes, revenue, pipeline, etc.
• Clean and accurate data in Salesforce and Outreach.io
• Domestic travel up to 50%
Qualifications & Skills:
• At least five (5) years of experience in health plan captive sales; ten (10) years preferred
• Ten (10) years’ experience in the self-insured market
• Must possess strong negotiating skills and excellent written and oral communication skills
• Bachelor’s degree preferred, or equivalent military service or work experience
Benefits: Medical, Dental, 401k, Flexible PTO
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